Major Account Manager - Anaheim, CA

MGT; Oregon; Hybrid; USD 124,000 - 137,000; Full time

Benefits offered by this job

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

Health benefits

Job summary

MGT is seeking a Major Account Manager to lead a portfolio of 20-50 SLED accounts across the United States from a remote base. You will develop territory plans, drive new business, and build trusted advisor relationships with executives, technology leaders, and procurement officials.

You will collaborate with solution architects and services teams to design complete technology solutions, manage opportunities through the full sales cycle, and maintain accurate Salesforce data while pursuing

Qualifications

• Five or more years of successful technology sales experience, preferably within the Public Sector SLED market.
• Proven 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.

Responsibilities

• Manage and grow a portfolio of 20-50 Public Sector SLED customer accounts within an assigned territory.
• Develop and execute strategic territory and account plans to increase wallet share and identify white-space opportunities.
• Generate new business through executive networking, referrals, partnerships, RFP/RFQ responses, events, and proactive prospecting.
• Build trusted advisor relationships with executives, 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 to identify future initiatives and funding opportunities.
• Collaborate with Solution Architects, Engineering, Sales Support, Renewals, Professional Services, and Managed Services teams.
• Develop opportunities across Networking, Data Center, Cybersecurity, Cloud, AI, and Managed Services.
• Maintain accurate opportunity management, forecasting, and CRM data in Salesforce.
• Develop and execute joint business plans with strategic manufacturers and ecosystem partners.
• Coordinate customer meetings, executive briefings, demonstrations, and solution workshops.

Skills

Public sector sales

Executive relationship building

Complex solutions selling

Multi-stakeholder sales cycles

Salesforce CRM

Education

Bachelor's degree

Tools

Salesforce CRM

Job description

Major Account ManagerFLSA Status: ExemptLocation: 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.

WHAT YOU'LL DO:

• 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 you can read more about our extensive Employee Value Proposition (EVP).

• 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.