Client Manager - Mid-South Memphis Area

Job description

THE ROLE DGR Systems designs, builds, and delivers technology for organizations that depend on it working. We are an IT solutions provider and systems integrator headquartered in Tampa, and we are growing. This is a quota-carrying role, and it is a relationship role. You will grow an existing base of clients across the Mid-South, and you will open new ones in and around Memphis, TN. You will own the full cycle: finding the opportunity, shaping the solution with our technical teams, closing it, and making sure what was sold is what gets delivered. You will be based in or near Memphis, your focus is the Mid-South region, and your earning potential is uncapped. You will report to our Mid-South Area Director, as part of the DGR sales team, and work closely with Inside Sales, Order Management, Solutions Consulting and Project Management teams to deliver on commitments. WHY THIS ISN'T A STANDARD TERRITORY DGR is headquartered in Tampa. In the Mid-South, you and our Mid-South Area Director, who is based in the region, are DGR’s local presence. For your clients, you will be the first call, the familiar face, and the person who makes sure the rest of the company shows up when it is needed. The territory may cover several metro areas across multiple states, separated by hundreds of miles of highway. Each market has its own business community, its own mix of industries, and its own way of doing business. Relationships here are personal and built over time, often through referrals and local networks as much as outreach. Presence is the job. That is the skill we hire for: being known and trusted across the region, managing your own time and travel across a wide territory, and bringing in DGR’s teams, remote or on-site, so clients realize the full company is behind you. WHAT YOU’LL OWN This role covers both sides of the book: some (but limited) clients we already serve and many we don’t serve yet. Both relationship types carry equal weight. Client Growth Maintain and grow an existing base of clients across the Mid-South, with account plans built around each client’s priorities, refresh cycles, and renewal dates Stay close enough to IT leaders and the executives they report to that you hear about a need before it becomes a project Respond to client requirements accurately and within committed service levels Follow every order through to delivery, so the client’s next call is about the next project rather than an issue with the last one New Business Prospect and open net new logos in your assigned territory Execute campaigns that engage prospective clients and clearly articulate the value of DGR’s solutions Respond to, qualify, and work incoming leads Research current and prospective clients to identify opportunities and understand how they operate and how they buy Territory Coverage Build a coverage plan that gives every market in the territory regular, in-person attention, with Memphis or surrounding area as your home base Build a local network in each market through business associations, OEM and distribution field teams, and industry events Coordinate on-site visits from our Solutions Consulting and Project Management teams when a client needs them in the room Represent DGR in the region with the professionalism and follow-through our clients expect from the whole company Solutions & Partner Programs Maintain a strong working knowledge of our OEM solutions (Microsoft, HPE, Fortinet and others), deal registration programs, and pricing strategies Register opportunities early, and use incentives and special pricing to win business Bring in our Solutions Consulting teams to shape security, infrastructure, and Microsoft solutions Manage the full sales lifecycle, from quote and order management through close and client follow-up You will also keep the CRM current, with opportunities and next steps someone else could act on without asking you. We treat that as part of the job, not as something to get to later. HOW WE WORK Presence builds trust. In this region, business follows relationships. We expect you to be known in each of your markets, not only in your home city. We sell what we can deliver. A quote is a commitment. Configuration, pricing, and availability should agree before it reaches the client, and you will work with our technical and inside sales teams to make sure they do. You are never selling alone. You and your Area Director are DGR’s local team in the Mid-South, but not its only resources. Bring in the right people early, and make sure the client knows the whole company is behind you. The pipeline tells the truth. Forecasts are built on what the client has said and done, not on what we hope. A deal that has stalled gets called stalled. WHAT WE’RE LOOKING FOR You’ll Need 5 or more years of experience in professional IT outside sales, carrying a quota To live in or near Memphis, TN, and be willing to travel regularly across the assigned and agreed upon territory Knowledge of OEM direct and distribution sources of supply and the associated quote-to-order process A track record of opening new accounts, not only growing inherited ones Experience working independently in a regional or remote territory, managing your own schedule, travel, and pipeline Strong written and verbal communication skills with the ability to hold a credible conversation with an IT director and with a CFO / CIO / CTO Working fluency with CRM tools It Will Help If You Have Sold cybersecurity and professional services solutions Worked with Microsoft licensing, including the Cloud Solution Provider (CSP) program Existing relationships with IT and business leaders in one or more of the territory’s markets Covered a multi-state territory Come from a VAR, MSP, or solutions provider We’ll Teach You Our OEM and partner programs and how their mechanics work Our service portfolio, delivery teams, and how we scope solutions Our systems, tooling, and sales process WHO THIS ISN’T FOR We would rather be direct than waste your time. If you want leads handed to you, this is not that role. Most of your pipeline will be built by you. If you would rather stay close to home, the travel will wear on you. Every market in this territory needs regular, in-person time. If you need a team down the hall to stay motivated, a field role may not suit you. Your manager is in the region and DGR is a call away, but most of your days will be spent on the road with clients, not in an office. If you would rather sell from the price sheet than learn what the client actually needs, this will be a hard fit. COMPENSATION & BENEFITS Base salary range - Very Competitive Variable compensation - Uncapped commission Work arrangement - Hybrid – Field Based, Mid-South Memphis area DGR Systems also offers a robust company benefits package designed to support employees and their families, including competitive health and welfare benefits, paid time off, retirement savings support, and other company-sponsored programs. HOW TO APPLY FOR THIS ROLE Send a resume and a short note about a client relationship you built in a market where no one knew your company yet. What did you do to earn the first meeting, and what kept them coming back? We are more interested in how you built the trust than in the size of the deal. Apply to: DGR Systems is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. We are interested in applicants who have worked in IT sales and are local to the Mid-South Memphis Area. We are interested in every qualified candidate who is eligible to work in the United States. However, we are not able to sponsor visas. Help Us Change the Way People Use Technology At DGR Systems, we’re about connecting companies to the right solutions and enabling them to gain the most value from their investments. We go to great lengths to hire great people because, at our core, our clients deserve to have each person working on their project bring qualified expertise, a can-do attitude, and experience-based strategic insights to the table. They need to trust their IT consulting firm as a partner who is there to help accelerate their success and not pass them off to a junior team after the contract has been signed. Want to join us?