Enterprise Account Manager - Southern California

MGT Careers•Anaheim, CA

19h•Hybrid

About The Position

The Enterprise Account Manager manages, retains, and expands a portfolio of approximately 10–15 strategic public sector (SLED) enterprise accounts while developing targeted white-space opportunities in an assigned territory. This senior sales role builds executive-level relationships, develops long-term account strategies, and identifies opportunities to provide technology and services aligned with customers’ strategic initiatives. The role serves as a trusted advisor and primary liaison among customers, technology partners, manufacturer sales organizations, and internal teams to support solution planning, delivery, and adoption. The position requires knowledge of enterprise technology, public sector procurement, solution-based selling, and MGT’s portfolio, including networking, data center, cybersecurity, collaboration, cloud and data, physical security, AI, professional services, and managed services. The Enterprise Account Manager cultivates executive relationships, navigates complex sales cycles, leads strategic account planning, finds growth opportunities with existing customers, pursues high-value white-space accounts, and works toward revenue and profitability objectives.

Requirements

Seven or more years of enterprise technology sales experience; public sector (SLED) experience is preferred.
Proven success managing strategic enterprise accounts and developing new business.
Experience navigating public sector procurement, cooperative purchasing contracts, and competitive bid processes.
Working knowledge of enterprise infrastructure, cybersecurity, cloud, networking, collaboration, and managed services.
Experience developing proposals, Statements of Work (SOWs), Bills of Material (BOMs), executive presentations, and solution recommendations.
Proficiency with Salesforce or similar CRM platforms.

Nice To Haves

Bachelor’s degree in Business, Information Technology, Marketing, or a related field preferred; equivalent enterprise technology sales experience will be considered.

Responsibilities

Manage and grow a portfolio of approximately 10–15 strategic public sector (SLED) enterprise accounts.
Develop and execute multi-year account plans covering customer priorities, technology roadmaps, procurement strategies, and growth opportunities.
Expand existing customer relationships through cross-selling, upselling, and increased solution adoption.
Identify, qualify, and develop targeted white-space accounts in the assigned territory.
Build trusted advisor relationships with superintendents, CIOs, CTOs, CISOs, IT directors, business officials, purchasing leaders, and other executive stakeholders.
Establish executive alignment among customer leadership, strategic manufacturers, and MGT leadership.
Generate new business through executive networking, referrals, strategic prospecting, cooperative purchasing contracts, RFP/RFQ responses, industry events, and manufacturer partnerships.
Develop competitive account strategies to win new enterprise customers and displace incumbent providers.
Identify funding opportunities, technology refresh cycles, and strategic initiatives aligned with MGT’s portfolio.
Lead complex sales engagements across networking, data center, cybersecurity, collaboration, cloud and data, physical security, AI, professional services, and managed services.
Partner with solution architects and technical specialists to design and present comprehensive technology solutions.
Coordinate internal teams and resources throughout the sales lifecycle, including solution design, proposal development, implementation planning, and customer satisfaction.
Present executive business cases, technology roadmaps, and return-on-investment analyses to senior customer leadership.
Maintain accurate CRM records, opportunity forecasts, pipeline management, and account activity.
Achieve revenue, gross profit, and margin objectives, and maintain a healthy pipeline of qualified opportunities.
Participate in quarterly business reviews, strategic planning sessions, and sales forecasting activities.
Build relationships with strategic manufacturer account managers, systems engineers, channel leaders, and executive teams.
Collaborate with professional services, managed services, and customer success teams to support exceptional customer experiences.
Participate in joint account planning and co-selling initiatives with strategic technology partners.