The Role
Own and grow a portfolio of strategic IT and MSP accounts through retention, cross-selling, upselling, recurring-revenue expansion, renewals, executive engagement, and account planning. Build stakeholder and whitespace maps, lead executive QBRs, forecast pipeline, identify churn risks, and coordinate Service Delivery, Operations, Product, Finance, and Support teams. Translate technical outcomes into business value for executive clients.
Summary Generated by Built In
Job Title: Strategic Account Manager (MSP & IT)
Company: Virtual Technologies Group (VTG)
Location: Remote: Maryland/Ohio Areas
Department: Sales
Travel: 30% Major Hubs
Position Type: Full-Time,
Employee Type: Exempt
Compensation Range: $90K-$120K + $200K OTE
Company Overview:
Virtual Technologies Group is a leading innovator in the technology sector, specializing in the development and implementation of advanced virtual solutions. Our mission is to empower businesses with cutting-edge technology that enhances efficiency, productivity, and connectivity. With a team of highly skilled professionals, we deliver customized solutions tailored to meet the unique needs of our clients across various industries. Our commitment to excellence, innovation, and customer satisfaction drives us to continuously push the boundaries of what is possible. At Virtual Technologies Group, we are dedicated to shaping the future of technology and making a positive impact on the world.
Position Overview
This is a single-purpose, sales-led role: retain and expand VTG’s most strategic accounts. You will own a small portfolio of our largest clients and hunt growth inside it — expanding wallet share, converting spend into recurring services, and opening whitespace with service lines the account hasn’t bought yet. It is a hunter’s mindset pointed at the installed base: no cold territory, no net-new logo quota, and no market-opening responsibility.
You are the lead executive for each account, equally comfortable in the C-suite and coordinating with front-line delivery teams. A dedicated Design Desk handles BAU quotes and day-to-day execution, so your time stays on executive relationships, account growth strategy, and orchestrating the organization behind each client.
Position Expectations:
Position Duties and Responsibilities
Minimum Qualifications
Preferred Qualifications
Why Join Us?
At Virtual Technologies Group we provide more than just IT solutions—we offer a dynamic environment where you can learn, grow, and expand your skillset. As a leading managed services, cybersecurity, and IT consulting firm, we support a diverse range of customers, giving you the opportunity to tackle unique challenges and stay ahead in a rapidly evolving industry.
Join a team that values innovation, collaboration, and professional development. Whether you're looking to sharpen your technical expertise, work with cutting-edge technology, or make a real impact, we’re committed to helping you build a rewarding career.
Benefits Overview:
VTG offers a comprehensive benefits package to meet the needs of our employees and their families. Benefits include medical insurance plans, dental insurance, vision insurance, health savings accounts (HSA), flexible spending accounts (FSA), life insurance, short and long-term disability insurance, paid time off and holidays, and a 401(k) with employer match.
EEO Statement:
VTG is 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.
We believe that diversity strengthens our team and drives innovation. All employment decisions are based on qualifications, merit, and business needs. If you require reasonable accommodation during the application or interview process, please contact [email protected].
Company: Virtual Technologies Group (VTG)
Location: Remote: Maryland/Ohio Areas
Department: Sales
Travel: 30% Major Hubs
Position Type: Full-Time,
Employee Type: Exempt
Compensation Range: $90K-$120K + $200K OTE
Company Overview:
Virtual Technologies Group is a leading innovator in the technology sector, specializing in the development and implementation of advanced virtual solutions. Our mission is to empower businesses with cutting-edge technology that enhances efficiency, productivity, and connectivity. With a team of highly skilled professionals, we deliver customized solutions tailored to meet the unique needs of our clients across various industries. Our commitment to excellence, innovation, and customer satisfaction drives us to continuously push the boundaries of what is possible. At Virtual Technologies Group, we are dedicated to shaping the future of technology and making a positive impact on the world.
Position Overview
This is a single-purpose, sales-led role: retain and expand VTG’s most strategic accounts. You will own a small portfolio of our largest clients and hunt growth inside it — expanding wallet share, converting spend into recurring services, and opening whitespace with service lines the account hasn’t bought yet. It is a hunter’s mindset pointed at the installed base: no cold territory, no net-new logo quota, and no market-opening responsibility.
You are the lead executive for each account, equally comfortable in the C-suite and coordinating with front-line delivery teams. A dedicated Design Desk handles BAU quotes and day-to-day execution, so your time stays on executive relationships, account growth strategy, and orchestrating the organization behind each client.
Position Expectations:
- Days 0–30 — complete the relationship transfer map for every account, hold first executive introductions, and establish your CRM baseline.
- Days 31–60 — draft account plans and whitespace reviews for the full portfolio, initiate mutual success plans, and create your first expansion opportunities.
- Days 61–90 — lead your first executive QBRs solo, build expansion pipeline to coverage, and map the renewal calendar 12 months out.
Position Duties and Responsibilities
- Retention and expansion outcomes for a named portfolio of VTG’s top strategic accounts.
- Account growth strategy — stakeholder mapping, whitespace and wallet-share analysis, and quarterly execution priorities for every account.
- Wallet-share expansion by positioning VTG’s full portfolio against each account’s evolving needs and introducing service lines not yet active.
- Recurring revenue growth — shifting accounts toward higher-margin, higher-retention managed services engagements.
- The renewal motion end-to-end, identifying risk early and protecting against unplanned churn.
- Executive engagement — deep, multi-threaded C-suite relationships, executive QBRs, and value realization tied to outcomes and dollars.
- Cross-functional orchestration across Service Delivery, Operations, Product, Finance, and Support so delivery excellence protects and grows each relationship.
- CRM and forecast discipline — accurate account plans, forecasting, and pipeline for renewals and expansion.
Minimum Qualifications
- 5+ years in strategic account management, key account, or customer growth roles (IT services, MSP, telecom, SaaS, or adjacent).
- A demonstrated track record of expanding wallet share and cross-selling/upselling within existing accounts — not just renewing them.
- Proven ability to build and execute account strategy tied directly to growth targets: whitespace mapping, stakeholder mapping, execution cadence.
- Strong executive presence — skilled at building C-suite relationships and running executive QBRs.
- Experience orchestrating cross-functional resources (delivery, operations, finance, product) so service delivery supports account growth.
- Fluency in CRM discipline, account planning, and forecasting.
- The ability to translate technical and delivery outcomes into business value for non-technical executive audiences.
Preferred Qualifications
- Experience growing recurring-revenue relationships and using service-delivery KPIs (SLA, CSAT, ticket health) as a growth lever.
- Familiarity with managed services, network, security, structured cabling, endpoint lifecycle, and field services offerings.
- Experience in verticals VTG serves, such as K–12 education (including E-Rate familiarity) — a plus, not a requirement.
Why Join Us?
At Virtual Technologies Group we provide more than just IT solutions—we offer a dynamic environment where you can learn, grow, and expand your skillset. As a leading managed services, cybersecurity, and IT consulting firm, we support a diverse range of customers, giving you the opportunity to tackle unique challenges and stay ahead in a rapidly evolving industry.
Join a team that values innovation, collaboration, and professional development. Whether you're looking to sharpen your technical expertise, work with cutting-edge technology, or make a real impact, we’re committed to helping you build a rewarding career.
Benefits Overview:
VTG offers a comprehensive benefits package to meet the needs of our employees and their families. Benefits include medical insurance plans, dental insurance, vision insurance, health savings accounts (HSA), flexible spending accounts (FSA), life insurance, short and long-term disability insurance, paid time off and holidays, and a 401(k) with employer match.
EEO Statement:
VTG is 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.
We believe that diversity strengthens our team and drives innovation. All employment decisions are based on qualifications, merit, and business needs. If you require reasonable accommodation during the application or interview process, please contact [email protected].
Skills Required
- 5+ years of experience in strategic account management, key account management, or customer growth roles in IT services, MSP, telecom, SaaS, or an adjacent field.
- Demonstrated success expanding wallet share and cross-selling or upselling within existing accounts.
- Ability to build and execute account strategies tied to growth targets, including whitespace mapping, stakeholder mapping, and execution cadence.
- Strong executive presence and ability to build C-suite relationships and lead executive QBRs.
- Experience orchestrating cross-functional delivery, operations, finance, and product resources to support account growth.
- Fluency in CRM discipline, account planning, and forecasting.
- Ability to translate technical and delivery outcomes into business value for nontechnical executive audiences.
- Experience growing recurring-revenue relationships and using service-delivery KPIs such as SLA, CSAT, and ticket health as growth levers.
- Familiarity with managed services, network, security, structured cabling, endpoint lifecycle, and field services offerings.
- Experience serving K-12 education customers, including familiarity with E-Rate.
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The Company
What We Do
Virtual Technologies Group is a single source, IT product and services provider for SMBs and IT departments, delivering reliable, cost-efficient service, maintenance and support solutions. We leverage our local, Mid-Western and national service footprints along with industry leading methodologies and up-to-date certifications to support local and cloud-based data centers, network infrastructures, desktop/laptop environments, VoIP phone systems and more. During our 50+ year history we’ve ensured our clients optimal business performance by developing partnership-driven, long-term relationships to best understand their workplace needs and processes.
