Senior Account Manager

Overview

ViaPath is seeking a results-driven Senior Account Manager to manage and expand an existing portfolio of correctional agency clients while actively pursuing new business opportunities within an assigned territory. This role is responsible for achieving revenue targets through client retention, contract renewals, upselling, cross-selling, and new customer acquisition.

The Senior Account Manager will develop trusted relationships with agency leaders, understand their operational priorities, and position ViaPath’s products and services to address their needs. The successful candidate will combine strategic account management, proactive business development, and strong internal collaboration to protect existing revenue, grow market share, and strengthen long-term client partnerships.

This position is remote based with a requirement to travel up to 75% of the time. Position can be based anywhere in the eastern part of the state of New York.
Responsibilities
Strategic Account Management and Retention

- Develop and execute strategic account plans that identify client priorities, relationship gaps, renewal timelines, competitive threats, and revenue growth opportunities.

- Build and maintain relationships across multiple levels of each agency, including executive leadership, operations, investigations, finance, procurement, and information technology.

- Take ownership of overall account health and satisfaction, maintaining regular client contact and leading business reviews to assess performance, address concerns, and demonstrate value.

- Proactively identify accounts at risk and coordinate action plans with clear owners, deadlines, and follow-through to improve satisfaction and protect revenue.

- Lead renewal planning and coordinate with leadership, contracts, and other internal stakeholders to secure timely renewals and support negotiations.

- Educate clients on ViaPath’s products, services, and enhancements to identify upsell and cross-sell opportunities aligned with agency needs.

- Partner with Field Services, customer support, product, and other internal teams to resolve issues, communicate service requirements, and ensure commitments are fulfilled.

New Business Development and Revenue Growth

- Identify, qualify, and pursue new customer opportunities within the assigned territory, building a pipeline that supports established revenue and new business targets.

- Develop and execute a territory growth plan that prioritizes prospective agencies, upcoming procurements, competitive contract expirations, and market opportunities.

- Generate opportunities through proactive outreach, referrals, industry relationships, conferences, trade shows, and coordination with marketing and business development teams.

- Lead discovery meetings to understand prospective clients’ needs, decision-making processes, budgets, procurement requirements, and implementation expectations.

- Develop and deliver tailored presentations, proposals, and product demonstrations in partnership with subject matter experts.

- Clearly communicate ViaPath’s value proposition and competitive differentiators, connecting solutions to agency priorities.

- Manage opportunities from initial engagement through proposal development, negotiation, contract award, and coordinated handoff for implementation.

- Meet or exceed assigned retention, expansion, new business, and overall revenue targets.

Sales Execution and Cross-Functional Collaboration

- Support and coordinate RFP/RFI responses by contributing account intelligence, customer requirements, competitive insights, and pursuit strategy.

- Maintain accurate, timely Salesforce records, including contacts, account plans, client interactions, quotes, opportunity stages, next steps, and projected close dates.

- Provide reliable sales forecasts and regular reporting on pipeline, account health, renewals, financial performance, and progress against goals.

- Lead client and internal account meetings