Territory Account Manager

MGT Careers•Portland, OR

4d•Hybrid

About The Position

Territory Account Manager – Public Sector (SLED) Focused. This is a hunter-focused sales role designed to accelerate growth across an assigned geographic territory by identifying, developing, and winning new business within the State, Local Government, and Education (SLED) market. This position thrives on prospecting, building relationships from the ground up, and creating opportunities within largely untapped ("white space") accounts. The Territory Account Manager is responsible for executing strategic business development initiatives, establishing trusted relationships with technology and business decision-makers, and positioning MGT as a preferred technology advisor. The position opens doors, builds executive relationships, uncovers customer challenges, and partners with technical resources to deliver innovative technology solutions. Success in this role is measured by pipeline generation, new customer acquisition, revenue growth, forecast accuracy, and long-term customer development.

Requirements

Generate new qualified opportunities through proactive prospecting.
Build and maintain a robust sales pipeline.
Acquire new customers while expanding existing relationships.
Meet or exceed revenue, gross profit, and margin objectives.
Consistently execute daily sales activities including outbound calls, virtual meetings, customer visits, and follow-up.
Maintain accurate sales forecasts and CRM data.
Develop trusted relationships with customers and strategic technology partners.
Demonstrate strong collaboration across sales, engineering, operations, and leadership teams.
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
Networking
Cisco
HPE
Palo Alto Networks
Fortinet
IBM
Verkada
Singlewire
Centegix
Zoom
Nutanix
Reside within their assigned territory.

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.

Benefits

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