[Hiring] Territory Account Manager @MGT

Role Description

A Territory Account Manager is a hunter-focused sales role designed to accelerate growth across an assigned geographic territory by identifying, developing, and winning new business within the State, Local Government, and Education (SLED) market. This position thrives on prospecting, building relationships from the ground up, and creating opportunities within largely untapped ("white space") accounts. The Territory Account Manager is responsible for executing strategic business development initiatives, establishing trusted relationships with technology and business decision-makers, and positioning MGT as a preferred technology advisor.

• Develop and execute a strategic territory business plan focused on expanding MGT's presence within assigned SLED markets.
• Identify, prospect, and develop new business opportunities within white-space accounts through outbound calling, email campaigns, networking, referrals, social selling, and partner engagement.
• Build relationships with executive leadership, IT leadership, procurement officials, and operational stakeholders throughout state agencies, local governments, K-12 districts, higher education institutions, and special districts.
• Develop a healthy pipeline of qualified opportunities by consistently executing prospecting and business development activities.
• Conduct virtual customer meetings, discovery sessions, presentations, and solution discussions while leveraging in-person meetings for strategic opportunities.
• Collaborate with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams to design and deliver comprehensive technology solutions.
• Develop account strategies that identify customer initiatives, funding opportunities, refresh cycles, and long-term technology roadmaps.
• Build strong relationships with strategic technology partners, manufacturers, distributors, and channel account managers to jointly identify and pursue opportunities.
• Prepare customer presentations, proposals, quotations, statements of work, and executive business reviews.
• Maintain accurate opportunity, activity, forecasting, and pipeline information within Salesforce CRM.
• Achieve or exceed monthly, quarterly, and annual sales objectives, including pipeline generation, revenue, profitability, and new logo acquisition.
• Represent MGT at customer events, conferences, manufacturer events, and regional networking activities.

Qualifications

• Bachelor's degree preferred or equivalent combination of education and professional sales experience.
• Two (2) or more years of successful B2B technology sales, business development, or public sector sales experience.
• Experience prospecting and developing new customer relationships.
• Demonstrated success managing a sales pipeline and achieving revenue goals.
• Experience selling complex technology solutions and professional services preferred.
• Familiarity with public sector procurement processes, cooperative purchasing contracts, and RFP/RFQ environments is a plus.

Requirements

• Self-Motivation
• Results Orientation
• Time Management & Organization
• Collaboration
• Business Development
• Strategic Prospecting
• Territory Management
• Consultative Solution Selling
• Executive Relationship Building
• Opportunity Qualification
• Sales Pipeline Management
• Account Planning
• Presentation & Communication Skills
• Negotiation
• Technology Solution Portfolio

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