Account Manager

Account Manager (Business)

Position Overview

The Account Manager (Business) is responsible for building and growing Pioneer Technology’s business customer portfolio by guiding new business relationships, coordinating new business opportunities, and fostering the existing customer base.

Job Definition: Business Relationship Owner. Build a coalition of technical and business support with the Customer, owning opportunities in collaboration with team members and partners.

Job Methods: Team Mobilizer and Orchestrator. Advocate for good business between Pioneer and the Customer. With senior management approval, stand up and lead an internal Pioneer account team for effective Customer engagement.

This position reports directly to the Lead Account Manager.

Responsibilities

• Build broad knowledge of the Customer and their business. Listen.
• Cultivate a productive partnership between the Customer and Pioneer.
• Create and maintain trusted relationships that better serve Customer needs.
• Know all key managers, influencers, and information sources at the Customer, including their pain points and objectives.
• Execute structured sales discovery to uncover Customer goals, decision criteria, budget, timeline, and success measures, and translate findings into qualified opportunities.
• Own the overall Customer engagement strategy. Build a basic account roadmap and action plan to expand Pioneer services and revenue.
• Ensure all relevant Pioneer products and services are presented to the Customer in a relevant, effective manner.
• Develop customer-facing presentations, proposals, statements of work, and quotes that clearly communicate Pioneer’s value, scope, and pricing.
• Track Customer events and market seasonality that influence sales timing.
• Visit and contact Customers regularly to identify growth opportunities.
• Schedule and host recurring business reviews (weekly, monthly, or quarterly based on Customer preference) to review performance, surface issues, align on roadmap, and uncover new opportunities.
• Serve as the primary Pioneer contact with Customer senior management.
• Identify profitable opportunities and grow the pipeline to increase quarter-over-quarter revenue and gross margin.

Expertise and Experience

• Proficiency in modern sales discovery: qualifying opportunities, asking probing questions, mapping decision-makers, and uncovering business outcomes.
• Initiative to learn Pioneer’s technical products, services, and delivery processes well enough to position them credibly with technical and business stakeholders.
• Skilled at producing clear, accurate, persuasive customer-facing presentations, proposals, statements of work, and quotes.
• Working understanding of sales financial fundamentals (cost, price, markup, margin, discounting) and the ability to structure deals that meet Customer needs and Pioneer profitability targets.
• Work cross-functionally within Pioneer and the Customer; communicate with all stakeholders.
• Serve as a resource for important internal Customer communication.
• Understand the Customer’s buying and decision-making process and guide the Pioneer team through it.
• Effectively present and solution-sell Pioneer products and services.
• Involve Pioneer technical or management resources during engagements as appropriate.
• Partner with Pioneer management and sales support to close deals.
• Surface new Pioneer service and product opportunities that help the Customer achieve their goals.
• Set Customer expectations appropriately.
• Keep Customer pricing current.
• Enter opportunity information in Pioneer systems as needed.
• Provide context and guidance to Pioneer sales, marketing, customer service, operations, and engineering when Customer support is needed.
• Report on the business health of the Customer and their marketplace.
• Track and report any Customer merger or acquisition activity.
• Proactively discover, define, and resolve Customer concerns.
• Coordinate with Customer and Pioneer project management to ensure timely delivery.
• Provide timely forecasting data to Pioneer management.
• Develop product and service analytics and review them with Customers; prepare status reports.
• Maintain basic Pioneer product and service knowledge.
• Research the Customer’s marketplace; attend conferences and trade organizations as approved.
• Assist the Pioneer finance department with collections when needed.

Expectations

• Basic knowledge of IT solutions and the ability to relate technology value to Customer business needs.
• Curiosity to continually learn Pioneer’s evolving products, services, and delivery processes.
• Comfort discussing pricing and financial structure with Customers, including cost, price, markup, margin, and total cost of ownership.
• Ability to work independently and within a team to solve problems.
• Ability to guide and motivate an account team.
• Excellent verbal and written communication.
• Ability to influence others toward strong outcomes.
• Excellent presentation skills.
• Ability to manage multiple projects in a fast-paced environment.
• Able to work well under pressure.
• Strong organizational and time management skills.
• Results-oriented, creative, and energetic.
• Positive attitude; self-motivated, confident, and tenacious.