Company Description
Loadbalancer.org specializes in ensuring the seamless performance and availability of enterprise applications, helping businesses maintain high availability, redundancy, and robust service delivery. By partnering with tech vendors, channel partners, and end users, we provide solutions that allow critical applications to run smoothly 24/7. Our commitment is to keep vital applications efficient, secure, and always accessible. Visit www.loadbalancer.org to learn more about how we support businesses worldwide.
Role Description
As a Key Account Manager, you will be responsible for building and maintaining relationships with key accounts, developing tailored business plans, and delivering exceptional customer service. Your day-to-day tasks will include managing client communications, identifying growth opportunities, and ensuring client satisfaction by addressing their needs and challenges effectively. This is a full-time, on-site role based in Portsmouth.
We’re looking for an experienced Account Manager (Farmer) to own growth, retention, and strategic value delivery across a defined portfolio of existing global clients and partners.
This role is ideal for someone who combines consultative relationship management, commercial acumen, and operational discipline — someone who can convert stable accounts into predictable engines of recurring revenue and long-term advocacy.
You’ll manage a mix of channel and direct customer relationships. Even when opportunities close through channel partners or OEMs, you’ll own the ongoing relationship and be accountable for service excellence, renewals, and expansion across your accounts.
This is a strategic, customer-facing role — working directly with our key alliance partners such as Scality, Weka, and HPE, alongside a portfolio of major end-user accounts.
Core Responsibilities
Portfolio Ownership
* Own the full lifecycle for a portfolio of strategic accounts — including retention, renewals, expansion, health, and advocacy.
* Be the single point of accountability for relationship outcomes, commercial performance, and customer satisfaction.
* Maintain a single source of truth for all account communications in CRM.
* Strategic Account Planning
Develop and maintain detailed account plans — including objectives, success metrics, stakeholder mapping, risk identification, and growth opportunities.
* Lead Quarterly Business Reviews (QBRs) with customers and internal stakeholders, combining roadmap alignment and joint success planning.
* Build and nurture multi-level relationships — particularly at executive levels.
Growth & Expansion
* Identify, qualify, and execute upsell and cross-sell opportunities across software, subscriptions, and services.
* Work closely with Solution Architects and Product teams to craft tailored proposals and close complex commercial opportunities.
* Drive expansion in underperforming regions alongside strategic partners
Customer Value & Adoption
* Increase product adoption and value realization through tailored onboarding, enablement sessions, and adoption campaigns.
* Translate usage patterns and data insights into actionable expansion or retention plays.
Risk Management & Retention
* Monitor account health and proactively manage at-risk customers through recovery and remediation plans.
* Negotiate renewals and structure mutually beneficial commercial terms to protect and grow Annual Recurring Revenue (ARR).
Partner & Channel Collaboration
* Coordinate with OEM and Channel partners to ensure smooth transitions from pre-sales to post-sales.
* Run sales enablement sessions for alliances and channel partners to strengthen joint go-to-market strategies.
* Attend and represent Loadbalancer.org at up to 6 major industry events annually (e.g. HPE Tech Jam, HPE Discover, Scality Day, Gitex, VeeamON).
Forecasting & Reporting
* Maintain accurate pipelines, ARR forecasts, and churn/risk registers in CRM (Salesforce or equivalent).
* Provide concise, data-driven monthly updates and growth reports to the leadership team.
* Support marketing through customer stories, case studies, and advocacy programs.
Required Experience & Skills
Experience
* 5+ years in Account Management, Customer Success, or Enterprise Sales (focused on existing accounts).
* Proven success in growing enterprise or OEM partner accounts with multi-stakeholder complexity.
* Strong negotiation, renewal, and contract-extension experience.
* Skilled in developing business cases, ROI justifications, and strategic growth plans.
* Confident delivering QBRs, strategic reviews, and executive briefings.
* Adept at positioning technical products in a business-value context.
* Strong forecasting, CRM management, and analytical skills.
* Proficiency with Salesforce (or equivalent).
* Experience collaborating across Product, Support, Services, and Marketing to deliver measurable outcomes.
* Empathetic and consultative, with the persistence and commercial curiosity to uncover new value.
* Excellent communication and presentation skills, with executive presence and credibility at senior levels.
* Process-oriented and disciplined, with a focus on delivering consistent results and predictable growth.
Why Loadbalancer.org?
You’ll be joining a fast-growing, partner-driven business with a global footprint and a strong reputation in high availability and traffic management solutions. We work with some of the world’s most innovative OEMs and technology partners, providing an environment where you can directly influence growth, strategy, and long-term partnerships.
If you’re a commercially driven Account Manager who loves nurturing relationships and delivering tangible results — this is your opportunity to make a global impact.