Strategic Enterprise IT & HPC Relationship Architect

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

Job summary

Cambridge Computer is seeking a Senior Relationship Manager to serve as the commercial conductor for enterprise accounts across academia, research institutions, and Fortune 500 enterprises.

You will lead full-lifecycle account development, conduct fiduciary solution selling with pre-sales support, and navigate vendor partnerships to deliver multi-vendor architectures and strong client value.

Qualifications

• 5+ years of quota-carrying outside enterprise sales experience.
• Proven track record of $500k–$1M+ annual gross margin.
• Solid understanding of enterprise IT concepts (storage, backup/DR, networking, HPC, AI/ML).
• Must be authorized to work in the United States.

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.

Skills

Quota carrying experience

Account development

Technical acumen

Work authorization

Education

Bachelor's degree (STEM preferred) or equivalent experience

Job description

Cambridge Computer is seeking a Senior Relationship Manager to serve as the commercial conductor for enterprise accounts across academia, research institutions, and Fortune 500 enterprises.

You will lead full-lifecycle account development, conduct fiduciary solution selling with pre-sales support, and navigate vendor partnerships to deliver multi-vendor architectures and strong client value.