Who Is Skyline?
At Skyline Technology Solutions, our mission is to build a more resilient and connected society, and that starts with the people that we hire to join our team. We envision a world in which critical infrastructure connects communities, fosters economic growth, and enables governments to share information to enhance public safety.
We are passionate about our work, and our values are core to who we are and who we are looking to have join our team.
Customer Success: co-creating value for our clients success
Curiosity: understanding the problems facing our customers
Leadership: choosing to do the right thing, even when it is the harder path
Trust and Respect: the foundation for building strong relationships
Accountability: owning our actions, decisions, and results regardless of outcome
Core Responsibilities:
Client Relationship Management
- Primary responsibility of the Relationship Manager (RM) is to retain and expand existing client relationships through consistent delivery of superior service. Retaining the relationship means retaining revenue as well.
- Build and foster strong working relationships with key customer contacts.
- Conduct regular business reviews with clients to demonstrate the overall value of the Skyline partnership through key relationship metrics, successful project/deployment milestones, SLA/contract adherence, cost savings, etc.
- Collaborate closely with Skyline divisions/colleagues in preparing for quarterly client business reviews, cross-sell meetings, and other client interactions.
- Be an effective advocate for both the client and Skyline, prioritizing the commitment of the firms resources, driving Skyline goals forward, and deepening and expanding revenue/relationship growth opportunities.
- Keep abreast of market developments influencing current clients and their IT solutions (emerging trends, technology changes, etc.)
Sales Process / Revenue Targets / Customer Growth
- Meet compliance metrics for usage of ASCEND as outlined annually by the Sales Operations team.
- Expected to achieve client relationship revenue targets and key performance indicators (KPIs) as set annually by the VP of Sales, and as so documented in the RM Incentive Plan.
- Build relationships with Skyline designated strategic partners, maintaining a regular cadence of communication (no less than monthly) to explore shirt-term and long-term revenue opportunities.
- Develop and maintain sales plans for their top 5 priority accounts
- Sales plans to be developed individually, then reviewed with direct manager and VP of Sales.
- Sales plans to be reviewed quarterly with VP of Sales. Scheduling and conducting this meeting is the responsibility of the Relationship Manager.
Ensuring Successful Customer Outcomes
- Collaborate with internal partners to ensure seamless implementation of projects/initiatives
- Participate in necessary internal initiatives aimed at improving effectiveness and overall service levels to our clients
- Understand the status of all project initiatives and act as escalation point when needed
- Attend weekly/bi-weekly/monthly Status Meetings pertaining to existing customers
- Responsible for maintaining working relationships with vendor partners who are supporting customer projects and initiatives
Education and Experience Requirements
- 3+ years of experience in IT client service, institutional sales, account management or comparable experience
- Proven success in enhancing and growing existing account relationships
- In-depth knowledge of IT issues and challenges facing target markets/clients
- Reputation for having a high level of accountability and integrity, coupled with a collegial team oriented operating style
- A positive, problem-solving oriented attitude
- BA/BS Degree desired
About Skyline
Skyline Technology Solutions is a full-service IT integrator, enterprise solution provider, and product developer to transportation, education, and public safety customers in federal, state and local, and commercial spaces.
Headquartered in Maryland, Skyline is passionately committed to unlocking value for clients by building trusting relationships that translate to delivering solutions with outstanding customer service. Skylines specializations in managed IT solutions, public safety data, video interoperability, and physical security and access control services are currently employed in 17 states across the U.S. Find out more about Skyline by visiting skylinenet.net.
