Major Account Manager - Anaheim, CA

MGT•Anaheim, CA

2d•$272,000 - $300,600•Remote

About The Position

The Major Account Manager drives profitable growth by expanding existing Public Sector SLED customer relationships and developing new business within strategically targeted medium-to-large government and education organizations across an assigned territory of approximately 20–50 accounts. This activity-based sales role identifies, qualifies, develops, and advances complex technology opportunities across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Digital Infrastructure, and Managed Services. The Major Account Manager serves as a trusted advisor to customers and works closely with strategic technology partners, manufacturer sales teams, solution architects, and internal cross-functional resources to deliver outcomes aligned with customer objectives. Success requires consultative selling, executive relationship development, strategic account planning, and disciplined opportunity management. The position leads customers through the complete sales lifecycle while pursuing revenue, profitability, and customer satisfaction objectives. The role involves frequent outbound customer engagement, executive meetings, virtual collaboration, local travel throughout the assigned territory, participation in industry events, and close partnership with internal sales, engineering, and manufacturer teams.

Requirements

Five or more years of successful technology sales experience, preferably in the Public Sector SLED market.
Demonstrated success selling complex infrastructure, cloud, cybersecurity, networking, or managed services solutions.
Experience developing executive relationships and navigating complex, multi-stakeholder sales cycles.
Working knowledge of Public Sector procurement processes, including RFPs, RFQs, cooperative purchasing vehicles, and contract vehicles.
Experience developing proposals, statements of work (SOWs), executive presentations, and solution pricing.
Proficiency using Salesforce CRM or equivalent customer relationship management platforms.

Nice To Haves

Bachelor’s degree preferred; equivalent professional sales experience will be considered.

Responsibilities

Manage and grow approximately 20–50 medium-to-large Public Sector SLED customer accounts within an assigned territory.
Develop and execute strategic territory and account plans to increase wallet share and pursue targeted white-space opportunities.
Generate new business through executive networking, customer referrals, manufacturer partnerships, RFP/RFQ responses, industry events, and proactive prospecting.
Build trusted advisor relationships with executive leadership, technology leaders, procurement officials, and operational stakeholders.
Identify, qualify, and lead complex technology opportunities through the entire sales lifecycle.
Conduct executive business reviews and account planning sessions to identify future initiatives, funding opportunities, and technology refresh cycles.
Collaborate with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams to design and deliver technology solutions.
Develop opportunities across MGT’s Networking, Data Center, Cybersecurity, Collaboration, Cloud, Physical Security, AI, Professional Services, and Managed Services portfolio.
Maintain accurate opportunity management, forecasting, customer activity, and pipeline information in Salesforce CRM.
Develop and execute joint business plans with strategic technology manufacturers and ecosystem partners.
Coordinate customer meetings, executive briefings, technology demonstrations, and solution workshops.
Represent MGT at industry conferences, customer events, trade shows, and professional associations throughout the territory.
Achieve or exceed assigned revenue, gross profit, and margin objectives.
Maintain a healthy pipeline capable of supporting quarterly and annual sales goals.
Meet sales activity expectations, including executive meetings, prospecting, opportunity creation, and account planning.
Increase revenue in existing accounts while acquiring new strategic SLED customers.
Develop productive relationships with strategic manufacturer account teams and channel partners.
Deliver accurate sales forecasts and maintain CRM data integrity.
Support high customer satisfaction and long-term account retention.