Account Manager

Exchange Technology Services Inc.; Winnipeg; On-site; CAD 60,000 - 90,000; Full time

Job summary

Exchange Technology Services Inc. is seeking an Account Manager to drive new business and grow existing client relationships within managed IT services, cybersecurity, and professional services.

The role requires a consultative sales approach, the ability to uncover client needs, and collaboration with technical teams to deliver measurable business outcomes.

Qualifications

• 1–3+ years in account management, business development or tech sales.
• Experience in MSP, VAR, or IT services preferred.
• Proven ability to hit sales targets and grow revenue.
• Ability to translate technology solutions for business impact.

Responsibilities

• Identify, qualify, and pursue new business opportunities within target markets.
• Manage the sales cycle from discovery through proposal and contract.
• Develop territory and account growth strategies.
• Lead quarterly business reviews and renewals with clients.

Skills

Account management

Business development

Technology sales

MSP experience

Education

Post-secondary education

Job description

JOB OVERVIEW

Reporting to the Director of Business Development, the Account Manager is responsible for driving new business acquisition while developing and growing existing client relationships. This role serves as a trusted advisor to clients, helping organizations align technology investments with business objectives through managed IT services, cybersecurity, and professional services.

The ideal candidate combines strong business development skills with a consultative sales approach and a passion for technology. They are skilled at uncovering client needs, identifying opportunities, and collaborating with technical teams to deliver exceptional customer outcomes.

KEY RESPONSIBILITIES

Business Development

• Identify, qualify, and pursue new business opportunities within target markets and industries.
• Prospect through networking, referrals, cold outreach, events, social selling, and strategic partnerships.
• Develop and execute territory and account growth strategies.
• Build relationships with decision-makers, executives, and key stakeholders.
• Manage the sales cycle from initial discovery through proposal presentation and contract execution.
• Maintain an active sales pipeline and consistently achieve sales targets.

Account Management

• Serve as the primary relationship manager for assigned accounts.
• Conduct regular client meetings, business reviews, and strategic planning sessions.
• Develop a deep understanding of client business objectives, challenges, and technology needs.
• Act as a trusted advisor by recommending solutions that improve productivity, security, and operational efficiency.
• Identify opportunities for upselling, cross-selling, and expanding services.
• Ensure client satisfaction and retention through proactive engagement.

Client Success & Strategic Planning

• Facilitate Quarterly Business Reviews (QBRs) and account planning meetings.
• Review service performance, emerging technologies, and future initiatives with clients.
• Collaborate with service delivery teams to address concerns and improve client outcomes.
• Monitor client health, risks, and growth opportunities.
• Assist with renewals and contract negotiations.

Collaboration

• Work closely with technical sales engineers, project managers, service delivery teams, and leadership.
• Coordinate client onboarding and implementation efforts.
• Assist with RFPs, proposals, statements of work, and presentations.
• Ensure a seamless transition from sales to service delivery.

CRM & Reporting

• Maintain accurate account information, pipeline activity, and forecasting within CRM systems.
• Track key performance indicators, revenue growth, and sales activities.
• Prepare reports and updates for leadership.
• Participate in strategic planning and sales reviews.
• Additional responsibilities as assigned.

QUALIFICATIONS

EDUCATION & EXPERIENCE

• Post-secondary education in Business, Sales, Marketing, Information Technology, or a related field preferred.
• 1 - 3+ years of experience in account management, business development, technology sales, or managed services.
• Proven track record of achieving sales targets and growing revenue.
• Experience working within an MSP, VAR, technology integrator, software provider, or related IT services environment is preferred.

KNOWLEDGE, SKILLS & ABILITIES

• Some knowledge of managed IT services, Microsoft 365, cybersecurity solutions, cloud services, networking, infrastructure, business continuity, disaster recovery, and professional services.
• Deep technical expertise is not required; the ability to communicate technology solutions to business audiences is essential.

WORKING CONDITIONS

• Must be able to obtain and maintain a clear criminal record check
• Physically able to perform all listed job duties
• Work performed primarily in an office environment
• Manual dexterity required to use desktop computer and telephone
• This role involves working in a variety of environments and includes regular interaction with staff and members of the public
• This position is eligible for the Mileage Reimbursement Program, as it requires travel to client sites
• Various shifts at a fast pace to meet service level requirements of our clients