Enterprise Account Manager - Anaheim

MGT Careers•Anaheim, CA

1d•Hybrid

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 customer initiatives. The Account Manager serves as a trusted advisor and primary liaison among customers, technology partners, manufacturer sales organizations, and MGT teams. The role calls for a strong understanding 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 Account Manager leads strategic account planning and complex sales cycles, finds growth opportunities with existing customers, penetrates new accounts, and works toward revenue and profitability objectives. The position is based in Anaheim, California, with a hybrid work arrangement. MGT describes its work environment as offering flexible and remote work options, a commitment to equity, and opportunities for professional development and social impact. Compensation includes a base salary range of $166,300–$183,800 annually, plus variable sales commissions. At target performance, anticipated annual commission is approximately $269,900–$298,400, for target on-target earnings of approximately $436,200–$482,100.

Requirements

Seven or more years of enterprise technology sales experience, preferably in the public sector (SLED).
Proven success managing strategic enterprise accounts and developing new business.
Experience with 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 is preferred; equivalent enterprise technology sales experience will be considered.

Responsibilities

Manage, retain, and grow a portfolio of approximately 10–15 strategic SLED enterprise accounts and develop targeted white-space accounts in the assigned territory.
Develop and execute multi-year account plans addressing customer priorities, technology roadmaps, procurement strategies, and growth opportunities.
Expand existing customer relationships through cross-selling, upselling, and increased solution adoption.
Build trusted advisor relationships with superintendents, CIOs, CTOs, CISOs, IT directors, business officials, purchasing leaders, and other executive stakeholders.
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 account 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 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 technology solutions.
Coordinate internal teams throughout solution design, proposal development, implementation planning, and customer delivery.
Present executive business cases, technology roadmaps, and return-on-investment analyses to senior customer leadership.
Maintain accurate CRM records, 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, and sales forecasting.
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 strong customer experiences.
Participate in joint account planning and co-selling initiatives with strategic technology partners.