Territory Account Manager

Summary

MGT provides technology and advisory solutions to state, local, and education government agencies across the United States. The Territory Account Manager will drive new business growth in an assigned SLED territory through prospecting, relationship building, opportunity development, pipeline management, and sales of comprehensive technology solutions.

Responsibilities

• 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

Skills

• 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
• Familiarity with public sector procurement processes, cooperative purchasing contracts, and RFP/RFQ environments
• Bachelor's degree preferred or equivalent combination of education and professional sales experience
• Experience selling complex technology solutions and professional services preferred
• Experience working with one or more of the following manufacturers is preferred:

Qualifications

Must Haves

• 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
• Familiarity with public sector procurement processes, cooperative purchasing contracts, and RFP/RFQ environments

Nice to Haves

• Bachelor's degree preferred or equivalent combination of education and professional sales experience
• Experience selling complex technology solutions and professional services preferred
• Experience working with one or more of the following manufacturers is preferred:

Benefits

• Flexible and remote work options
• Professional development opportunities for career growth
• 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
• Medical, dental, and vision coverage
• Life insurance
• Short and long-term disability coverage
• Income protection benefits