As an Enterprise Account Executive (Internally Customer Success Manager) at StarTech.com, you'll own the Identification, growth and expansion of strategic relationships within Global 5000 organizations. You'll uncover whitespace, increase adoption across StarTech.com product categories, develop account-growth strategies, and turn customer insight into measurable commercial opportunities and revenue.
This is not a traditional Customer Success role. Identifying and building relationships matter because of what they enable: access, insight, influence, product adoption, opportunity creation, and growth.
You'll work directly with IT and AV technology professionals, influencers, and decision-makers inside large, complex organizations. Understanding how these organizations operate, where technology decisions are made, and how needs develop across teams, locations, and business units will be central to your success.
What You'll Own- Grow strategic enterprise accounts. Expand revenue and product adoption across Global 5000 relationships by uncovering whitespace and new opportunities.
- Build the account strategy. Turn customer insight, account data, and commercial potential into focused growth plans that prioritize where to play and how to win.
- Identify the key stakeholders.Identify and expand your contact network within Global 5000 partners through research, referral and social connections to create awareness, expand opportunity and establish StarTech.com as the preferred IT/AV solution partner.
- Turn insight into opportunity. Connect customer challenges to StarTech.com solutions, creating compelling opportunities to broaden adoption and grow the business.
- Mobilize the right teams. Bring together expertise across StarTech.com to advance high-value opportunities and convert account strategy into revenue.
You'll Thrive Here If- Commercial thinking comes naturally. You see relationships and customer insight through a growth lens, consistently looking for ways to expand adoption, create value, and turn opportunity into revenue.
- Strategic account growth is familiar territory. You can assess an enterprise relationship, identify whitespace, determine where the potential lies, and build a plan to capture it.
- Complex organizations are something you know how to navigate. Large enterprises rarely have one buyer, one need, or one path to a decision. You can map stakeholders, build relationships across functions and levels, and find the right paths to influence.
- Credibility with technical audiences matters to you. You're comfortable engaging IT and AV professionals, asking strong questions, understanding their priorities, and connecting technical needs to broader commercial opportunities.
- Creating the strategy is part of the appeal. You don't need to inherit a finished playbook. You can form a point of view, develop hypotheses, determine where to focus, and adjust your approach as new information emerges.
- Data sharpens your instincts. CRM, account data, engagement signals, and customer insight help you prioritize where to invest time, test assumptions, and identify opportunities others may overlook.
- Influence matters more than authority. You know how to mobilize people across an organization around a compelling customer opportunity, bringing in the right expertise while continuing to drive the commercial outcome forward.
Skills & Knowledge- Entrepreneurial and Customer-centric Mindset
Entrepreneurial disposition and a commitment to understanding customer needs, empathizing with their challenges, developing solutions and delivering exceptional customer experiences by embracing and applying the company's business model.
- Strategic Thinking
Ability to analyze market trends, customer needs, and competitive landscapes to develop long-term business strategies that drive revenue growth.
- Industry Knowledge
Familiarity with the technology industry and value chain, including an understanding of industry trends, dynamics, and the competitive landscape.
- Leadership and Team Management with a One Team Mindset
Experience in leading and motivating cross-functional teams, setting performance goals, providing feedback, and fostering collaboration. An approach that applies big-picture thinking to take decisions for the greater good of the company, fostering a One Team spirit.
- Communication and Interpersonal Skills
Exceptional verbal and written communication skills, including active listening, persuasive presentation abilities, to foster relationship-building with clients and internal stakeholders.
- Customer Success Management
Expertise in designing and implementing customer success strategies to drive customer loyalty, satisfaction, and growth. A commitment to continuous improvement by staying up to date on industry trends, customer success best practices, and emerging technologies that can enhance business development efforts.
- Technical Aptitude
Above average technical knowledge to comprehend the company's product offerings, provide technical guidance to customers, and collaborate effectively with product development teams.
- Project Management
Ability to manage multiple projects simultaneously, set priorities, allocate resources, and ensure timely delivery of customer success initiatives and business development activities.
- Metrics and Reporting
Proficiency in defining and tracking key performance indicators (KPIs) to measure the success of customer success and business development efforts. Ability to leverage comprehensive reports and dashboards to communicate results and insights.
- Curiosity, Adaptability, and Resilience
Insatiable curiosity, willingness to embrace change, work in a fast-paced environment, and quickly adapt to customer and market dynamics. Ambition and a bias toward action, ensuring a proactive approach to both internal and external interactions. A can-do attitude that focuses on opportunities and problem-solving.
- Business Acumen
Understanding of financial concepts, profit margins, revenue forecasting, and budget management. Ability to align initiatives with overall business goals.
- Customer Relationship Management (CRM)
Proficiency in utilizing CRM tools to manage customer interactions, track sales activities, and identify growth opportunities.
What You BringEducation & Experience - At least 10 years of experience in business development and commercial team leadership in the information technology industry, focused on connectivity hardware (preferred) or an adjacent technology focused industry.
- Track record of exceptional listening, analytical and problem-solving capabilities requiring interaction with multiple departments internally and external execution across a multi-tier value chain.
- Demonstrated tenacity, customer-orientation, and the ability to initiate relationships with IT decision-makers at large and/or high-potential organizations.
- Demonstrated understanding of customer needs, and experience translating customer needs into business results/growth.
- Experience crafting, developing, and executing cross-functional business plans that enable the collaboration of various departments and stakeholders to achieve company objectives.
Physical & Sensory Demands- Remote work environments.
- Continuous use of a multi-monitor workstation with frequent video calling.
- Ability to travel as required for customer meetings, industry events, and internal in-person meetings at the company office(s).
We respect your time and value transparency. Here's a general idea of what to expect:
- Introduction call with Talent Acquisition (30-minutes)
- First Interview with Director, Strategic Accounts (60-minutes)
- Second Interview - Director Panel (45-minutes)
- Assessment Survey (45-minutes)
- Final interview with Chief Revenue Officer (45-minutes)
- Offer & onboarding
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