Major Account Manager - Anaheim, CA

MGT Careers•Anaheim, CA

1d•$123,500 - $136,500•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 and data, physical security, AI, digital infrastructure, professional services, and managed services. The position serves as a trusted advisor to customers and works with 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 Major Account Manager leads customers through the full sales lifecycle and is expected to meet revenue, profitability, and customer satisfaction objectives. The role involves frequent outbound customer engagement, executive meetings, virtual collaboration, local travel throughout the assigned territory, industry events, and close partnership with internal sales, engineering, and manufacturer teams. MGT is a provider of technology and advisory solutions for state, local, and education government agencies across the United States. The company reports almost 1,200 employees and serves thousands of agencies. It offers flexible and remote work options, professional development opportunities, and projects intended to make a social impact. The position is remote in the Anaheim, California area.

Requirements

Five or more years of successful technology sales experience; Public Sector SLED experience is preferred.
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.
Ability to perform the essential duties satisfactorily, with reasonable accommodations available for individuals with disabilities.

Nice To Haves

Public Sector SLED technology sales experience.
Bachelor’s degree; equivalent professional sales experience will be considered.

Responsibilities

Manage and grow a portfolio of 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 complete 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 networking, data center, cybersecurity, collaboration, cloud, physical security, AI, professional services, and managed services.
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 and maintain a pipeline capable of supporting quarterly and annual sales goals.
Meet sales activity expectations, increase existing-account revenue, acquire new strategic SLED customers, and build productive relationships with manufacturer account teams and channel partners.
Deliver accurate sales forecasts, maintain CRM data integrity, and support customer satisfaction and long-term account retention.

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.
Full-health benefits with base employee coverage fully funded, including medical, dental, and vision coverage.
Life insurance.
Short- and long-term disability coverage.
Income protection benefits.
Flexible and remote work options.
Professional development opportunities for career growth.