Account Manager

Sales Department

Job Description

Position Summary: Mirapath is looking for a goal-oriented Territory Account Manager to cultivate and expand our footprint in the South Central territory. This role focuses on acquiring new business logos, generating a robust sales pipeline, fostering connections with potential clients, and growing strategic current accounts.

The ideal candidate will have existing industry ties in AI infrastructure, data centers, enterprise IT, colocation, or critical facilities, along with a history of sourcing and securing new ventures independently. This is a field-based remote role.

Work Arrangement: On-site, Hybrid & Remote

Multiple Locations: California, Texas, Virginia and open to candidates worldwide.

Compensation: Competitive Base Salary + Uncapped Commission (60/40 OTE Split + Performance Accelerators)

Position Responsibilities

Sales & Revenue Growth

• Own new-logo acquisition and revenue growth across the assigned territory.

• Develop and execute a territory plan that identifies priority markets, target accounts, key stakeholders, partner relationships, and near-term opportunities.

• Build and maintain a self-generated pipeline through existing relationships, direct prospecting, referrals, industry associations, manufacturer and partner networks, events, phone, email, LinkedIn, and coordinated marketing activities.

• Drive sales for assigned accounts by building rapport, understanding account requirements, explaining product/service capabilities, negotiating contract terms, and finalizing contracts

• Expand sales (upsell) in assigned accounts by introducing new products and services

• Initiate sales process by scheduling appointments, making initial presentations, and understanding account requirements

• Recommend new products and services by evaluating current product results and identifying needs to be filled

• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques

• Participate in team meetings and take responsibility for sales improvement initiatives

Client Relationship Management

• Build and maintain strong client relationships

• Manage and resolve client concerns/issues during the entire sales cycle

• Provide product and pricing information by clarifying customer requests, selecting appropriate information, and answering questions

• Develop multithreaded relationships with data center, IT, network, facilities, engineering, procurement, operations, and executive stakeholders.

• Provide quality customer service in assisting customers on questions and/or requests

• Represent Mirapath at customer meetings, industry events, partner engagements, and regional networking opportunities.

• Explain the scope of all solutions and position them in relation to an organization's requirements

Cross-Functional and Internal Collaboration

• Communicate, liaise, and negotiate internally and externally to facilitate the development of profitable business and sustainable relationships

• Lead the complete sales cycle from initial outreach and discovery through solution development, proposal, negotiation, closing, and post-sale account expansion.

• Keep management informed by submitting activity and results reports

• Develop and tailor materials to assist the sales team in explaining key features & benefits

• Work collaboratively and productively with other departments to meet customer needs

• Create processes that improve efficiencies and gather consensus and buy-in from those involved

Additional Responsibilities

• Maintain all aspects of client records, including meeting notes and activities, in CRM database

• Provide regular territory forecasts, pipeline updates, competitive intelligence, and account-development plans to sales leadership.

• Develop and maintain knowledge of Mirapath's product set; participate in educational opportunities

• Attend internal meetings, exhibitions, and events as required

• Contribute to team effort by accomplishing related results as needed

Position Requirements

• BA/BS in a business or technical related field or equivalent combination of education and experience required. MBA a plus.

• 5+ years of experience selling relevant and related products; experience with data center/IT infrastructure products.

• Proficient computer, software, and data analysis skills (Netsuite/ERP, Salesforce.com/CRM, Excel, Outlook, Word, Power Point)

• Demonstrated track record of meeting or exceeding sales goals

• Demonstrate strong initiative, resiliency, organizational and time management skills

• Exceptional interpersonal and leadership skills.

• Excellent problem solver with strong negotiation and presentation skills

• Proven record in business development and account planning/management.

• Excellent verbal and written communication skills.

• Resourceful and ability to adapt quickly to changing environment

• Ability to effectively prioritize tasks and manage time within a fast-paced environment

• Travel up to 25% of the time