The Unvarnished Truth: What It Really Takes to SucceedWe 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're the driver and the expectation is you are helping build your own book of business.
Where You Fit InAs 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 RequirementsQualifications & 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.
How to ApplyIf you have what it takes to break the traditional sales mold and build a long-term, high-earning career with an industry leader, submit the following:
- Cover Letter (explaining how your background matches our consultative, fiduciary sales model)
- Resume
- Please Answer the following question: What is a strong piece of professional feedback you received recently that completely surprised you, and what specific habit did you change because of it?
