Regional Sales ManagerFLSA Status: ExemptLocation: Dallas/Fort Worth, TX (On-Site)WHAT YOU'LL DO: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.
In this role, you will:
Sales Leadership- 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.
Revenue Growth & Business Development - 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.
Pipeline & Operational Management - 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.
Customer & Partner Engagement - 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.
Talent Development - 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.
Performance Expectations Success in this role will be measured by:
- Regional revenue and gross profit attainment.
- Team quota achievement and individual strategic account performance.
- Pipeline health, opportunity conversion rates, and forecast accuracy.
- New customer acquisition and existing account expansion.
- Employee development, engagement, and retention.
- Customer satisfaction and long-term relationship growth.
- Strategic manufacturer partner engagement and business planning.
- CRM adoption, operational discipline, and sales process execution.
WHAT YOU WILL BRING:- 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.
Education & Experience - Bachelor's degree in Business, Marketing, Information Technology, or a related field preferred, or an equivalent combination of education and professional experience.
WHAT WE OFFEROur 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:
- 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
- Short and long-term disability coverage
- Income protection benefits
ADA Notice: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
