Client Relationship Manager (DMV Area)

The Corporate Client Manager is responsible for managing and growing strategic customer relationships, driving revenue across portfolio offerings (PC, ISG, SSG), and identifying, developing, and advancing sales opportunities within assigned accounts.

Candidate needs to be located within the DVM area : the District of Columbia, Maryland, and Virginia.

This role acts as the primary customer interface, orchestrating internal resources and specialists to deliver end-to-end solutions.

Key Responsibilities

1) Customer Relationship Management

• Serve as the trusted advisor and primary point of contact for assigned clients
• Build executive-level relationships (e.g., CIO, IT leadership)
• Maintain long-term customer trust and ensure delivery against commitments

2) Opportunity Identification & Pipeline Growth

• Identify and qualify new business opportunities across the portfolio
• Drive opportunity creation and pipeline development aligned to business targets
• Engage customers with consultative conversations to uncover needs and triggers

3) Sales Orchestration & Deal Progression

• Own early-stage deal progression:
  • Identify the right stakeholders within the customer
  • Initiate discovery conversations
  • Move opportunities to the appropriate stage
• Hand off and collaborate with specialists (ISG, services, etc.) for technical depth
• Ensure smooth coordination across sales, technical teams, and partners.

4) Cross-Functional Collaboration

• Work closely with:
  • ISG / IDG / SSG specialists
  • Solution architects and sales engineers
• Bring in the right expertise at the right time to maximize win probability
• Operate in a "team-sell" model rather than owning the deal solo

5) Account Strategy & Planning

• Develop and execute account plans aligned to revenue and growth targets
• Track performance metrics (e.g., CPS, pipeline sufficiency, opportunity conversion)
• Prioritize high-value opportunities and strategic initiatives

6) Business Outcomes & Revenue Ownership

• Own revenue targets for assigned accounts
• Drive growth across:
• New logos / acquisition
• Cross-sell / upsell within existing clients