Enterprise Account Manager - Anaheim
About The Position
The Enterprise Account Manager manages, retains, and expands a portfolio of approximately 10–15 strategic state, local, and education government (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 technology and services opportunities aligned with customers’ strategic initiatives. The role acts as a trusted advisor and primary liaison among customers, strategic technology partners, manufacturer sales organizations, and MGT cross-functional teams. It requires knowledge of enterprise technology, public-sector procurement, solution-based selling, and MGT’s offerings across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Professional Services, and Managed Services. The position is based in Anaheim, California, with a hybrid work arrangement.
Requirements
- At least 7 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 a similar CRM platform.
Nice To Haves
- Bachelor’s degree in Business, Information Technology, Marketing, or a related field preferred.
- Enterprise technology sales experience in the public sector (SLED) preferred.
Responsibilities
- Own and grow a portfolio of approximately 10–15 strategic 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 public-sector executive and IT stakeholders, including Superintendents, CIOs, CTOs, CISOs, IT Directors, business officials, and purchasing leaders.
- Align 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 strategies to win 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 MGT’s technology and services portfolio and partner with Solutions Architects and technical specialists to design and present solutions.
- Coordinate internal teams and resources through solution design, proposal development, implementation planning, and delivery to support 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 qualified opportunity pipeline across existing and new customers.
- Participate in quarterly business reviews, strategic planning sessions, and sales forecasting.
- Build relationships with 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 with strategic technology partners.
Benefits
- Flexible paid time off.
- 5% 401(k) 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 base employee coverage fully funded.
- Life insurance.
- Short- and long-term disability coverage.
- Income protection benefits.
- Flexible and remote work options.
- Professional development opportunities for career growth.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
