Account Manager
Description
Job Title: Account Manager
Reports To: Sales Director, Jeff Swartz
Location: Remote
Date: 12/25
For 40+ years, Meridian IT has been helping medium and enterprise businesses solve their complex technical IT problems. Through a unique strategic perspective, deep expertise, and a personalized proactive approach, Meridian IT is the top IT solutions provider in the industry.
Offering best-in-class cloud, hybrid, and on-premises data storage solutions, backup and recovery solutions, security solutions, hyperconverged infrastructure, contact center solutions, flexible pricing models and award-winning managed services, Meridian IT works with each client to create a customized plan to help solve their IT obstacles.
Meridian IT is part of Meridian Group International. Meridian Group International is a privately held organization headquartered in Deerfield, IL. Operating since 1979, Meridian Group International is a leading IT service provider across 4 continents.
Position Summary
This sales position focuses on selling Meridian’s hybrid cloud and on-premises solutions for x86 workloads, helping customers align infrastructure decisions with cost, performance, and control requirements.
The role demands a strategic mindset, deep industry knowledge, and a proven record in services and cloud sales—especially XaaS models. A core expectation is driving net-new business, with 70% of selling efforts dedicated to new targets and 30% to existing customers. You must be comfortable opening new doors, developing new markets, and expanding Meridian’s footprint in competitive enterprise environments.
The Account Manager will help enterprise clients modernize their IT infrastructure, adopt hybrid and multi-cloud architectures, and unlock value through advanced service offerings. Experience selling XaaS solutions—including HPE GreenLake or comparable consumption-based cloud models—is required.
Account Managers are also responsible for building strong partner relationships, collaborating with internal pre-sales and delivery teams, and executing account-based strategies that drive long-term growth.
Duties and Responsibilities
- . Strategic selling mid-market and multi-billion-dollar companies, with a primary focus on new market penetration (70% new targets / 30% existing accounts).
- Lead Meridian’s hybrid cloud, XaaS, and services sales efforts with focus on x86 workloads.
- Identify customer challenges and tailor solutions using a full portfolio (Advisory, Security, Deployment, Cloud, DRaaS, BaaS, Staffing).
- Consistently prospect, qualify, and develop net-new opportunities through direct outreach, networking, marketing collaboration, and partner alignment.
- Build relationships with C-suite and director-level decision makers to become a trusted advisor on modernization and hybrid cloud strategies.
- Work with current Account Managers to expand the sale of XaaS and Hybrid Cloud solutions into current accounts.
- Scope, propose, and close new services engagements—including SOW creation, pricing structures, and multi-cloud transformation plans.
- Sell modern consumption-based offerings such as HPE GreenLake, Meridian Private Cloud, and other XaaS services.
- Coordinate closely with internal engineering, delivery, and partner teams to ensure smooth handoff and project execution.
- Drive account planning, territory strategy, and pipeline development to consistently exceed quota.
- Represent Meridian at industry events, customer briefings, and partner sessions to promote hybrid cloud and managed services offerings.
Qualifications and Requirements
- Demonstrated history of beating quota in competitive enterprise environments.
- Direct experience selling HPE GreenLake or similar consumption-based cloud/IT-as-a-Service solutions.
- Expertise in hybrid cloud, multi-cloud, and IT modernization.
- Experience driving new logo acquisition and territory expansion.
- Strong understanding of data center technologies, backup/DR architecture, networking, and cybersecurity.
- Skilled in service delivery models and modern cloud operating models.
- High emotional intelligence, strong negotiation capability, and a customer-first approach.
- Outstanding presentation, proposal writing, and contracting skills.
- Ability to work independently, collaborate cross-functionally, and thrive in a fast-moving environment.
- Willingness to travel for client meetings, events, and training.
Education and Experience
- Bachelor’s Degree required (MBA preferred).
- 5+ years of proven success selling cloud, managed services, and XaaS consumption models.
Meridian Group International, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.