Regional Sales Manager

MGT Careers • Fort Worth, TX

10d • Onsite

About The Position

MGT is a leading provider of technology and advisory solutions serving state, local, and education government agencies (SLED) across the United States. Through client partnerships, MGT’s almost 1,000 employees impact communities for good by managing and securing critical networks, solving complex human capital and fiscal problems, elevating education systems, and advancing equity as a performance imperative. MGT partners with thousands of agencies as a trusted advisor delivering solutions that improve technology, operational, and economic performance to help communities thrive. Founded in 1975, MGT initiated an ambitious restart in 2016, broadening the solutions portfolio to provide the most specialized solutions, tackling the most mission-critical problems that live at the top of the public agency leadership agenda. MGT drives over 20% compound annual organic growth and utilizes programmatic mergers and acquisitions to grow capabilities, attract top talent, and accelerate growth scale. Since 2020, MGT has successfully completed 10 acquisitions, driving over 60% compound annual inorganic growth. Celebrating its 50th year in 2025, the firm attracts exceptional talent and empowers them to exceed client expectations as they navigate the dynamic demands of the clients we serve.

Requirements

• Seven (7) or more years of successful technology sales, business development, or public sector sales experience.
• Three (3) or more years of sales leadership experience managing technology sales professionals.
• Experience selling technology solutions into State, Local Government, and Education (SLED) organizations preferred.
• Demonstrated success leading consultative, solution-based sales organizations.
• Experience managing complex, multi-million-dollar sales opportunities.
• Familiarity with public sector procurement processes, cooperative purchasing contracts, RFP/RFQ responses, and budget cycles.
• Bachelor's degree in Business, Marketing, Information Technology, or a related field preferred, or an equivalent combination of education and professional experience.

Responsibilities

• Lead, coach, mentor, and develop a regional team of Account Managers supporting Enterprise, Major (Mid-Market), and Territory accounts.
• Establish individual and team performance objectives aligned with corporate revenue, profitability, and growth initiatives.
• Conduct regular one-on-one coaching sessions, pipeline reviews, forecast meetings, and quarterly business reviews.
• Develop and execute regional business plans designed to increase market share and accelerate growth within assigned territories.
• Foster a culture of accountability, collaboration, customer success, and continuous improvement.
• Drive regional sales performance to achieve revenue, gross profit, and strategic growth objectives.
• Maintain responsibility for both a regional team quota and an individual quota supporting designated strategic accounts.
• Assist Account Managers with executive-level customer engagement, opportunity qualification, account planning, and complex negotiations.
• Promote cross-selling of Networking, Cybersecurity, Data Center, Cloud, Physical Security, Collaboration, AI, Professional Services, Managed Services, and Advisory Services.
• Identify and develop new business opportunities while expanding existing customer relationships.
• Review and maintain accurate sales forecasts and pipeline reporting.
• Monitor opportunity progression, sales activity, and CRM compliance.
• Analyze sales performance metrics to identify trends, opportunities, and improvement initiatives.
• Monitor gross margin performance while approving discount requests and strategic pricing decisions within company guidelines.
• Track regional sales expenses and ensure compliance with approved budgets.
• Serve as the executive escalation point for customer issues and strategic opportunities.
• Build trusted relationships with executive customer leadership across State, Local Government, and Education organizations.
• Collaborate closely with manufacturer partners, distributors, and strategic alliance teams to develop joint account strategies and business plans.
• Represent MGT at customer meetings, industry events, executive briefings, and partner engagements.
• Stay current on emerging technologies, market trends, competitive positioning, and public sector procurement programs.
• Recruit, interview, onboard, and retain high-performing sales professionals.
• Identify coaching opportunities and implement professional development plans.
• Conduct annual performance evaluations and career development discussions.
• Approve employee expenses, time off requests, and other management responsibilities in accordance with company policy.
• Promote collaboration between Sales, Engineering, Marketing, Operations, Finance, and Customer Success teams.

Benefits

• Flexible and remote work options
• Commitment to equity
• Nationally respected teams in management consulting and technology services
• Opportunities to make a profound social impact through innovative projects
• Professional development opportunities for career growth
• Competitive compensation package
• Flexible paid time off
• 5% 401K 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, comprising: Medical, dental, and vision coverage
• Life insurance
• Short and long-term disability coverage
• Income protection benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Manager