[Hiring] Major Account Manager @MGT

Role Description

The Major Account Manager is responsible for driving profitable growth by expanding existing Public Sector SLED customer relationships while developing new business within strategically targeted medium-to-large government and education organizations across an assigned territory of approximately 20–50 accounts.

This activity-based sales role focuses on:

• Identifying, qualifying, developing, and advancing complex technology opportunities across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Digital Infrastructure, and Managed Services.
• Serving as a trusted advisor to customers and collaborating closely with strategic technology partners, manufacturer sales teams, solution architects, and internal cross-functional resources.
• Leading customers through the complete sales lifecycle while consistently achieving revenue, profitability, and customer satisfaction objectives.

This position requires:

• Frequent outbound customer engagement.
• Executive meetings and virtual collaboration.
• Local travel throughout the assigned territory.
• Participation in industry events.
• Close partnership with internal sales, engineering, and manufacturer teams.

In this role you will:

• Manage and grow a portfolio of approximately 20–50 medium-to-large Public Sector SLED customer accounts within an assigned territory.
• Develop and execute strategic territory and account plans designed to increase wallet share within existing customers while identifying and penetrating targeted white-space opportunities.
• Generate new business through executive networking, customer referrals, manufacturer partnerships, RFP/RFQ responses, industry events, and proactive prospecting.
• Build trusted advisor relationships with executive leadership, technology leaders, procurement officials, and operational stakeholders.
• Identify, qualify, and lead complex technology opportunities through the entire sales lifecycle.
• Conduct executive business reviews and account planning sessions to identify future initiatives, funding opportunities, and technology refresh cycles.
• Collaborate with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams to design and deliver comprehensive technology solutions.
• Develop opportunities across MGT's portfolio of Networking, Data Center, Cybersecurity, Collaboration, Cloud, Physical Security, AI, Professional Services, and Managed Services.
• Maintain accurate opportunity management, forecasting, customer activity, and pipeline information within Salesforce CRM.
• Develop and execute joint business plans with strategic technology manufacturers and ecosystem partners.
• Coordinate customer meetings, executive briefings, technology demonstrations, and solution workshops.
• Represent MGT at industry conferences, customer events, trade shows, and professional associations throughout the territory.

Qualifications

• Five (5) or more years of successful technology sales experience, preferably within the Public Sector SLED market.
• Demonstrated success selling complex infrastructure, cloud, cybersecurity, networking, or managed services solutions.
• Experience developing executive relationships and navigating complex, multi-stakeholder sales cycles.
• Working knowledge of Public Sector procurement processes, including RFPs, RFQs, cooperative purchasing vehicles, and contract vehicles.
• Experience developing proposals, statements of work (SOWs), executive presentations, and solution pricing.
• Proficiency using Salesforce CRM or equivalent customer relationship management platforms.

Requirements

• Bachelor's degree preferred; equivalent professional sales experience will be considered.

Benefits

• Flexible paid time off.
• 5% 401K matching program.
• Equity opportunities.
• Incentive and bonus programs.
• Up to 16 weeks of paid parental leave.
• Flexible spending accounts.
• Full-health benefits with base employee coverage fully funded, comprising:
  • Medical, dental, and vision coverage.
  • Life insurance.
  • Short and long-term disability coverage.
  • Income protection benefits.