JOIN THE PSM TEAM

Technology Account Manager

PSM’s Technology Account Manager (TAM) is responsible for identifying and cultivating new leads which in turn result in net new client acquisition. This position will report to the Senior Partner that oversees PSM sales and will work closely with the entire management team to ensure business continuity and success.  The main objective of the TAM is to achieve established monthly, quarterly and annual sales quotas through the sale of PSM’s technology consulting and IT managed services. While the primary pursuit is tied to the sale of technology services, any other PSM services, including but not limited to Solutions Integration, Talent and Telecom broker/agency will also retire quota. More granular sales performance and day to day activities will be measured by clearly established Key Performance Indicators (KPI) such as meetings, proposals, new contacts, etc.). This is a pure hunting position where new logo prospecting activities are at the center of success.

PSM is committed to an agnostic approach to technology consulting which results in many different types of client engagements. It is the TAM’s responsibility to get us in front of new prospective clients. The TAM will be responsible for following the sales plan, including accurate tracking of all opportunities in the company CRM, ConnectWise. PSM’s sales leader will work with the TAM on the development and execution of this plan.

Responsibilities

The successful candidate must be passionate and proactive in driving new sales and company growth due to their ultimate responsibility for prospecting new business opportunities.   A Technology Account Manager manger must be able to execute in the following core functional areas:

Presales Activities (30%)

  • Responsible for building out a list of companies to-be prospected using tools provided by PSM (Discoverorg/Zoominfo, LinkedIn, industry print etc.), publicly available information in print and on the web, as well as leveraging their own personal and professional networks if possible
  • Responsible for researching prospective clients, their industries and associated news to ensure their prospecting approach is strategic and relevant to the prospective company
  • Responsible for running sales campaigns, including but not limited to email, cold call and canvassing, and events – continually searching for new leads (companies that respond favorably to a campaign)
  • You will be asked to attend industry events, networking groups and other professional organizations where you can uncover new leads
  • Meet regularly with management to review statistics, adjust the sales campaign’s and shift away from any techniques that are not working
  • Track all business development activity in ConnectWise

 

New lead generation (70%)

  • Leads come directly from TAM’s prospecting efforts – occasionally, warm leads may come from PSMs leadership team or from various sources throughout the organization, but this should not be expected
  • Follow-up with and establish relationships with prospects generated through the various campaigns
  • Assemble and deliver client presentations, Scope’s of Work and contract packages for client execution – TAM will always have access to managerial assistance and support
  • Schedule client facing meetings, identify and coordinate necessary resources from within PSM
  • Articulate the company value proposition and what differentiates PSM in the market
  • Communicate and strategize with management on those who reply favorably to our campaigns
  • Bring PSM Management and engineers to meetings to assist in the client acquisition process
  • Convert prospects and leads to clients

Knowledge and Skills Requirements:

TAM must have a passion for prospecting and selling. Drive must come from the desire to make quota and help the company grow:

  • 1-5 years of sales experience, preferably in Technology Consulting sale
  • Showcase a command of telling the PSM story
  • Grasp PSMs market differentiators, current offerings and company goals
  • Relentless pursuit of the next lead
  • Ability to deal with rude and sometimes unruly recipients of campaign materials
  • Team player – working across all PSM practices and departments is critical to success
  • Must have excellent oral and written communications skills including effective follow up and presentation skills
  • Must have excellent attention to detail, a commitment to quality and meeting deadlines
  • Be results driven and customer focused

Senior Account Manager (SAM)

PSM’s Senior Account Manager (SAM) is responsible for identifying and cultivating new leads which in turn result in new client acquisition. Additionally, the SAM is expected to facilitate strategic account mapping, internal resource alignment and PSM business partner integration. This position will report to the Senior Partner that oversees PSM sales and will work closely with the entire management team to ensure business continuity and success. The main objective of the SAM is to achieve established monthly, quarterly, and annual goals through the sale of PSM’s Technology Consulting, Managed Services, Solutions Integration (SI) services and Talent sourcing solutions. While the primary pursuit is tied to the sale of technology related services, any other PSM services, including but not limited Telecom broker/agency or strategic partner services will also retire quota. Sales performance will be measured through clearly established Key Performance Indicators (KPI). This is a strategic hunting position where new logo generation, relationship development and gross margin contribution are at the center of success.

Responsibilities

The successful candidate must be passionate and proactive in driving new sales and company growth due to their ultimate responsibility for prospecting new business opportunities.   A Senior Account Manager manger must be able to execute in the following core functional areas:

Sales Activities:

  • Identify companies to-be prospected form professional network and using tools provided by PSM (Zoominfo/Discoverorg, LinkedIn, etc.), publicly available information in print and on the web
  • Responsible for researching prospective clients, their industries and associated news to ensure their prospecting approach is strategic and relevant to the prospective company
  • Responsible for running strategic sales campaigns
  • Host client events, happy hours, etc. with prospective clients and continually seek out leads and referrals from existing clients
  • Meet regularly with management to review sales strategy and make necessary adjustments
  • Deliver excellence in forecasting, lead management and ownership of your pipeline
  • Obtain and log any information collected during prospecting such that PSM can use the information to market to those companies/individuals
  • Track all business development activity in company CRM

 

Deal Management:

  • Assemble and deliver client presentations, Scopes of Work and contract packages for client execution – SAM should be highly self-sufficient on this front
  • Articulate company value proposition to prospective clients, including the company’s full suite of services
  • Identify and close midsized and large opportunities without intense managerial oversight
  • Strategize with leadership on sales, marketing and resources required to drive long term success

A successful SAM will fully develop 3-5 large accounts, each with long term growth potential, and will drive executive level relationships within those accounts.

Knowledge and Skills Requirements:

SAM must have a passion for building and developing senior level relationships. Drive must come from the desire to exceed quota and help the company grow:

  • 5+ years of experience in Technology Consulting and/or Technology Staffing sales
  • Consultative selling acumen coupled with a strong grasp of technology based professional services
  • Grasp PSMs market differentiators, current offerings, and company goals
  • Relentless pursuit of multifaceted relationships within clients and prospects
  • Strategic thinking skills and long-term planning capabilities
  • Team player – working successfully across all PSM practices and departments
  • Ability to identify, qualify and close opportunities within the midsized and large account space
  • Executive level oral and written communications skills including effective follow up and presentation skills (a true board room level presenter)
  • Proven ability to lead, balance and self-manage multiple simultaneous activities, coordinating all the moving pieces of PSM to deliver success
  • Must have excellent attention to detail and a commitment to quality
  • Be results driven and fiercely customer focused
  • Possess the highest level of integrity

Network Engineer

As the network engineer, you’ll have responsibility for setting up, developing, and maintaining computer networks within an organization or between organizations. You’ll offer support to users, who can be staff, clients, customers, and suppliers, and troubleshoot any problems that arise. Your aim is to ensure the integrity of high availability network infrastructure to provide maximum performance for your users.

Responsibilities

As the Network Engineer, you’ll need to:

  • Establish the networking environment by designing system configuration, directing system installation and defining, documenting and enforcing system standards
  • Design and implement new solutions and improve resilience of the current environment
  • Maximize network performance by monitoring performance, troubleshooting network problems and outages, scheduling upgrades and collaborating with network architects on network optimization
  • Undertake data network fault investigations in local and wide area environments using information from multiple sources
  • Secure network systems by establishing and enforcing policies, and defining and monitoring access
  • Support and administer firewall environments in line with IT security policy
  • Report network operational status by gathering and prioritizing information and managing projects
  • Upgrade data network equipment to the latest stable firmware releases
  • Configure routing and switching equipment, hosted IP voice services and firewalls
  • Provide remote support to on-site engineers and end users/customers during installation
  • Provide remote troubleshooting and fault finding if issues occur upon initial installation
  • Liaise with project management teams, third-line engineers and service desk engineers on a regular basis
  • Speak to customers via email and phone for initial requirement capture.

Technologies:

  • Palo Alto
  • Meraki
  • Cisco Routing & Switching
  • LAN/WAN
  • VoIP
  • Private & Public Cloud ( O365, Azure, Exchange Online)

Service Desk Engineer

PSM Triage Engineers are primarily responsible for handling inbound support request via Phone, Email, and RMM agent. Triage engineers will assess the requests, categorize them, assign a priority, and dispatch the tickets to available Level 1 engineers. Secondarily, they will work on any small account level 1 support requests related to the following technologies: workstations, servers, printers, networks, mobile devices, vendor specific hardware & software, and cloud.

Responsibilities

As the Service Desk Engineer, you’ll need to:

  • Consistent review and assignment of issues submitted to the ConnectWise Service Boards(s) through email, phone calls or alerts from monitoring systems
  • IT Support relating to technical issues involving Microsoft’s core business applications and operating systems
  • Communication with customers as required: keeping them informed of incident progress, notifying them of impending changes, and agreed
  • Maintain PSM’s SLAs on all service tickets along with proper urgency assignments
  • Maintain an 85% billable utilization
  • Serve as the primary engineer on the PSM Service Desk call group
  • Escalate service requests that require engineer level support
  • Participation in the on-call rotation

Qualifications:

  • Understanding and working knowledge related to: Client OS & desktop support (XP thru W10) | Microsoft Server OS | Active Directory| Web, spam and anti-virus filtering | Office 365 suite & Exchange online | remote access solutions |Server and desktop virtualization | Backup & disaster recovery solutions
  • Interpersonal skills: such as telephony skills, communication skills, active listening and customer-care
  • Diagnosis skills of technical issues and ability to multi-task and adapt to changes quickly
  • Technical awareness: ability to match resources to technical issues appropriately
  • Understanding of support tools, techniques, and how technology is used to provide services
  • Bachelor degree related to IT and 1 years’ experience in IT OR 2 years’ experience in IT Consulting
  • e, Exchange Online)

Project Manager

The Project Manager is responsible for leading small to mid-size IT infrastructure projects and managed services engagements from early planning phases thru to completion. This role will have a strong technical project management background, with the ability to drive complex technical projects with client sponsors and IT engineers. This role requires strong customer-facing & polished presentation skills. The Project Manager will be involved early in the sales cycle (along with sales and solution architect teams) help scope future projects and managed services-based work. This role requires some onsite attendance around the Chicagoland area.

Functions, Duties & Responsibilities:

  • Lead small to medium sized project teams to deliver key initiatives and be the point person accountable for successful delivery.
  • Drive and manage the requirements gathering, project tasks, milestones, project status, dependencies, and timelines.
  • Facilitate envisioning, roadmap development, design, and planning workshops
  • Clearly communicate project status, risks, issues and remediation plans
  • Develop and execute resource management plans
  • Develop and track financial reporting, including budget, actual spend and forecast
  • Assist leadership team with establishing, implementing, developing, and controlling best practices for project management throughout the
    organization. This includes defining and documenting all policies and processes of project lifecycles in order to deliver these projects according to plan and within budget
  • Assist with development during various sales phases and deliverables, including: Identifying opportunities, project scoping/estimating, SOW
    development, and presenting SOWs to clients

Competencies, Qualifications & Certifications:

 

  • Capable of interfacing with all levels of leadership and staff (Exec leadership team thru individual contributors)
  • Polished communicator adept at producing advanced, client-ready presentations such as assessments, road maps, design documents, etc.
  •  Strong understanding of various project management and IT Ops methodologies (Microsoft Solution Framework, PMLC, ITIL, etc.)
  • Strong understanding of financial management concepts (Earned value management, budget development, actual spend tracking, forecast
    development and financial reporting)
  • General understanding related to Private and public cloud (primarily Azure, AWS, and M365) | Networking and security infrastructure | Spam and
    anti-virus filtering | Storage and server infrastructure | Backup & disaster recovery | Email Solutions | Database infrastructure | Server and desktop
    virtualization | PBX, VoIP, and unified communications| Enterprise client deployment and management | Remote access solutions | compliance
  • Experience working for a systems integrator or as part of a consulting organization
  •  Bachelor’s degree related to Information Technology and 3 years’ experience in IT consulting OR 5 years’ experience in IT consulting.
  • 3+ years managing small to medium-sized IT projects
  • ITIL and PMP desirable but not required

Technical Architect

This role is responsible for the design and deployment of solutions focused on voice over IP (VoIP), cloud-based messaging/collaboration technologies, and mobile device management for PSM customers in a consulting role. Solutions deployed will include Microsoft Teams, SharePoint, Exchange Online, and Intune. Solutions from other software vendors may be employed as well. In addition to leading the delivery of customer projects, the TA will play a key role in the sales process, develop solution-specific best practices, mentor other consultants, assist with marketing events, and assist with business development activities.

Responsibilities:

  • Design solution architecture and lead implementation efforts for complex voice, messaging, collaboration, and endpoint management projects in multiple specialty areas
  • Translate business requirements into solution architecture and required technical tasks
  • Provide expert guidance to customers, driving solution architecture, and ensuring solution strategy is optimally aligned with business strategy
  • Lead the execution of technical tasks for mid-market (or larger) clients
  • Lead and oversee the efforts of other consultants on services projects
  • Support the sales team by participating in scoping efforts and driving the creation of proposals and statements of work (SOWs)
  • Serve as a subject matter expert and provide escalation support for technical issues
  • Assist leadership team with maintaining improving team competencies across key technology areas
  • Participate and support account planning, sales strategy and sales-focused meetings
  • Assist leadership team with identifying new engagement opportunities, driving solution awareness, & interviewing new talent

Qualifications:

  • Polished communicator adept at producing advanced-client-ready presentations such as assessments, road maps, design documents
  • Demonstrated experience presenting technology recommendations from a business perspective
  • Ability to develop architecture design deliverables that map customer business requirements to solutions and technologies.
  • Successful deployment and/or migration experience with Microsoft Teams (including voice). (Larger environments preferred.)
  • Deployment experience with at least one of the following technologies in customer environments of 250 seats or larger: Exchange Online, SharePoint Online, or Intune
  • Experience deploying one or more Microsoft identity or security solutions. Examples: Azure AD Connect, on-premises AD, MFA, or MIM
  • Knowledge of PowerShell command line and scripting language/techniques
  • General working knowledge of the following topics: Networking and security infrastructure; Microsoft 365 business solutions; VoIP, PBX, and enterprise voice solutions; regulatory compliance; SQL and database solutions; SAN/NAS devices; backup and disaster recovery
  • Other solution experience (desirable, but not required): Config Manager, Slack, Zoom, Workspace ONE, AirWatch
  • At least one advanced-tier certification from Microsoft or another major platform vendor
  • A minimum of 5-7 years of experience delivering complex IT solutions, preferably as part of a consulting organization
  • Bachelor’s degree preferred but not required

Senior Talent Account Manager

The Senior Talent Account Manager (Sr. TAM) is responsible for generating new leads, clients and revenue through PSM’s Talent practice. Unlike some transactional sales roles, this position requires exemplary relationship building skills and strategic selling techniques. “Owning” an account from top to bottom and quarterbacking alignment of our firm’s resources at multiple levels within the client is essential to success. Top performers in this position have deep personal and professional networks and are viewed as a Connector and Trusted Advisor by their clients.  

In addition to identifying and cultivating new leads, which in turn result in net new client acquisition, the Sr. TAM is expected to facilitate strategic account mapping, internal resources and executive engagement. This position will report to the Senior Partner that oversees sales at PSM and will work closely with the entire leadership team to ensure business continuity and success.   

The role will carry an annual sales quota which can be retired through the sale of PSM’s Talent services. Of course, Tech Consulting, Managed Services, Solutions Integration (SI) and Telecom Sourcing services are all commissionable if the Sr. TAM is responsible for bringing in those leads.  

Sales performance and monthly activities will be measured by clearly established Key Performance Indicators (KPI). KPIs for this role will be built entirely around driving new staffing revenue (Contractor and Contract to Hire business) for PSM. This is a strategic hunting position where new logo generation, relationship development and revenue contribution are at the center of measured success. 

It is the Sr. TAM’s responsibility to rank and prioritize opportunities according to their value to the firm, ability to close and the client’s willingness to build a strategic relationship with PSM.  

The SR. TAM will be responsible for following the sales plan, including accurate tracking of all opportunities in company provided CRM tools. PSM’s sales leader will work with the Sr. TAM on the development and execution of this plan.  

Responsibilities:

The successful candidate must be passionate about driving growth and building long term relationships. A Senior Talent Account Manager manger must be able to execute in the following core functional areas: 

Presales Activities 

  • Responsible for building out a list of companies to be prospected using tools provided by PSM (Zoominfo/Discoverorg, LinkedIn, etc.), publicly available information in print and on the web, as well as primarily leveraging their own personal and professional networks 
  • Responsible for researching prospective clients, their industries and associated news to ensure their prospecting approach is strategic and relevant to the prospective company  
  • You will be expected and empowered to host strategic client events, happy hours, and strategic client entertainment to foster deeper relationships and uncover additional opportunities within accounts 
  • Meet regularly with management to review performance, make strategic adjustments and shift away from any techniques that are not producing positive results 
  • Deliver excellence in forecasting and lead management, owning the pipeline and accountability to the metrics  
  • Obtain information about all contacts to help PSM build upon its data base of client information to ensure long term marketing  

New lead generation 

  • This is a relationship driven role. A Sr. TAM is expected to possess high level relationship building skills and a network of executive level contacts 
  • Leads will come primarily from Sr. TAM’s personal/professional network and direct prospecting efforts. When possible, company will provide warm leads from PSMs leadership team or other sources throughout the organization 

Deal Management 

  • Assemble and deliver client presentations, Scopes of Work and contract packages for client execution – Sr. TAM should be highly self-sufficient on this front 
  • Articulate to prospective clients the value of the PSMs unique market position and suite of services 
  • Identify and close staffing business at midsized and large opportunities without intense management involvement 
  • Strategize with leadership on sales, marketing and resources required to drive long term success  
  • Convert prospects and leads to clients, generating net new business to PSM 

A successful Sr. TAM will fully develop 8-10 large accounts, each with long term growth potential, and will drive executive level relationships within those accounts. 

Qualifications:

  • 5+ years of experience in Talent sales, specifically contract staffing and contract-to-hire sales 
  • Consultative selling acumen coupled with a strong grasp of technology focused contracting roles 
  • Understand PSMs market differentiators, current offerings and company goals 
  • Relentless pursuit of multifaceted relationships within clients and prospects 
  • Strategic thinking skills and long-term planning capabilities 
  • Team player – working successfully across all PSM practices and departments 
  • Executive level oral and written communications skills including effective follow up and presentation skills (a true board room level presenter) 
  • Proven ability to lead, balance and self-manage multiple simultaneous activities, coordinating all the moving pieces of PSM to deliver success 
  • Must have excellent attention to detail and a commitment to quality 
  • Be results driven and fiercely customer focused 
  • Possess the highest level of integrity 
  • Must be unwavering in their dedication to KPI achievement, quota retirement and revenue production