What It Takes to Be a Client Account Manager at Solarus Technologies Picture this: you're sitting across from a client talking through their business goals — an office expansion, a cybersecurity concern, a server that's reaching end of life. You follow the business conversation, you know enough about the technology to ask the right questions, and you know exactly when to bring one of our engineers into the room. That's the Client Account Manager at Solarus Technologies: the bridge between our clients and our technical teams. You know the client, you understand their environment, you keep the relationship strong, and you make sure every technology decision supports where their business is going. This isn't a traditional sales job, and it isn't a hands-on engineering role. You'll own approximately 20–25 client relationships across New York City and Westchester County, with periodic trips to Long Island. Success looks like this: your clients know you, trust you, see you regularly, and treat you as a knowledgeable extension of their business. You Might Be a Great Fit If...You genuinely enjoy getting to know clients — their businesses, their people, and what matters to them. You're technically curious and can follow a conversation about Microsoft 365, cybersecurity, networking, cloud, or backups without needing to be the one configuring it. You can take a technical recommendation and explain the business reason behind it to a CEO or business owner. You like being visible: onsite meetings, QBRs, client lunches, networking events, and galas. You spot ways to improve a client's environment and grow the relationship without turning every conversation into a pitch. You're just as comfortable with a CFO as you are with an engineer or an end user. You take ownership. When a client has a concern, you stay with it until the right people are on it and the client knows what's happening. You May NOT Be a Fit If...You want a high-volume sales role built around cold calling and new-logo hunting. You enjoy account management but have little or no exposure to IT services, cloud, cybersecurity, or networking. Technical conversations make you uneasy, and you'd rather hand every one of them straight to an engineer. You want to be hands-on — configuring systems, working tickets, or running implementations yourself. You'd rather manage clients over email and video calls than regularly show up in person. Unscripted conversations with executives aren't your thing, or follow-up and staying ahead of client needs don't come naturally.
Key Responsibilities: Here's where you'll make your mark, day in and day out:
Client Relationship Management:
Own the business relationship for a portfolio of approximately 20–25 MSP client accounts.
Build long-term relationships with owners, executives, internal IT contacts, and other key stakeholders.
Learn each client's business, goals, challenges, risks, technology environment, and future plans.
Stay visible with regular onsite visits across New York City and Westchester, with periodic travel to Long Island.
Get ahead of relationship concerns early, and stay involved through service issues and escalations so clients always know where things stand.
Technical & Strategic Account Management:- Develop a working understanding of each client's IT environment and the Solarus services that support it.
- Hold your own in conversations about Microsoft environments, cloud, cybersecurity, networking, endpoints, servers, backup and disaster recovery, and identity management.
- Translate technical recommendations, risks, and outages into clear business impact for nontechnical stakeholders.
- Know when deeper expertise is needed, and bring in the right Solarus engineer or specialist.
- Partner with engineering, service, security, project, and leadership teams to build client recommendations.
- Solarus Platforms & Technology StackYou don't need to know how to configure these tools. You do need to understand what each one does, why the client relies on it, what risk it addresses, and how to explain its value:
- Service & operations: ConnectWise PSA, Datto RMM, IT Glue, and Kaseya 365 Backup & continuity: Datto BCDRSecurity: RocketCyber SOC, DarkWeb ID, and BullPhish IDMicrosoft cloud & identity: Microsoft 365, Azure, Entra ID, Active Directory, and Purview
- Networking: SonicWall and MerakiHands-on experience with every platform isn't required, but you should bring meaningful exposure to IT services or comparable technologies and the ability to learn our stack quickly.
QBRs & Technology Planning:
Lead Quarterly Business Reviews and other strategic client meetings.
Review service performance, relationship health, open items, risks, and upcoming business initiatives.
Work with technical resources to shape meaningful recommendations before they reach the client.
Guide conversations about lifecycle planning, budgeting, upgrades, migrations, security improvements, and upcoming projects.
Account Growth & Retention:
Identify genuine opportunities to expand relationships through additional Solarus services, projects, and technology improvements — driven by real client needs, not transactional selling.
Manage account proposals, renewals, service additions, and follow-up.
Drive retention by consistently demonstrating value.
Partner with Solarus leadership on account strategy, retention, and revenue growth.
Client Visibility & Networking:
Represent Solarus at client sites, lunches, dinners, networking events, galas, and industry functions.
Build relationships across the New York City, Westchester, and Long Island business communities.
Walk into a room, start conversations, and represent Solarus with professionalism and confidence.
Be available for occasional evening client and networking events.
Qualifications and Skills 3+ years in a client-facing technology role such as Technical Account Management, IT Account Management, Managed Services, technology sales, or technology-focused Customer Success.
Required:
professional experience with IT infrastructure, managed services, cybersecurity, cloud, networking, Microsoft technologies, SaaS, telecommunications, or comparable technology solutions. MSP experience strongly preferred; familiarity with ConnectWise, Datto, IT Glue, Kaseya, SonicWall, Meraki, or similar platforms is a big plus. Working understanding of Microsoft 365, cloud services, cybersecurity, networking, endpoint management, and backup/disaster recovery. Proven track record of retaining and growing existing client relationships. Experience leading QBRs, executive business reviews, or similar client presentations. Strong listening, communication, and presentation skills, with the ability to turn technical detail into business-friendly language. Comfortable working with CEOs, CFOs, business owners, IT contacts, and engineers alike. Consultative sales instincts — you uncover opportunities without aggressive or transactional selling. Highly organized and self-directed, able to manage your own calendar across 20–25 client relationships. Strong follow-through, accountability, and responsiveness. Ability to travel regularly throughout New York City and Westchester, periodically to Long Island, and to attend occasional evening events. Why You'll Love Working at Solarus And beyond work you'll actually be proud of, we go all-in on taking care of you: Medical, dental, and vision coverage on our Employee Only base plan — 100% employer-paid, starting day one. A 3% 401(k) Non-Elective Employer Contribution after 90 days, no contribution required from you to earn it.17 Paid Days Off in year one, growing to 22 by year three, plus 8 paid holidays and your birthday off every year. Real rewards for sticking around: an annual anniversary bonus, plus travel awards at your 5- and 10-year milestones. Ready to become the trusted connection between our clients, their businesses, and the technology that keeps them moving? We'd love to see your application. Let's build something great together.
