Key Account Manager (IT & MSP Industry)

Job Title: Sales Account Manager (IT & MSP Industry)
Company:  Virtual Technologies Group (VTG)
Location:  Remote. Must be located near Tysons Corner or Reston, VA. (Toledo, OH Optional)
Travel %:  Variable to client sites - up to 30%
Position Type:  Full-time
Compensation Range: $80 – 100k base + bonus & commission, targeting total comp of $150k - $180k

Company Overview:

Join us at Virtual Technologies Group (VTG) as a Sales Account Manager. Expand our reach while upholding our reputation in IT support on a national level to a diverse group of clients. VTG offers tech solutions, ranging from managed IT services to custom application development, to VoIP, as well as cybersecurity and physical security.

Job Overview:

The Sales Account Manager will manage and expand accounts beyond our current, longstanding, and trusted client base. Through identifying new opportunities, negotiating contracts, and maintaining close communication with ongoing relationships, the Sales Account Manager will help VTG and its subsidiaries thrive.

Responsibilities/Job Functions:

• Own revenue outcomes across a named portfolio, including renewals, expansions, and multi-year growth plans.
• Build and execute account plans for top accounts, including stakeholder mapping, white-space analysis, and quarterly execution priorities.
• Lead renewal motion end-to-end in partnership with Sales Leadership and delivery teams, ensuring early risk identification and strong renewal readiness.
• Drive expansion by packaging and positioning incremental services (MSP adds, security, network, structured cabling, lifecycle, field services, etc.) based on client outcomes.
• K–12 growth and market expansion: identify and open new K–12 districts and regional opportunities, leveraging E-Rate knowledge and relationships to create a repeatable growth motion.
• Run QBRs and executive cadence, including roadmap alignment, SLA performance review, and value realization tied to dollars and outcomes.
• Maintain accurate CRM hygiene, forecasting, close plans, and pipeline inspection tied to next steps and dates.
• Partner cross-functionally (Service Delivery, Ops, Finance, Product, Support) to resolve escalations quickly and protect renewal probability.
• Create customer delight by turning service performance into visible value, capturing wins, and converting satisfied customers into references and case studies.

Account Management:

• Proactively identify and pursue new sales opportunities within existing accounts.

• Build and maintain strong relationships with key decision-makers at client organizations.

• Understand client business needs and translate them into effective IT solutions.

• Conduct needs assessments, prepare proposals, and deliver compelling presentations.

• Negotiate and close deals, ensuring mutually beneficial agreements.

• Monitor account performance and identify areas for improvement and growth.

• Manage the entire sales cycle from lead generation to contract execution.

Sales Forecasting & Reporting:

• Accurately forecast and track sales performance against established targets.

• Prepare regular sales reports and presentations for management.

• Analyze market trends and competitor activities to identify new opportunities.

Client Relationship Management:

• Act as the primary point of contact for client inquiries and concerns.

• Proactively address client issues and ensure their satisfaction.

• Build and maintain long-term client relationships based on trust and mutual benefit.

• Foster strong client relationships through regular communication and value-added services.

Teamwork & Collaboration:

• Collaborate with internal teams, including technical support, engineering, and marketing, to ensure successful project delivery.

• Share best practices and knowledge with other sales team members.

• Contribute to the overall success of the sales organization.

Minimum Qualifications:

• Bachelor's degree in business administration, Marketing, or a related field preferred.

• 5+ years in B2B account management or customer growth roles (IT services, MSP, telecom, SaaS, or adjacent).
• Demonstrated history of driving expansion within existing accounts, not just renewals.
• Strong executive presence, able to run QBRs and influence multi-threaded stakeholder groups.
• Fluent in CRM discipline, forecasting, and building close plans.
• Comfort collaborating with delivery teams, translating technical outcomes into business value.
• Proven experience in K–12 brick-and-mortar environments, including navigating district leadership, school operations, and stakeholder complexity.
• Demonstrated ability to open new markets and drive growth using E-Rate as a go-to-market lever.

Preferred Qualifications:

• Experience with MSP contracts, recurring revenue, and service delivery KPIs (SLA, CSAT, ticket health).
• Familiarity with structured cabling, networking, endpoint lifecycle, security, and managed services bundles.
• Working knowledge of E-Rate categories, procurement cycles, and how to partner with districts and consultants through the process.

EEO Statement:

We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected status.