OverviewViaPath is seeking a results-driven Senior Account Manager to manage and expand an existing portfolio of correctional agency clients while actively pursuing new business opportunities within an assigned territory. This role is responsible for achieving revenue targets through client retention, contract renewals, upselling, cross-selling, and new customer acquisition.
The Senior Account Manager will develop trusted relationships with agency leaders, understand their operational priorities, and position ViaPath's products and services to address their needs. The successful candidate will combine strategic account management, proactive business development, and strong internal collaboration to protect existing revenue, grow market share, and strengthen long-term client partnerships.
This position is remote based with a requirement to travel up to 75% of the time. Position can be based anywhere in New Jersey or Ohio.
ResponsibilitiesStrategic Account Management and Retention- Develop and execute strategic account plans that identify client priorities, relationship gaps, renewal timelines, competitive threats, and revenue growth opportunities.
- Build and maintain relationships across multiple levels of each agency, including executive leadership, operations, investigations, finance, procurement, and information technology.
- Take ownership of overall account health and satisfaction, maintaining regular client contact and leading business reviews to assess performance, address concerns, and demonstrate value.
- Proactively identify accounts at risk and coordinate action plans with clear owners, deadlines, and follow-through to improve satisfaction and protect revenue.
- Lead renewal planning and coordinate with leadership, contracts, and other internal stakeholders to secure timely renewals and support negotiations.
- Educate clients on ViaPath's products, services, and enhancements to identify upsell and cross-sell opportunities aligned with agency needs.
- Partner with Field Services, customer support, product, and other internal teams to resolve issues, communicate service requirements, and ensure commitments are fulfilled.
New Business Development and Revenue Growth- Identify, qualify, and pursue new customer opportunities within the assigned territory, building a pipeline that supports established revenue and new business targets.
- Develop and execute a territory growth plan that prioritizes prospective agencies, upcoming procurements, competitive contract expirations, and market opportunities.
- Generate opportunities through proactive outreach, referrals, industry relationships, conferences, trade shows, and coordination with marketing and business development teams.
- Lead discovery meetings to understand prospective clients' needs, decision-making processes, budgets, procurement requirements, and implementation expectations.
- Develop and deliver tailored presentations, proposals, and product demonstrations in partnership with subject matter experts.
- Clearly communicate ViaPath's value proposition and competitive differentiators, connecting solutions to agency priorities.
- Manage opportunities from initial engagement through proposal development, negotiation, contract award, and coordinated handoff for implementation.
- Meet or exceed assigned retention, expansion, new business, and overall revenue targets.
Sales Execution and Cross-Functional Collaboration- Support and coordinate RFP/RFI responses by contributing account intelligence, customer requirements, competitive insights, and pursuit strategy.
- Maintain accurate, timely Salesforce records, including contacts, account plans, client interactions, quotes, opportunity stages, next steps, and projected close dates.
- Provide reliable sales forecasts and regular reporting on pipeline, account health, renewals, financial performance, and progress against goals.
- Lead client and internal account meetings with clear agendas, documented decisions, and assigned follow-up actions.
- Represent ViaPath at conferences, trade shows, and industry events; coordinate targeted meetings and timely follow-up to advance opportunities.
- Monitor industry developments, competitive activity, and changing technology needs to inform account and territory strategies.
- Manage travel and business development expenses responsibly and within established budgets.
Qualifications- Bachelor's degree in Sales, Business Management, or a related field preferred; a minimum of four years of relevant professional experience may substitute for a degree.
- 5 - 8 years of experience in account management, sales, business development, or client relationship management. Experience in the corrections market desired.
- Demonstrated success retaining and expanding client relationships, identifying new business opportunities, and achieving measurable revenue goals.
- Experience managing a sales pipeline, qualifying opportunities, forecasting revenue, and advancing complex sales through a long sales cycle.
- Ability to develop relationships with executive decision-makers and stakeholders across multiple departments.
- Experience supporting government procurement, competitive solicitations, proposals, and contract renewals preferred.
- Strong negotiation, presentation, written communication, and consultative selling skills.
- Ability to lead cross-functional account and pursuit teams, influence without direct authority, and drive accountability for client commitments.
- Strong organizational skills with the ability to manage multiple accounts, prospects, deadlines, and competing priorities.
- Sound judgment in identifying risks, managing escalations, and developing practical solutions.
- Ability to learn technical products and translate capabilities into clear operational and business benefits for nontechnical audiences.
- Experience with Salesforce or a comparable CRM platform.
- Self-motivated and accountable, with the ability to work independently in a remote environment and competitive marketplace.
- Ability to travel up to 75% of the time.
Additional InformationThe projected annualized compensation range for this position is $105,000 - $118,000 plus participation in the Sales Plan. Please note that the salary information listed is a general guideline only. Salary at ViaPath Technologies is determined by various factors such as (but not limited to) scope and responsibilities of the position, the individual's combination of education and training, knowledge, skills, and related experience as well as market (work location) considerations when extending an offer.
Benefits OverviewViaPath is committed to supporting the health, well-being, and security of our employees. Eligible full-time employees have access to a comprehensive benefits package that includes:
- Medical, Dental & Vision Insurance - Multiple plan options designed to support a variety of coverage needs.
- Health Saving Accounts (HSA) and Flexible Spending Accounts (FSA) - Employer provided contribution to the HSA for eligible medical plans. Healthcare and dependent care spending accounts available.
- Flexible Time Off (FTO) - Including vacation and sick time
- Company Holidays
- Retirement Plan (401(k)) - Traditional and Roth 401(k) options available including employer matching contributions.
- Life & Disability Insurance - Company-paid basic life insurance and short-term disability; additional voluntary coverage available.
- Employee Assistance Program (EAP) - Free, confidential support for personal, financial, and family matters.
- Additional Well-Being Resources - Includes access to Care.com, Calm, Active&Fit, Telavet, LegalShield, and other lifestyle resources and discounted services.
Eligibility for certain benefits may depend on employee status, work location, and applicable plan documents. Benefits and terms are subject to change. The information above provides a brief summary of our benefit programs. Actual coverage details are governed by the official plan documents, which control in the event of conflict. ViaPath reserves the right to modify or terminate any benefit program at any time.
