Inside Sales & Client Success Specialist

Role Overview

The Inside Sales & Client Success role owns the relationship with our existing clients. The primary focus is retaining and growing our client base by advising clients through Technology Business Reviews, leading agreement renewals, and recommending additional services that fit each client’s business goals.

This role is the commercial backbone between our clients, our engineers, and our vendor partners. It turns client needs into sound recommendations and accurate proposals, keeps relationships healthy, protects our margins, and decides which vendor funding opportunities to pursue and capture.

This is a salaried role with no commission. We want someone focused on doing right by our clients, not chasing a quota. Because this role works closely with a variety of internal and external stakeholders, we are looking for an upbeat, personable candidate who builds and maintains relationships easily.

This is a full-time, on-site role in our Aliso Viejo office, reporting directly to the President. It includes occasional travel to client sites and industry events.

Key Responsibilities

Account Ownership & Client Retention

• Own the overall relationship and account strategy for assigned clients, serving as their main business contact
• Own client retention: assess account health, spot risks early, and decide how to respond
• Lead managed services agreement renewals, including negotiating terms with clients and recommending pricing, contract structure, and any exceptions to leadership
• Judge when service concerns call for escalation, and work with service delivery leadership on resolution plans for each client
• Set the communication cadence for each client based on account size, risk, and opportunity

Technology Planning & Business Reviews

• Lead Technology Business Reviews (TBRs) with client owners and decision makers
• Build and maintain a multi-year technology roadmap for each client, covering hardware lifecycle, warranties, licensing, security, and budget
• Advise clients on technology investments and priorities, using input from our technical team on performance and risk
• Turn TBR outcomes into recommendations, proposals, and action plans that you own through completion

Account Growth

• Identify where clients need additional managed services, security, cloud, backup, or project work, based on roadmaps, lifecycle data, and technician feedback
• Develop and present solution recommendations that fit each client’s business goals and budget
• Forecast renewals and growth across your accounts in ConnectWise Manage

Proposals & Pricing

• Build proposals in ConnectWise CPQ, using judgment on solution design and pricing strategy to meet margin targets
• Work with engineers on scope and with distributors on pricing and availability
• Recommend discounts or pricing exceptions to leadership when the client situation calls for it
• Make sure approved work moves cleanly into procurement and service delivery

Vendor Programs & Funding

• Manage RedNight’s participation in vendor partner programs (Cisco Meraki, AWS, Microsoft, and others), including deciding which opportunities to register and which funding programs to pursue
• Find and go after vendor funding opportunities (MDF, co-op, migration and POC funding, incentives) that reduce client costs or improve our margins, and see them through to payout
• Manage deal registrations through approval, extension, and expiration, and make sure registered pricing reaches quotes and orders
• Build strategic relationships with vendor channel managers and distributor reps
• Track changes to partner programs, promotions, and certification requirements, and recommend how RedNight should respond

Preferred Qualifications

• 3+ years in account management, client success, or inside sales
• Proven track record of growing revenue within an existing client base
• Experience building quotes, ideally for hardware, software, licensing, cloud, and services, with accountability for margin
• Comfortable advising and presenting to business owners and executives
• Working knowledge of vendor deal registration and partner programs (Cisco, AWS, Microsoft, or distribution)
• Strong organization and follow-through across many proposals, renewals, and deadlines at once
• Works independently, uses sound judgment, and takes ownership of outcomes
• Experience with ConnectWise Manage and ConnectWise CPQ
• Experience securing vendor funding (MDF, co-op, AWS funding programs)
• Familiarity with Cisco Meraki, AWS, and Microsoft 365 licensing
• Experience working in an EOS (Entrepreneurial Operating System) company
• Strong written and verbal communication
• Ability to travel to client sites and industry events, a valid driver’s license is preferred

Benefits

• Health Benefits (QSEHRA)
• Paid time off
• Sick time up-front
• Two home office days per month
• Parental leave supplemental pay
• Professional development assistance
• Referral program

Job Type: Full-time onsite, office in Aliso Viejo

Schedule: Monday to Friday, 8am-5pm

Physical Demands

• Sit for extended periods while working at a computer.
• Use a computer, phone, headset, and other standard office equipment.
• Operate a keyboard and mouse for daily work.
• Occasionally lift and move items such as office supplies or hardware (switches, monitors, firewalls) weighing up to 30 pounds.
• Read and review information on computer screens and in printed materials.
• Communicate effectively by phone, video, and in writing.
• Move around the office and client sites as needed, including warehouses, packing facilities, and cold storage areas with varying temperatures.
• Travel to and move around event and conference venues.

Note

The physical demands described above are representative of those required to perform the essential functions of the Inside Sales & Client Success role. RedNight will provide reasonable accommodations to enable qualified individuals with disabilities to perform these functions.

RedNight is a dog friendly office. Please be aware that we can accommodate allergies to a limited extent.

We are looking to fill the position as soon as possible.

Pay: $80,000.00 - $85,000.00 per year

Benefits:

• 401(k)
• Paid time off
• Parental leave

Work Location: In person