Regional Sales Manager

MGT•Fort Worth, TX

16h•Onsite

About The Position

As a Regional Sales Manager, you will be responsible for leading, developing, and growing a high-performing regional sales team serving State, Local Government, and Education (SLED) customers across Enterprise, Major (Mid-Market), and Territory account segments. This player-coach leadership role is accountable for driving regional revenue growth, executing corporate sales strategies, developing talent, and maintaining strong customer and partner relationships while carrying both a team quota and an individual strategic account quota. The Regional Sales Manager provides direct leadership to Account Managers by establishing performance expectations, coaching consultative selling skills, reviewing sales performance, managing forecasts, and ensuring disciplined pipeline management. This role collaborates closely with executive leadership, Sales Engineers, Professional Services, Managed Services, Marketing, Operations, and manufacturer partners to ensure customers receive exceptional service throughout the entire sales lifecycle. To be successful, you must possess a thorough understanding of MGT's technology portfolio, professional services, managed services, and business practices. The individual will serve as the primary escalation point for complex customer engagements while building strategic relationships with executive-level customer stakeholders, manufacturer partners, and internal cross-functional teams.

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.