Enterprise Account Manager

About the role

The Enterprise Account Manager is responsible for managing, retaining, and expanding a portfolio of approximately 10‑15 strategic Public Sector (SLED) enterprise accounts while developing targeted white‑space opportunities within an assigned territory. This senior sales role focuses on building executive‑level relationships, developing long‑term account strategies, and delivering innovative technology and services that align with customers' strategic initiatives.

Responsibilities

• Own and grow a portfolio of approximately ten to fifteen strategic Public Sector (SLED) enterprise accounts.
• Develop and execute comprehensive multi‑year account plans that identify customer priorities, technology roadmaps, procurement strategies, and growth opportunities.
• Expand existing customer relationships through cross‑selling, upselling, and increased solution adoption.
• Identify, qualify, and develop targeted white‑space accounts within the assigned territory.
• Build trusted‑advisor relationships with Superintendents, CIOs, CTOs, CISOs, IT Directors, Business Officials, Purchasing leaders, and other executive stakeholders.
• Establish executive alignment between customer leadership, strategic manufacturers, and MGT leadership.
• Generate new business via executive networking, referrals, strategic prospecting, cooperative purchasing contracts, RFP/RFQ responses, industry events, and manufacturer partnerships.
• Develop competitive account strategies to win new enterprise customers and displace incumbent providers.
• Identify funding opportunities, technology refresh cycles, and strategic initiatives that align with MGT's portfolio.
• Lead complex sales engagements across Networking, Data Center, Cybersecurity, Collaboration, Cloud & Data, Physical Security, AI, Professional Services, and Managed Services.
• Partner with Solutions Architects and technical specialists to design and present comprehensive technology solutions.
• Collaborate with Solution Architects, Engineering, Sales Support, Renewals Support, Professional Services, and Managed Services teams to design and deliver solutions.
• Coordinate internal resources throughout the sales lifecycle to ensure successful solution design, proposal development, implementation planning, and customer satisfaction.
• Present executive business cases, technology roadmaps, and ROI analyses to senior customer leadership.
• Maintain accurate CRM records, opportunity forecasting, pipeline management, and account activity.
• Consistently achieve revenue, gross profit, and margin objectives.
• Develop and maintain a healthy pipeline of qualified opportunities across existing and new customers.
• Participate in quarterly business reviews, strategic planning sessions, and sales forecasting activities.
• Build strong relationships with strategic manufacturer account managers, systems engineers, channel leaders, and executive teams.
• Collaborate with Professional Services, Managed Services, and Customer Success teams to ensure exceptional customer experiences.
• Participate in joint account planning and co‑selling initiatives with strategic technology partners.

Requirements

• Seven (7) or more years of enterprise technology sales experience, preferably within the Public Sector (SLED).
• Proven success managing strategic enterprise accounts and developing new business.
• Experience navigating public sector procurement, cooperative purchasing contracts, and competitive bid processes.
• Working knowledge of enterprise infrastructure, cybersecurity, cloud, networking, collaboration, and managed services.
• Experience developing proposals, Statements of Work (SOWs), Bills of Material (BOMs), executive presentations, and solution recommendations.
• Proficiency with Salesforce or similar CRM platforms.

Qualifications

• Bachelor’s degree in Business, Information Technology, Marketing, or a related field preferred (equivalent enterprise technology sales experience will be considered).

Benefits

• Flexible and remote work options with a commitment to equity.
• Professional development opportunities for career growth.
• Flexible paid time off.
• 5% 401(k) matching program.
• Equity opportunities.
• Incentive and bonus programs.
• Up to 16 weeks of paid parental leave.
• Flexible spending accounts.
• Full‑health benefits (medical, dental, and vision) with base employee coverage fully funded.
• Life insurance.
• Short‑ and long‑term disability coverage.
• Income protection benefits.

Compensation

The position offers a competitive compensation package that includes the benefits listed above, equity participation, and performance‑based incentive and bonus programs.