Major Account Manager
FLSA Status: Exempt
Location: Remote, Livermore, CA

WHAT YOU'LL DO:

The Major Account Manager is responsible for driving profitable growth by expanding existing Public Sector SLED customer relationships while 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 focuses on identifying, qualifying, developing, and advancing complex technology opportunities across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Digital Infrastructure, and Managed Services. The Major Account Manager serves as a trusted advisor to customers and collaborates closely with strategic technology partners, manufacturer sales teams, solution architects, and internal cross-functional resources to deliver business outcomes aligned with customer objectives.

Success in this role requires strong consultative selling skills, executive relationship development, strategic account planning, and disciplined opportunity management. The Major Account Manager is expected to lead customers through the complete sales lifecycle while consistently achieving revenue, profitability, and customer satisfaction objectives.

This position requires frequent outbound customer engagement, executive meetings, virtual collaboration, local travel throughout the assigned territory, participation in industry events, and close partnership with internal sales, engineering, and manufacturer teams. In this role you will:

• 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 designed to increase wallet share within existing customers while identifying and penetrating 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 entire 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 comprehensive technology solutions.
• Develop opportunities across MGT's portfolio of Networking, Data Center, Cybersecurity, Collaboration, Cloud, Physical Security, AI, Professional Services, and Managed Services.
• Maintain accurate opportunity management, forecasting, customer activity, and pipeline information within 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.

Performance Expectations

• Achieve or exceed assigned revenue, gross profit, and margin objectives.
• Maintain a healthy pipeline capable of supporting quarterly and annual sales goals.
• Consistently achieve sales activity expectations, including executive meetings, prospecting activities, opportunity creation, and account planning.
• Increase revenue within existing customer accounts while acquiring new strategic SLED customers.
• Develop productive relationships with strategic manufacturer account teams and channel partners.
• Deliver accurate sales forecasts and maintain CRM data integrity.
• Demonstrate high levels of customer satisfaction and long-term account retention.

WHAT YOU'LL BRING:

• Five (5) or more years of successful technology sales experience, preferably within the Public Sector SLED market.
• 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.

EDUCATION AND EXPERIENCE:

• Bachelor's degree preferred; equivalent professional sales experience will be considered.

WHAT WE OFFER:

Our world-class work environment encompasses flexible and remote work options, a commitment to equity, and nationally respected teams in management consulting and technology services. We also offer opportunities to make a profound social impact through innovative projects, and professional development opportunities for career growth. Here you can read more about our extensive Employee Value Proposition (EVP).

Specifically, we will offer you a competitive compensation package including:

• 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