Account Manager

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Description

As an Account Manager, you will own, retain, and grow revenue across existing customer relationships while identifying qualified new-logo opportunities that align with GDS's target profile.

You will serve as a trusted advisor to customers, driving account strategy, executive engagement, renewals, cross-sell, and expansion across modern workplace, AI, Copilot, data governance, compliance, and security solutions. Your primary focus is to deepen customer relationships, grow wallet share, and deliver measurable business value. Success also requires consistent prospecting to add new logos that fit GDS's ideal customer profile.

What You'll Achieve:

• Own Existing Accounts: Manage assigned customer relationships, protect recurring revenue, and build account plans that uncover growth opportunities.
• Grow Customer Revenue: Expand wallet share through cross-sell, upsell, renewals, and adoption of GDS solutions across workplace, AI, governance, compliance, security, cloud, and managed services.
• Build Trusted Relationships: Earn credibility with customer stakeholders by aligning GDS capabilities to business priorities, risk reduction, productivity, compliance, and measurable outcomes.
• Influence Executives: Lead business-level conversations with executives and decision-makers, connecting GDS solutions to strategy, efficiency, compliance, risk reduction, and ROI.
• Prospect with Discipline: Consistently prospect, qualify, and develop new-logo opportunities that meet GDS's target customer profile.
• Drive Revenue Growth: Manage a healthy pipeline of renewals, expansions, and qualified new-logo opportunities while maintaining accurate forecasts and account visibility.
• Collaborate to Deliver: Partner with technical, security, compliance, and delivery teams to ensure proposed solutions create value and strengthen long-term customer relationships.

Requirements

• 7+ years of B2B account management or sales success, including revenue retention, account expansion, renewals, and new-logo prospecting; experience in MSP, MSSP, IT, cybersecurity, SaaS, AI, data governance, compliance, or modern workplace solutions preferred.
• Proven ability to manage customer relationships, build account plans, expand wallet share, and maintain consistent prospecting activity for target-profile new logos.
• Solid understanding of Microsoft 365, Teams, Copilot, AI productivity, data governance, information protection, endpoint management, identity, and secure collaboration.
• Ability to identify Copilot and AI use cases tied to productivity, automation, knowledge management, and secure data readiness.
• Experience selling to compliance-heavy industries such as healthcare, financial services, government, education, energy, and legal.
• Executive presence with the ability to earn C-suite credibility and translate complex technology, AI, governance, and compliance concepts into business value.
• Strong discovery and presentation skills with executives across IT, security, compliance, finance, operations, and business leadership.
• Track record of growing existing customer revenue and closing expansion opportunities across complex, multi-stakeholder accounts.
• Knowledge of data governance, information protection, retention, eDiscovery, audit readiness, and frameworks such as HIPAA, PCI, SOC 2, CJIS, NIST, FINRA, and CMMC is a plus.
• Willingness and ability to travel statewide and manage a broad territory.
• Valid driver's license, clean driving record, and willingness to travel extensively.

Preferred Skills:

• Experience managing and growing mid-market or enterprise accounts across modern workplace, Copilot, AI adoption, data governance, compliance readiness, endpoint, or cloud solutions.
• Demonstrated discipline in maintaining prospecting cadence and adding new logos that meet GDS's ideal customer profile.
• Familiarity with Microsoft 365, Teams, SharePoint, OneDrive, Entra ID, Intune, Defender, Copilot, Copilot Studio, Purview, MFA, retention, and information protection.
• Ability to position Copilot readiness, AI roadmaps, governance frameworks, information protection, compliance controls, and user enablement.
• Experience aligning workplace modernization with regulatory, audit, security, and data protection requirements.
• Ability to create executive-ready proposals, business cases, and presentations tied to measurable outcomes.
• Expertise in SaaS, managed workplace, AI productivity, endpoint security, identity, or cybersecurity-as-a-service models.
• Experience positioning modern workplace with supporting infrastructure, networking, voice, and security solutions from Microsoft, Cisco, HPE, Juniper, and Palo Alto.
• Background in enterprise RFP processes or public sector contracts.