Scale Computing Announces Winners of the 2024 Scale Computing Platform Summit Awards

Position: ACCOUNT MANAGER (Cybersecurity, Networking, Cloud and Data Center Solutions)

• Assigned revenue, gross profit, and quota attainment
• Pipeline creation and structural health within assigned accounts and territory
• Customer account ownership discipline and documented account strategy execution
• Accurate CRM administration, forecast submissions, and activity traceability
• Timely deal registration, pricing discipline, and commercial readiness
• Renewal protection, upsell expansion, and multi-year contract development
• Cross-functional coordination required to convert opportunities into booked, collectible business
• Compliance with sales governance, ethics, training, and professional conduct requirements
• This is a revenue-generating execution role with direct accountability for commercial discipline.
• The Account Manager owns both customer progression and the quality of the underlying sales record.

• Quarterly and annual revenue target attainment
• Gross profit generation within approved margin guardrails
• Renewal retention and expansion of existing customer spend
• New opportunity creation within assigned accounts and whitespace
• Quota progress visibility and risk-weighted forecast contribution
• Accountability includes:

1.  Pursuing revenue that is commercially sound and collectible
2. Protecting margin through disciplined pricing and discount management
3. Escalating target risk early with documented recovery actions
4. Maintaining execution focus on both net-new and renewal outcomes

• Operating only within assigned accounts, territories, and approved ownership rules
• Maintaining current account strategies for designated focus accounts
• Building multi-layer stakeholder coverage across executive, management, technical, and operational contacts
• Driving whitespace capture, product expansion, and contract growth opportunities
• Supporting shared-account arrangements only when approved and documented in CRM
• Must maintain:

1. Clear ownership records and split-credit documentation before invoicing
2. Active engagement plans and next-step discipline for strategic accounts
3. Escalation of account conflicts or ownership ambiguity to Sales Leadership

• Submit vendor deal registrations within required timelines after events and customer meetings
• Maintain complete deal-registration content, including value proposition, competition,deal value, and timing
• Pursue special pricing and margin optimization on material opportunities
• Review renewals for upsell, feature expansion, and multi-year contract potential
• Escalate pricing, channel conflict, and exception scenarios before customer commitment
• Commercial discipline requires:

1. No unsupported default markups or unapproved discounting
2. Written documentation of rejected registrations, pricing constraints, and approval requests
3. Alignment with vendor, distributor, procurement, and contractual requirements

• Maintaining CRM as the sole system of record for accounts, opportunities, activities, and forecasts
• Completing mandatory fields accurately and on time for every active opportunity
• Progressing stages based on verifiable customer evidence and realistic close dates
• Removing stalled, inactive, duplicate, or invalid opportunities from the working pipeline
• Submitting weekly forecasts derived exclusively from CRM data
• The standard includes:

1. Credible pipeline hygiene and documented next steps
2. Forecast classifications that reflect evidence-based commit and upside views
3. Timely meeting notes, KPI updates, and activity timestamps in CRM

• Advancing opportunities to booked status only when formal order, pricing, and approval conditions are satisfied
• Understanding when revenue, quota retirement, and commission eligibility are triggered
• Notifying the Sales Director immediately of cancellations, deferrals, scope changes, orcollection risks
• Ensuring commission splits, opportunity ownership, and booking records are complete prior to invoicing
• Supporting accurate downstream order, invoice, and collectible tracking
• This includes:

1. No representation of quotes or verbal commitments as booked business
2. Prompt updates to CRM and forecast records when commercial facts change
3. Awareness that only primary sales KPIs determine commission outcomes

• Completing onboarding, CRM certification, vendor enablement, and required policy acknowledgements
• Maintaining current knowledge of products, partner programs, approved messaging, and governance rules
• Participating actively in mandatory training, reviews, and meetings
• Representing the company professionally in-person and on camera
• Complying with ethics, confidentiality, gifts, hospitality, and conflict-of-interest requirements
• Expected discipline includes:

1. Camera-ready participation in required remote sessions
2. Prompt escalation of ethical concerns, improper requests, or conduct issues
3. Readiness for coaching, individual KPIs, PIRs, or PIPs when performance discipline deteriorates

• Presales resources are engaged at the right stage and only on sufficiently qualified opportunities
• Procurement and ecommerce pathways are understood and introduced early where required
• Finance, operations, and delivery stakeholders receive accurate commercial inputs
• Implementation timelines, scope assumptions, and margin expectations remain realistic
• Risk, dependency, and escalation points are visible to the Sales Director before they become customer issues

• 3–5 years of proven experience in IT security, networking, cloud, or managed services sales.
• Demonstrated success in territory development, new business acquisition, and accountmanagement.
• Knowledge of cybersecurity, network infrastructure, cloud platforms, and data center technologies.
• Experience working with public sector accounts, RFP processes, or government frameworks is an advantage.
• Excellent communication, presentation, and negotiation skills.
• Strong interpersonal skills with the ability to work collaboratively across internal team sand external partners.
• High integrity, accountability, and a results-oriented mindset.