Account Executive - Atlanta

Cambridge Computer Services, Inc; Atlanta (GA); On-site; USD 85,000 - 130,000; Full time

Benefits offered by this job

Healthcare coverage

401(k) matching

Tiered PTO

Contract vehicle access

Job summary

Cambridge Computer is seeking a Senior Relationship Manager to serve as the commercial conductor for enterprise accounts across academia, research, and Fortune 500s. You will prospect, hunt, and cultivate client relationships while partnering with pre-sales and legal teams to propose tailored, multi-vendor solutions.

You will lead executive engagements, manage multi-month deal cycles, and navigate complex vendor programs.

Qualifications

• 5+ Years of quota-carrying enterprise sales experience.
• Track record of developing accounts to $500k–$1M+ gross margin.
• Strong technical understanding of data-center IT concepts (storage, networking, AI/ML) and HPC.
• Bachelor's degree or equivalent experience.
• Authorized to work in the United States full-time.

Responsibilities

• Full lifecycle account development: prospect, hunt, and grow net-new and existing enterprise accounts.
• Fiduciary solution selling: consultative discovery with pre-sales to propose multi-vendor solutions.
• Partner & channel diplomacy: navigate vendor dynamics and advocate for the client.
• Operational excellence: maintain CRM records, manage complex quotes, and coordinate RFP/RFI responses.
• Executive engagement: present to CIOs/CTOs and procurement leaders, translating tech into business value.

Skills

Quota carrying

Enterprise sales

Executive presentations

CRM proficiency

Education

Bachelor's degree in STEM

Tools

CRM software

ERP systems

Job description

The High Level: Why Cambridge Computer?

What if you had access to the industry’s top technical experts in data storage, cyber resilience, networking, High-Performance Computing (HPC), and Artificial Intelligence—offering decades of architectural expertise to your clients? And what if that level of pre-sales backing enabled you to design and deliver high-caliber infrastructure solutions across physical, virtual, and cloud environments?

Welcome to Cambridge Computer. Recognized as NVIDIA’s Partner of the Year for Six Consecutive Years and Dell’s AI Partner of the Year for 2026, we operate with a unique business model that combines technology consulting with an independent technology brokerage. We introduce cutting-edge technologies to market while maintaining long-standing relationships with flagship enterprise vendors alongside promising emerging manufacturers.

As a true fiduciary and "Buyer's Agent" for our clients, you are never locked into pushing a single proprietary stack. You have the freedom to compare methodologies, design customized multi-vendor architectures, and serve as the single, trusted partner your clients never outgrow.

The Unvarnished Truth: What It Really Takes to Succeed

We believe in radical transparency about what this role requires:

• Complex, Multi-Vendor Orchestration: You won't be pushing simple off-the-shelf boxes. You will lead complex, multi-component infrastructure engagements that combine storage, compute, networking, and software.

• 6-to-12-Month Sales Cycles: Deal sizes frequently exceed $100,000 to several million dollars. Success requires deep resilience, steady pipeline management, and long-term relationship building.

• Egoless "Conductor" Mindset: You don't need to know every technical detail, but you must know when to step back and deploy our pre-sales engineering team, resident PhDs, and other executive resources to earn technical trust while you embrace having ownership over the project and the client relationship.

• Meticulous Operational Hygiene: Behind every deployment is a complex web of quotes, legal checks, CRM documentation, and logistics protocols. Clean administration is a non-negotiable requirement for protecting both client trust and margin.

• No Quota Treadmill: We don't punish top performers with ever-increasing, arbitrary quotas. We offer an uncapped, percentage-based commission model allowing you to build a highly lucrative, long-term book of business.

• Do Everything Mindset: You are running your business at Cambridge. Act as if you are the business owner. While resources are here to help you scale, ultimately, the responsibility for your success falls upon you.

• Yes, You Have to Prospect: Any sales position that says no prospecting is involved is just lying to you. We help you target the right clients with the right products and messaging. We give you software tools to help you manage engagement. But, you’s the driver and the expectation is you are helping build your own book of business.

Where You Fit In

As a Senior Relationship Manager, you will act as the commercial conductor for enterprise accounts across academia, research institutions, and Fortune 500 enterprises.

Key Responsibilities:

• Full-Lifecycle Account Development: Prospect, hunt, and cultivate net-new client relationships while expanding existing enterprise accounts ("hunting and farming").

• Fiduciary Solution Selling: Conduct consultative discovery to understand deep client requirements, partnering with pre-sales engineering teams to propose tailored, multi-vendor solutions.

• Partner & Channel Diplomacy: Navigate complex vendor dynamics, leveraging manufacturer partner programs while firmly representing the best interest of the client.

• Operational Excellence: Maintain immaculate records in CRM, manage complex multi-line quoting workflows, coordinate RFP/RFI responses, and collaborate closely with legal, finance, support, and logistics teams.

• Executive Engagement: Deliver compelling presentations to CIOs, CTOs, research directors, and procurement leaders, translating complex technical architectures into strategic business value.

Candidate Requirements

Qualifications & Experience:

• 5+ Years of Quota-Carrying Experience: Proven track record in outside enterprise sales selling data-center-centric hardware, software, and professional services IT solutions.

• Demonstrated Track Record: History of developing accounts from scratch and consistently attaining $500k to $1M+ in annual gross margin.

• Technical Acumen & Curiosity: Solid foundational understanding of enterprise IT concepts (data storage, backup/DR, networking, security, HPC, AI/ML) and an eager aptitude for learning new technologies.

• Education: Bachelor's degree (STEM preferred) or equivalent experience

• Work Authorization: Must be currently authorized (or will soon be authorized) to work in the United States on a full-time basis.

Core Competencies:

• Critical Thinking & Communication: Exceptional written, verbal, and executive presentation skills with the ability to articulate complex financial and technical trade-offs.

• Resilience & Adaptability: Ability to thrive in a remote, field-based environment while navigating supply chain fluctuations and multi-month deal cycles.

• Team-First Collaboration: Views sales as a team effort; respects internal colleagues across technical, operational, and legal functions.

Compensation & Benefits

• Competitive Compensation: Target base salary range of $85,000 – $130,000 (commensurate with experience) paired with an uncapped, commission structure. Comprehensive Healthcare: Medical, Dental, and Vision coverage with Medical/Dependent Care FSA options.

• Financial Growth: 401(k) retirement savings plan with employer matching.

• Time Off: Tiered Paid Time Off (PTO) system that increases with tenure, long-term disability.

• Contract Vehicle Access: Immediate access to Cambridge Computer’s vast network of federal, state, local, and higher-education procurement contracts.

Equal Opportunity Employer

Cambridge Computer provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, military service, or veteran status in accordance with applicable federal, state and local laws.