Major Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Oversee and expand a portfolio of approximately 20–50 medium-to-large Public Sector SLED customer accounts within a designated territory.

• Create and implement strategic territory and account plans aimed at enhancing wallet share and addressing targeted white-space opportunities.

• Drive new business development through executive networking, referrals, collaborations with manufacturers, responses to RFPs/RFQs, participation in industry events, and proactive outreach.

• Establish trusted advisor relationships with executive leaders, technology executives, procurement officials, and operational stakeholders.

• Identify, qualify, and guide complex technology opportunities throughout the entire sales lifecycle.

• Conduct executive business reviews and facilitate account planning sessions.

• Work collaboratively with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams.

• Cultivate opportunities across Networking, Data Center, Cybersecurity, Collaboration, Cloud, Physical Security, AI, Professional Services, and Managed Services.

• Manage opportunity tracking, forecasting, customer engagement, and pipeline data in Salesforce CRM.

• Create joint business plans with key technology manufacturers and ecosystem partners.

• Organize customer meetings, executive briefings, technology demonstrations, and solution workshops.

• Represent MGT at industry conferences, customer events, trade shows, and professional associations.

• Meet or surpass goals related to revenue, gross profit, margin, pipeline, sales activity, customer acquisition, forecast accuracy, satisfaction, and retention.

⛳️ Requirements

• A minimum of five (5) years of successful technology sales experience, ideally within the Public Sector SLED market.

• Proven success in selling complex infrastructure, cloud, cybersecurity, networking, or managed services solutions.

• Experience in cultivating executive relationships and navigating intricate, multi-stakeholder sales cycles.

• Familiarity with Public Sector procurement processes, inclusive of RFPs, RFQs, cooperative purchasing vehicles, and contract vehicles.

• Experience in developing proposals, statements of work (SOWs), executive presentations, and solution pricing.

• Proficient in using Salesforce CRM or similar customer relationship management platforms.

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

• Capable of performing each essential duty satisfactorily, with reasonable accommodations available.

🏝️ 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.

• Medical, dental, and vision coverage with fully funded base employee coverage.

• Life insurance.

• Short and long-term disability coverage.

• Income protection benefits.

• Flexible and remote work options.

• Professional development opportunities for career growth.