[Hiring] Account Relationship Manager @CORA Group

Role Description

Innovative Computer Solutions (ICS), provider of WineSuite - WinePOS, WineCommerce, and WinePayments solutions for the wine & spirits retail industry, is seeking a commercially driven Account Relationship Manager (ARM) to own and grow a defined portfolio of existing accounts. This role blends structured account management discipline with proactive revenue expansion.

• Strengthening client relationships
• Improving retention
• Increasing payments and ecommerce adoption
• Driving incremental hardware and software sales across the installed base

This is not a passive support role — it is a revenue-generating, relationship-led position directly aligned with ICS’s strategic priorities of payments expansion, ecommerce growth, and operational scalability.

Core Responsibilities

• Account Ownership & Revenue Expansion
  • Own a defined portfolio of current customers.
  • Drive gross and net revenue retention across assigned accounts.
  • Identify and close expansion opportunities including:
    • WineSuite Payments adoption and optimization
    • WineCommerce implementation and upgrades
    • Hardware refresh and expansion
    • Additional software modules and services
  • Maintain and execute a structured sales plan outlining quarterly, monthly, weekly, and daily sales activities that can be clearly communicated to management.
  • Forecast account activity and expansion revenue accurately in Salesforce (SF).
• Proactive Account Management & Relationship Development
  • Maintain and improve current customer relationships via structured contact schedules.
  • Conduct account audits to identify system gaps, optimization opportunities, and growth initiatives.
  • Contact current customers based on ranked order by outside sales personnel.
  • Collect and update pertinent customer information within Salesforce.
  • Request referrals and new leads from current customer base and pass qualified opportunities to outside sales via SF lead process.
  • Build executive-level relationships with retail owners and operators.
  • Relate effectively to all levels within client organizations and build appropriate rapport.
• Product & Industry Expertise
  • Develop and maintain in-depth knowledge of:
    • WinePOS
    • WineCommerce
    • WineSuite Payments
    • All ICS hardware and service offerings
  • Stay current on liquor industry trends, regulatory considerations, and competitive offerings.
  • Understand customer operational workflows and identify ways ICS solutions can improve efficiency, compliance, and profitability.
  • Set up and moderate webinars and product demonstrations as needed.
• Data-Driven Account Strategy & CRM Discipline
  • Maintain accurate, up-to-date Salesforce records including:
    • Account health metrics
    • Installed products
    • Payments penetration
    • Ecommerce adoption
    • Hardware lifecycle opportunities
  • Use existing tools to build and execute structured account plans.
  • Monitor risk indicators and proactively address churn signals.
  • Provide management with clear visibility into account activity and pipeline.
• Communication, Negotiation & Execution
  • Present confidently in both formal and informal settings.
  • Negotiate effectively in challenging situations and resolve issues with minimal disruption.
  • Remain composed under pressure and solution-oriented.
  • Demonstrate strong follow-through and a drive to close opportunities.
  • Operate with integrity, trust, and professionalism at all times.

Performance Metrics

• Net Revenue Retention (NRR)
• Gross Revenue Retention (GRR)
• Expansion revenue (software, hardware, payments)
• Payments penetration rate
• WineCommerce adoption rate
• Salesforce accuracy and activity discipline
• Lead referrals generated
• Account engagement cadence compliance

Qualifications

• BS/BA in business, technical field, or equivalent work experience.
• 5+ years in account management, sales, or customer relationship roles (SaaS, POS, retail technology preferred).
• Strong business acumen with the ability to identify revenue opportunities.
• Knowledge of the liquor retail industry preferred.
• Strong presentation, negotiation, and closing skills.
• Excellent organization and time management skills.
• Comfortable leading webinars and product demonstrations.
• Creative thinker who identifies new sources of opportunity and connects ideas effectively.
• Results-driven, self-motivated, and highly accountable.
• High integrity and trustworthiness.
• Ability to build rapport at all levels and remain composed under pressure.

Ideal Candidate Profile

• Thinks commercially, not transactionally.
• Treats the installed base as a growth engine.
• Has the discipline to execute structured outreach consistently.
• Is energized by closing expansion deals.
• Understands SaaS, recurring revenue, and payments economics.
• Brings energy, drive, and a strong need to finish.

Why This Role Matters at ICS

As ICS scales its SaaS, ecommerce, and integrated payments ecosystem, the Account Relationship Manager plays a critical role in transforming our customer base into long-term strategic partners. This position ensures:

• Customers fully leverage the ICS platform
• Payments adoption increases
• Ecommerce penetration expands
• Hardware refresh cycles are optimized
• Recurring revenue grows predictably

This is a high-visibility, high-impact role within ICS’s next phase of operational excellence and growth.

Compensation

Account Relationship Managers are paid a Base Salary plus commissions based on monthly sales, as well as a generous benefits package that includes Health, Dental, and Supplemental Insurance, 401K, and 4 weeks total PTO.