Territory Account Manager

Territory Account Manager - Public Sector (SLED) Focused

FLSA STATUS: Exempt

Location: Livermore, CA

WHO WE ARE:

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. Hear more about MGT’s culture in the words of ouremployees.

WHAT YOU’LL DO:

A Territory Account Manager 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 is 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.

• 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.

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.

WHAT YOU’LL BRING:

Successful Territory Account Managers consistently:

• 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.

Education

• Bachelor's degree preferred or equivalent combination of education and professional sales experience.

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.

Skills & Competencies

• 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

Technology Solution Portfolio

The Territory Account Manager will represent MGT's comprehensive technology portfolio including:

• Networking
• Data Center & Hybrid Cloud
• Cloud Infrastructure
• Cybersecurity
• Collaboration & Unified Communications
• Physical Security
• AI & Automation Solutions
• Structured Cabling
• Managed Services

Strategic Technology Partners

Experience working with one or more of the following manufacturers is preferred:

• Cisco
• HPE
• Palo Alto Networks
• Fortinet
• IBM
• Verkada
• Singlewire
• Centegix
• Zoom
• Nutanix

Work Environment

This position may be performed remotely or from an MGT office location, but employee must reside within their assigned territory. The majority of customer interactions are conducted virtually using Microsoft Teams, Zoom, phone, and email. Periodic travel within the assigned territory is expected for customer meetings, strategic partner engagements, industry conferences, and business development activities.

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

Compensation: The base salary range for this position is $95,000 - $105,000 annually. This position is also eligible for variable sales commissions under MGT’s sales incentive compensation plan. At target performance, the anticipated annual commission opportunity is approximately $81,000 - $89,500 resulting in target on-target earnings (OTE) of approximately $176,000 - $194,500. OTE is based in part on the seller’s assigned quota and may vary based on quota adjustments, individual performance, and the terms of the applicable incentive compensation plan. This is MGT’s good faith estimate of the wage/salary compensation for this position at the time of posting. In providing this information, it should be noted that the compensation information and/or range is subject to change, amendment, or modification at any time in the sole discretion of MGT with or without notice. Further, by providing this information, MGT does not guarantee or make any representations regarding where a successful applicant may fall within the published wage/salary range in terms of an offer of employment, at the inception of prospective employment, or how an employee may progress through a wage/salary range.

MGT Impact Solutions, LLC is an equal opportunity employer. We will not discriminate against any employee or applicant for employment on the basis of race, color, religion, sex, national origin, age, disability, marital status, genetic information, sexual orientation, pregnancy, gender identity, or any other characteristic or class protected by law.