Meet Jonathan Wilson, Account Manager

Jonathan Wilson has been with Kezber for nearly three years, helping businesses across a wide range of industries with their technology projects. We wanted to introduce you to a different side of Jonathan by sharing his background, what drives him, and how he approaches each client relationship. We asked him a few questions to help you get to know your account manager.

Your career path is a little unconventional. How did you get into technology?

I got into the industry somewhat by chance. I’ve always been passionate about technology. When I was younger, I was already building computers with my father, and my grandfather shared that same passion. Technology was part of my life long before I realized it could become a career.

After earning my bachelor’s degree in international business from Bishop’s University, a former acquaintance told me about an opportunity in the United States selling accounting and management software. I was ready for the experience. I didn’t have many ties keeping me here, so I moved to Michigan, where I worked for nearly five years.

That’s where I really discovered the world of business technology. At first, I was selling very specific solutions, but when the pandemic hit, the conversations completely changed. Clients were asking me how they could enable their teams to work remotely, secure access to their systems, or modernize their infrastructure. Even though those areas weren’t directly within my expertise, I enjoyed helping them and connecting them with the right resources. That’s when I realized I wanted to do much more than sell software: I wanted to be part of the conversation and help build solutions tailored to each company’s needs. That’s what naturally led me to Kezber.

What matters most to you when meeting a client for the first time?

First and foremost, I want to know whether there’s a good fit. I’m not talking about a personal fit, but a business fit. I want to understand the company, its goals, its challenges, its technology, and what it wants to accomplish. To me, asking the right questions is much more important than jumping straight to a solution.

At Kezber, we don’t pretend to be experts in every technology. If I realize that another approach or another partner would better meet a client’s needs, I’d rather be transparent about it. I want to build a relationship that will last for years, not simply get a signature.

What are the essential qualities of a good account manager?

The first is knowing how to surround yourself with the right people. No one succeeds alone. I’m fortunate to have specialists in many different areas at Kezber, and it’s by working together that we’re able to offer the best solutions.

You also need to understand technology well enough to properly guide your clients. I’m not the person handling every technical aspect, but I need to understand the issues, ask the right questions, and quickly identify which experts to bring in.

Another important quality is really knowing your clients: how the company operates, who is involved in making decisions, and what its processes look like. The better you understand the organization, the more effective you can be.

Finally, I strongly believe in staying close to clients. With remote work, we sometimes lose that human connection. I like visiting my clients’ facilities and getting to know the people they work with. Those face-to-face interactions are often where trust is built and where you really come to understand their reality.

What motivates you most about working with your clients?

One client comes to mind. They came to Kezber after having a difficult experience with another provider. At first, there was a lot of mistrust, and we had to rebuild that relationship. When a plant has to stop production every two weeks because its systems can’t keep up, the consequences are very real, and I completely understood their concerns.

By taking the time to understand their pain points, being present, and bringing in the right expertise at Kezber, we were able to turn the situation around. Today, when that client calls me, it’s often simply to wish me a good weekend or tell me that everything is going well.

That’s the kind of project that reminds me why I love what I do. It’s not just about implementing a solution or delivering a project. We’re making a real difference in a company’s operations while also building a relationship based on trust.

In your opinion, what sets Kezber apart?

I would say our transparency. We don’t want a client at any cost. If I feel that we’re not the right fit for a project, I’d rather be honest from the start. That might mean recommending a different approach or even referring the client to another provider.

And above all, I’d say our team. We can rely on specialists in many different areas and bring in the right expertise at the right time. I don’t need to have all the answers myself. I need to know who to bring in so the client gets the best possible answer.

In the long run, that’s how you build a genuine relationship based on trust.

From a client’s perspective, what is it like to work with Jonathan?

We asked Karine Martineau, Director of Performance at Granit Design, to share her experience.

“Available, efficient, personable, and always business-focused, Jonathan isn’t the type of account manager who tries to sell at all costs. Instead, he takes the time to understand what truly makes sense for your organization and ensures that everything aligns with your strategic objectives.

He’s an excellent translator: he makes highly technical concepts simple, concrete, and easy to understand, even for less technical people. Jonathan is truly an extension of your team. He’s the technology ‘jack of all trades’ who understands the realities of an SME and knows how to bridge the gap between business challenges and technology solutions.”

— Karine Martineau
Director of Performance, Granit Design