The Account Manager owns a book of accounts in a specialty focus and sells and manages the work from first contact through invoicing or turnover. This person stays the relationship owner, originates new opportunities within the specialty, and works independently within approved terms.
Specialty focus is assigned by business unit or division: Service, Capital Construction and Modular, or Intake and Coordination.
An Account Manager is ready for Senior Account Manager when they carry multiple large pursuits or strategic accounts, consistently originate new accounts, and mentor other team members.
Essential FunctionsReasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Business Development & Sales Execution- Execute a territory or strategic account plan against an assigned target. Generate leads on sites served and with new customers, and qualify service, project and modular work against what we can deliver.
- Carry the work from first contact through scope, bid strategy, proposal, negotiation, award, execution and invoicing or turnover.
- Create the Deal in HubSpot, add collaborators, log activity within 24 hours, and keep amount, stage, close date, next step with a date, and primary contact current.
- Check HubSpot before outreach, notify the owning Account Manager and manager, and document splits in HubSpot before a proposal goes out. Clear bid and margin approvals before submitting. Service requests follow the service routing rule.
- Track site activity, operator changes, announced capex, builds and competitor positioning, and feed field and market insight to leadership.
- Bring differentiated approaches, such as modular, self-perform, phasing or packaged service programs, and keep demo tools and capability collateral current.
- Represent Compu Dynamics at industry events, associations, conferences and trade shows. Maintain relationships with OEMs, vendors, GCs and EPCs that support delivery and open doors into target accounts.
Client Relationship Management- Own the relationship from site-level contacts through decision-makers, including facility managers, chief engineers, IT leaders, procurement and C-level where the account calls for it.
- Advise on condition, risk and what actually needs doing, and shape solutions around the customer's build program and long-term objectives.
- Act as the customer's contact from first call through closeout, respond quickly, and keep a logged touch on every active pursuit. Intake and Coordination focus: own every request that enters the service department without an account owner.
- Route work outside the specialty to the correct team per the routing rule, passing construction leads to the project side and service opportunities to the service team.
- Track requests, quotes, work orders, RFIs and proposal items to completion, invoicing, or award or loss. Maintain deal folders, work orders, contract documents and turnover packages.
- Sell additional services, phases, sites and scopes into existing accounts. Convert delivered projects, active contracts and recurring requests into follow-on scopes, service agreements and Smart Hands work.
- Own customer escalations, service complaints and warranty issues to resolution, and coordinate the fix with field, operations and the project team.
Proposals, Pricing & Negotiation- Service focus: visit sites, assess condition, write the scope, and estimate the work covering labor, materials, equipment, subcontractors and other costs.
- Construction and Modular focus: translate customer requirements into a project brief and scope for the bid strategy meeting, supply RFIs to estimating, and review the estimate for scope fit and competitiveness. Account Managers do not estimate capital work.
- Partner with technicians, estimating, engineering, project management and operations so scopes are realistic, safe and deliverable.
- Write and submit proposals and agreements and place final documents in the 'Sent to Client' SharePoint folder. Deliver client presentations, capability briefings and solution walkthroughs.
- Negotiate and manage contracts, agreements, renewals, pricing and terms within approved terms. Close and hand the deal to delivery.
- Mark Deals Won at booking or contract signing, record closed reasons on losses, and run a debrief huddle on losses over $1M.
- Report pipeline, bookings, backlog and forecast on the required cadence. Review completed work orders and support billing milestones to drive timely, correct invoicing.
- Maintain current knowledge of critical power, cooling and data center design, plus the specialty: NFPA 70B/70E and IR thermography for Service; white space integration, self-perform capability and modular products for Construction and Modular.
- Follow safety practices on every site visit and complete required OSHA, NFPA and company training.
Team Leadership & Development- Share technical and account knowledge with technicians and newer team members, and mentor Associates informally.
- Work as one team across divisions.
Competencies- Professionalism: Arrives prepared and on time, and stays credible in front of executives, technical buyers and operations teams alike.
- Exceeding Expectations: Responds faster, scopes more accurately and delivers proposals ahead of the date promised.
- Mutual Respect: Respects the field team's time and expertise and never commits them without asking. Brings estimating and operations complete information, not pressure.
- Integrity: Scopes and bills what was actually done, commits only to what the company can deliver, and keeps HubSpot honest even when it looks worse.
- Safety: Follows site safety requirements and reinforces them on every visit. Reports hazards and supports safety incident notification to the customer.
Supervisory ResponsibilityThis position has no supervisory responsibilities. The Account Manager is expected to share knowledge with technicians and newer team members and informally mentor Associate Account Managers.
Work EnvironmentThis role operates in a professional office environment and on customer data center and active construction sites. Site visits may involve exposure to noise, electrical and mechanical equipment, and varying weather conditions. Required PPE must be worn on all sites.
Compu Dynamics offers a comprehensive benefits package that supports the health, well-being, and growth of our team members. Full-time employees are eligible for:
- Medical, Dental, and Vision Insurance - effective the first of the month following hire, with plans currently offered through Cigna.
- 401(k) Retirement Plan - automatic enrollment at 3% on your date of hire; company match up to 4% (with a 7% contribution needed to receive the full match), plus profit-sharing opportunities.
- Employer-Paid Life Insurance - coverage equal to 1x your salary.
- Short-Term Disability (STD) - fully paid by Compu Dynamics.
- Voluntary Benefits - including Long-Term Disability, supplemental life insurance (employee, spouse, children), Accident, Critical Illness, and Hospital Indemnity coverage.
- Paid Time Off (PTO) - accrue up to 160 hours (4 weeks) annually, beginning after 60 days of employment.
- Paid Holidays - 7 company-observed holidays plus a floating holiday.
- Birthday Time Off - 8 hours of paid time off during your birthday month.
- Paid Parental Leave - 8 weeks maternity leave and 2 weeks paternity leave, concurrent with FMLA.
- Volunteer Time Off (VTO) - 40 hours annually for community service.
- Boot Reimbursement - up to $150 annually, available from your first day.
- Tool Reimbursement - $250 annually, available after 60 days.
- Tuition Reimbursement - up to $5,000 annually for approved educational programs.
