Major Account Manager
FLSA Status: Exempt
Location: Remote, Anaheim, CA
WHO WE ARE:
MGT is a leading provider of technology and advisory solutions serving state,
local, and education government agencies (SLED) across the United States.
Through client partnerships, MGT’s almost 1,200 employees impact communities for
good by managing and securing critical networks, solving complex human capital
and fiscal problems, elevating education systems, and advancing equity as a
performance imperative. MGT partners with thousands of agencies as a trusted
advisor delivering solutions that improve technology, operational, and economic
performance to help communities thrive.
Founded in 1975, MGT initiated an ambitious restart in 2016, broadening the
solutions portfolio to provide the most specialized solutions, tackling the most
mission-critical problems that live at the top of the public agency leadership
agenda. MGT drives over 20% compound annual organic growth and utilizes
programmatic mergers and acquisitions to grow capabilities, attract top talent,
and accelerate growth scale. Since 2020, MGT has successfully completed 13
acquisitions, driving over 60% compound annual inorganic growth.
Celebrating its 50th year in 2025, the firm attracts exceptional talent and
empowers them to exceed client expectations as they navigate the dynamic demands
of the clients we serve. Hear more about MGT’s culture in the words of our
employees [https://www.mgt.us/careers/].
WHAT YOU’LL DO:
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. The Major Account Manager serves as a
trusted advisor to customers and collaborates closely with strategic technology
partners, manufacturer sales teams, solution architects, and internal
cross-functional resources to deliver business outcomes aligned with customer
objectives.
Success in this role requires strong consultative selling skills, executive
relationship development, strategic account planning, and disciplined
opportunity management. The Major Account Manager is expected to lead customers
through the complete sales lifecycle while consistently achieving revenue,
profitability, and customer satisfaction objectives.
This position requires frequent outbound customer engagement, executive
meetings, virtual collaboration, local travel throughout the assigned territory,
participation in industry events, and 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.
ADA Notice: To perform this job successfully, an individual must be able to
perform each essential duty satisfactorily. Reasonable accommodations may be
made to enable individuals with disabilities to perform the essential
functions.
Performance Expectations
Achieve or exceed assigned revenue, gross profit, and margin objectives.
Maintain a healthy pipeline capable of supporting quarterly and annual sales
goals.
Consistently achieve sales activity expectations, including executive
meetings, prospecting activities, opportunity creation, and account
planning.
Increase revenue within existing customer accounts while acquiring new
strategic SLED customers.
Develop productive relationships with strategic manufacturer account teams
and channel partners.
Deliver accurate sales forecasts and maintain CRM data integrity.
Demonstrate high levels of customer satisfaction and long-term account
retention.
WHAT YOU’LL BRING:
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.
EDUCATION AND EXPERIENCE:
Bachelor's degree preferred; equivalent professional sales experience will be
considered.
WHAT WE OFFER:
Our world-class work environment encompasses flexible and remote work options, a
commitment to equity, and nationally respected teams in management consulting
and technology services. We also offer opportunities to make a profound social
impact through innovative projects, and professional development opportunities
for career growth. Here [https://www.mgt.us/careers/] you can read more about
our extensive Employee Value Proposition (EVP).
Specifically, we will offer you a competitive compensation package including:
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
Compensation: The base salary range for this position is $123,500 – $136,500
annually. This position is also eligible for variable sales commissions under
MGT’s sales incentive compensation plan. At target performance, the anticipated
annual commission opportunity is approximately $148,500 - $164,100, resulting in
target on-target earnings (OTE) of approximately $272,000 – $300,600. OTE is
based in part on the seller’s assigned quota and may vary based on quota
adjustments, individual performance, and the terms of the applicable incentive
compensation plan. This is MGT’s good faith estimate of the wage/salary
compensation for this position at the time of posting. In providing this
information, it should be noted that the compensation information and/or range
is subject to change, amendment, or modification at any time in the sole
discretion of MGT with or without notice. Further, by providing this
information, MGT does not guarantee or make any representations regarding where
a successful applicant may fall within the published wage/salary range in terms
of an offer of employment, at the inception of prospective employment, or how an
employee may progress through a wage/salary range.
MGT Impact Solutions, LLC is an equal opportunity employer. We will not
discriminate against any employee or applicant for employment on the basis of
race, color, religion, sex, national origin, age, disability, marital status,
genetic information, sexual orientation, pregnancy, gender identity, or any
other characteristic or class protected by law.