Territory Account Manager

MGT•,

5d•Hybrid

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 1,200 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 13 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

Bachelor's degree preferred or equivalent combination of education and professional sales experience.
Two (2) or more years of successful B2B technology sales, business development, or public sector sales experience.
Experience prospecting and developing new customer relationships.
Demonstrated success managing a sales pipeline and achieving revenue goals.
Experience selling complex technology solutions and professional services preferred.
Familiarity with public sector procurement processes, cooperative purchasing contracts, and RFP/RFQ environments is a plus.
Self-Motivation
Results Orientation
Time Management & Organization
Collaboration
Business Development
Strategic Prospecting
Territory Management
Consultative Solution Selling
Executive Relationship Building
Opportunity Qualification
Sales Pipeline Management
Account Planning
Presentation & Communication Skills
Negotiation

Nice To Haves

Experience selling complex technology solutions and professional services
Familiarity with public sector procurement processes, cooperative purchasing contracts, and RFP/RFQ environments

Responsibilities

Develop and execute a strategic territory business plan focused on expanding MGT's presence within assigned SLED markets.
Identify, prospect, and develop new business opportunities within white-space accounts through outbound calling, email campaigns, networking, referrals, social selling, and partner engagement.
Build relationships with executive leadership, IT leadership, procurement officials, and operational stakeholders throughout state agencies, local governments, K-12 districts, higher education institutions, and special districts.
Develop a healthy pipeline of qualified opportunities by consistently executing prospecting and business development activities.
Conduct virtual customer meetings, discovery sessions, presentations, and solution discussions while leveraging in-person meetings for strategic opportunities.
Collaborate with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams to design and deliver comprehensive technology solutions.
Develop account strategies that identify customer initiatives, funding opportunities, refresh cycles, and long-term technology roadmaps.
Build strong relationships with strategic technology partners, manufacturers, distributors, and channel account managers to jointly identify and pursue opportunities.
Prepare customer presentations, proposals, quotations, statements of work, and executive business reviews.
Maintain accurate opportunity, activity, forecasting, and pipeline information within Salesforce CRM.
Achieve or exceed monthly, quarterly, and annual sales objectives, including pipeline generation, revenue, profitability, and new logo acquisition.
Represent MGT at customer events, conferences, manufacturer events, and regional networking activities.