This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are seeking an experienced AV Account Manager with a proven track record in K-12 sales to join our growing team. The ideal candidate will have a strong background in audiovisual (AV) technology solutions and a deep understanding of the education sector, including district-level procurement, classroom technology integration, and funding cycles. This role is responsible for driving sales growth, managing client relationships, and ensuring the successful delivery of AV solutions tailored to K-12 environments. This position is mostly remote with some travel, CA residency required. - Develop and maintain relationships with K-12 school districts, administrators, technology directors, and purchasing departments. - Identify and pursue new business opportunities in the K-12 market for AV systems, classroom technology, and collaboration solutions. - Manage the entire sales cycle — from prospecting and needs assessment to proposal development, negotiation, and closing. - Collaborate with engineering and project teams to design and present customized AV solutions that meet customer requirements and budgets. - Prepare and deliver sales presentations, product demonstrations, and solution proposals to decision-makers and stakeholders. - Maintain up-to-date knowledge of AV products, emerging technologies, and education technology trends. - Track and report on sales activities, pipeline development, and market trends using CRM tools. - Ensure customer satisfaction through proactive communication, account management, and post-installation support coordination. - Participate in trade shows, vendor training, and regional education technology events to expand brand visibility and generate leads. Benefits - $70,000 - $120,000 a year - This position features a base salary plus commission. Company Description

• Accelerate revenue growth in Spain by expanding existing customer accounts through structured upsell and cross-sell of insurance products. • Build a clear expansion pipeline across your portfolio and start converting opportunities into revenue. • Establish strong relationships with key customer stakeholders (HR + Finance). • Develop a consistent, repeatable outreach rhythm (meetings, calls, follow-ups). • Balance volume with quality conversations and consultative selling.

• Responsible for managing profitable sales of the company’s products with CDW East Coast and their end users • Working with Inside Sales, Marketing, Regional Product Management, and Customer Departments, create business plans, marketing calendars, and other plans and activities to complement and support the overall business strategies and objectives • Negotiate agreements, establishing pricing and maintain a strong overall relationship with customers • Interface with other departments as needed to support our accounts, proactively plan the business, and resolve any issues that may arise • Ability to build relationships across key accounts encompassing all levels; sales/marketing rep through executive • Identify opportunities and challenges within account base and create strategies to maximize sell through, revenue, profit, and market share • Understand how to communicate value propositions to key accounts and be able to present and close new business • Establish and track an annual account budget, which includes sales and profits • Lead team in achieving 100% of channel’s sales and profit goals • Conduct and/or receive weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, sell through, inventory management, turns, forecasts, replenishment orders, backorders, and any other account activities that will impact financial results for the account(s)

Role: Key Account Manager (KAM) FLSA: Full Time | Exempt | Salaried | Remote (US) Reports to: Director of Account Management Scope of Position: The Key Account Manager (KAM) will oversee a portfolio of 50-100 Enterprise-level client accounts, with a primary focus on contract renewals, upselling, cross-selling, and revenue growth. This role requires building and nurturing long-term customer relationships at all levels within large, often complex organizations, including executive-level stakeholders, project sponsors, and system administrators. To excel in this role, you must have: - Proven experience driving renewals, upsells, and cross-sells, meeting, and exceeding revenue targets with contract sizes of at least $500K in ARR. - A deep understanding of building and managing sales pipelines, strategic account planning, and leveraging product expertise to achieve customer success. - Strong self-starter qualities with the ability to navigate complex organizations, build relationships with decision-makers, and identify growth opportunities. - You must be an excellent team player that can collaborate with cross-functional teams—including Customer Success, Product, and Finance—to deliver exceptional service and ensure customers derive maximum value from our software solutions. Essential Duties & Responsibilities including but limited to: - Account Management: Oversee a portfolio of 50–100 accounts, ensuring timely renewals and identifying upsell/cross-sell opportunities. Maintain account plans, manage pipelines, and achieve sales goals using CRM tools. Resolve customer issues to enhance satisfaction and value. - Relationship Building: Build strong relationships with executive stakeholders across departments. Conduct business reviews to gather feedback and identify growth opportunities. - Strategic Planning: Provide industry-driven strategic guidance to help customers achieve business objectives. Stay updated on food industry trends to position Trustwell as a key partner. - Collaboration: Work with internal teams (Customer Success, Professional Services, Product, Finance) to address customer needs and drive account health. - Revenue Growth: Meet or exceed revenue goals through upselling, cross-selling, and tailored proposals demonstrating ROI. - Performance & Reporting: Track account metrics, including renewals, revenue, and customer satisfaction. Deliver accurate forecasts and regular updates to leadership. - Continuous Learning: Stay informed on product updates, industry trends, and best practices through training and collaboration; both internally and externally. - Additional Contributions: Address client requests, assist with urgent issues, and support customer experience initiatives. Contribute case studies and testimonials as needed. Other duties as directed and/or assigned. Required Skills/Abilities - Proven success in account management, including renewals, upsells, and cross-sells; consistent attainment or overachievement of revenue goals - Strong emotional intelligence; ability to build trust and rapport with stakeholders at all levels - Experience engaging and influencing senior executives within complex organizations - Skilled in negotiation, objection handling, and conflict resolution while preserving long-term relationships - Adaptable problem-solver in fast-paced, evolving environments - Highly organized with strong attention to detail; effective at managing multiple accounts, renewals, and growth opportunities - Customer-centric mindset with a proactive approach to identifying needs, risks, and tailored solutions - Strategic thinker with solid business acumen; able to align customer objectives with company offerings to drive growth - Experience managing complex, multi-layered contracts with accuracy and compliance - Knowledge of food industry challenges and trends preferred Education/Experience - Bachelor’s degree in business, marketing, management, or a related field; required. MBA Preferred. - 5-7 years of experience managing enterprise accounts with $500M+ ARR; required. - Proven experience hitting and exceeding renewal and new revenue goals in a B2B environment; required. - Experience in selling and negotiating at the executive level. Total Rewards Package: - Full healthcare benefits, including medical, dental, and vision. - Supplemental benefits, including STD, LTD, HSA, 401k, etc. - Responsible Time Off (PTO) + Holiday Pay - Competitive Compensation (Base + Commission) - Excellent culture, growth opportunities, plus much more... What to expect - the Hiring Process! - HR Screening - Interview with Director of Account Management - Panel Interview (Yes, you + others) :) - Interview with Chief Customer Officer - Mock Assessment/Demo - Offer of Employment (Background Screening/References) The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The anticipated salary range for this role is outlined below with most candidates hired in the mid-range. This role is quota-bearing, and comes with an on-target earning up to $207k/per annum/uncapped. To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor! Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team. Acceptable Background and References Required; Upon any conditional offers made by Trustwell. Equal Opportunity Employer/ DFWP/ Affirmative Action