Enterprise Account Manager

MGT•Livermore, CA

1d•Hybrid

About The Position

The Enterprise Account Manager is responsible for managing, retaining, and expanding a portfolio of approximately 10-15 strategic Public Sector (SLED) enterprise accounts while developing targeted white space opportunities within an assigned territory. This senior sales role focuses on building executive-level relationships, developing long-term account strategies, and identifying opportunities to deliver innovative technology and services that align with customers' strategic initiatives. The Enterprise Account Manager serves as a trusted advisor and primary liaison between customers, strategic technology partners, manufacturer sales organizations, and internal cross-functional teams to ensure successful planning, delivery, and adoption of technology solutions. This role requires a deep understanding of enterprise technology, public sector procurement, solution-based selling, and MGT's portfolio of products and services across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Professional Services, and Managed Services. The role requires the ability to cultivate executive relationships, navigate complex sales cycles, lead strategic account planning, identify new growth opportunities within existing customers, and penetrate high-value white space accounts while consistently achieving revenue and profitability objectives.

Requirements

Seven (7) or more years of enterprise technology sales experience, preferably within the Public Sector (SLED).
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.

Responsibilities

Own and grow a portfolio of approximately ten (10) - fifteen (15) years of strategic Public Sector (SLED) enterprise accounts.
Develop and execute comprehensive multi-year account plans that identify 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 within the assigned territory.
Build trusted advisor relationships with Superintendents, CIOs, CTOs, CISOs, IT Directors, Business Officials, Purchasing leaders, and executive stakeholders.
Establish executive alignment between 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 that align with MGT's portfolio.
Lead complex sales engagements across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Professional Services, and Managed Services.
Partner with Solutions Architects and technical specialists to design and present comprehensive technology solutions.
Collaborate with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams to design and deliver comprehensive technology solutions.
Coordinate internal resources throughout the sales lifecycle to ensure successful solution design, proposal development, implementation planning, and customer satisfaction.
Present executive business cases, technology roadmaps, and return-on-investment (ROI) analyses to senior customer leadership.
Maintain accurate CRM records, opportunity forecasting, pipeline management, and account activity.
Consistently achieve revenue, gross profit, and margin objectives.
Develop and maintain a healthy pipeline of qualified opportunities across existing and new customers.
Participate in quarterly business reviews, strategic planning sessions, and sales forecasting activities.
Build strong relationships with strategic manufacturer account managers, systems engineers, channel leaders, and executive teams.
Collaborate with Professional Services, Managed Services, and Customer Success teams to ensure exceptional customer experiences.
Participate in joint account planning and co-selling initiatives with strategic technology partners.