Strategic Account Manager

Machado Consulting; Worcester (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Machado Consulting seeks a Strategic Account Manager to guide a portfolio of MSP clients with a focus on aligning technology investments to business outcomes. You will partner with executives to shape roadmaps, budgets, and strategic initiatives that mitigate risk and improve performance.

You will coordinate with Technical Alignment Engineers, Service Delivery, and project teams to deliver measurable value through proactive engagement and governance reviews.

Qualifications

• Experience in a strategic client-facing role within MSP/IT services or SaaS.
• Ability to connect technology recommendations to business objectives and outcomes.
• Experience developing technology roadmaps, budgets, and investment recommendations.
• Strong relationship-building and executive communication skills.
• Excellent written, verbal, presentation, and documentation skills.
• Ability to manage multiple client relationships and competing priorities.

Responsibilities

• Own and develop long-term relationships with an assigned portfolio of strategic MSP clients.
• Serve as the primary strategic contact for client leadership (CEOs, CFOs, CIOs, CTOs).
• Develop an understanding of each client's business model, objectives, challenges, budget, and tech needs.
• Build trusted relationships through proactive communication and engagement.
• Support onboarding and establish ongoing strategic engagement.
• Monitor client satisfaction and retention risks; address concerns proactively.
• Act as escalation point and coordinate internal resources to resolve issues.
• Ensure clients understand the value of MSP services and how initiatives support business objectives.
• Develop and present strategic technology roadmaps and budgets aligned with client goals.

Skills

Strategic account mgmt

Executive communication

Technology strategy

Relationship building

Cross-functional leadership

Project coordination

Business acumen

Problem solving

Job description

Strategic Account Manager

We are a growing Managed IT Service Provider (MSP) seeking a strategic, client-focused Strategic Account Manager to help our clients align technology investments with their business objectives, reduce operational and cybersecurity risks, and achieve measurable business outcomes.

This role serves as a trusted technology advisor and strategic partner to a portfolio of clients, building strong executive relationships while developing and managing long-term technology strategies, roadmaps, and budgets. The Strategic Account Manager works closely with client leadership and internal technical, service delivery, cybersecurity, and project teams to ensure technology environments are secure, reliable, optimized, and aligned with each client's current and future business needs.

The role combines business acumen, IT expertise, strategic relationship management, and proactive client engagement. It requires the ability to understand a client's business, translate technical findings into actionable recommendations, prioritize technology investments, and communicate the business value of proposed initiatives.

Working in partnership with Technical Alignment Engineers, Service Delivery Managers, Project Managers, and other internal teams, this role helps ensure clients receive consistent value from the MSP's services. Through structured business reviews, technology alignment initiatives, risk management, and ongoing strategic planning, the Strategic Account Manager drives client satisfaction, retention, operational improvement, and opportunities for professional services and managed service expansion based on documented client needs.

Key Responsibilities

Strategic Client Relationship Management

• Own and develop long-term relationships with an assigned portfolio of strategic and high-value MSP clients.
• Serve as the primary strategic point of contact for client leadership, including CEOs, CFOs, CIOs, CTOs, and other key decision-makers.
• Develop a thorough understanding of each client's business model, organizational structure, strategic objectives, operating challenges, budget, and future technology needs.
• Build trusted relationships through proactive communication, consistent engagement, and a strong understanding of client priorities.
• Support client onboarding and establish a structured approach to ongoing strategic engagement.
• Monitor client satisfaction, relationship health, service value, and retention risks, taking proactive steps to address concerns.
• Act as an escalation point for strategic client issues and coordinate appropriate internal resources to resolve them.
• Ensure clients understand the value of the MSP's services and how technology initiatives support their business objectives.

Technology Strategy, Roadmaps & Budgeting

• Develop, maintain, and present strategic technology roadmaps and budgets aligned with each client's business goals, risk tolerance, and financial priorities.
• Lead regular Strategic Business Reviews (SBRs), Quarterly Business Reviews (QBRs), and technology strategy sessions with client stakeholders.
• Translate technology assessments, benchmarking results, and findings from Technical Alignment Engineers into clear, prioritized client recommendations.
• Help clients prioritize technology investments based on business impact, cybersecurity risk, lifecycle requirements, operational efficiency, and available budgets.

Client Success & Service Delivery Collaboration

• Work closely with Technical Alignment Engineers, Project Managers, and support teams to deliver against client expectations.
• Review service performance, ticket trends, recurring incidents, project status, service-level agreement (SLA) performance, and other relevant operational metrics.
• Identify patterns and root causes that may indicate technology misalignment, recurring service issues, training needs, or opportunities for improvement.
• Use MSP management and reporting tools to maintain visibility into client environments, technology alignment, service performance, and strategic initiatives.
• Ensure strategic recommendations are communicated effectively to internal teams and translated into actionable plans with clear priorities and ownership.

Business Alignment, Process Improvement & Internal Collaboration

• Follow established Business Alignment (BA) team processes, workflows, documentation standards, and reporting requirements.
• Maintain accurate client account plans, strategic roadmaps, budgets, meeting notes, risk registers, and action items within designated MSP systems.
• Contribute to consistent methodologies for technology alignment, business reviews, client onboarding, strategic planning, and account health management.
• Collaborate across departments to improve communication, accountability, service delivery, and execution of client initiatives.
• Identify opportunities to improve internal processes, client engagement practices, reporting, and the overall effectiveness of the Business Alignment function.
• Champion company core values and contribute to a collaborative, accountable, client-focused organizational culture.

Qualifications & Experience

Required Qualifications

• Experience in a strategic client-facing role within a Managed Service Provider (MSP), IT services organization, SaaS provider, or similar technology environment.
• Working knowledge of IT infrastructure, including networking, servers, cloud services, Microsoft 365, cybersecurity, backup and disaster recovery, and endpoint management.
• Demonstrated ability to connect technology recommendations to business objectives, operational outcomes, risk reduction, and financial considerations.
• Experience developing technology roadmaps, budgets, strategic plans, or technology investment recommendations.
• Strong relationship-building skills and the ability to communicate effectively with executive leadership, technical teams, and non-technical stakeholders.
• Excellent written, verbal, presentation, and documentation skills.
• Strong organizational, analytical, and project coordination skills, with the ability to manage multiple client relationships and competing priorities.
• Ability to collaborate across technical, operational, financial, and leadership teams to drive initiatives through completion.
• A proactive, consultative approach to client engagement, problem-solving, and continuous improvement.

Preferred Qualifications

• Previous experience as a vCIO, Client Strategy Manager, Strategic Account Manager, Technology Business Advisor, or similar role within an MSP.
• Experience conducting Strategic Business Reviews, Quarterly Business Reviews, executive presentations, and client steering committee meetings.
• Familiarity with MSP platforms, service desk reporting, ticketing systems, remote monitoring and management tools, and technology documentation platforms.
• Understanding of professional services scoping, project estimation, managed service agreements, and IT budgeting.
• Experience supporting client retention, account development, and identifying opportunities for additional services.

Role Expectations

• The Strategic Account Manager is expected to balance strategic thinking with practical execution. The role is not simply about managing client relationships or selling additional services; it is about understanding the client's business, helping leadership make informed technology decisions, and ensuring the MSP's services deliver meaningful and measurable value.
• The successful candidate will act as a bridge between client leadership and internal technical teams, ensuring that technology recommendations are practical, financially responsible, aligned with business priorities, and consistently advanced through planning, implementation, and ongoing review.
• Through proactive engagement, sound technology guidance, disciplined planning, and strong internal collaboration, this role will help clients reduce risk, improve operational efficiency, plan for the future, and achieve lasting value from their technology investments while supporting the MSP's long-term client retention and growth objectives.