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MGT · 1 week ago

Account Executive / VP - Strategic Account Partnerships

United States

Full-time

Remote

Senior Level, Lead/Staff, Director/Executive

10+ years exp

MGT is a leading provider of technology and advisory solutions serving state, local, and education government agencies across the United States. The Vice President, Strategic Account Partnerships will be responsible for building and scaling the Strategic Account Management program, focusing on developing transformative client relationships in the education and public sectors.

ConsultingInformation Technology

Responsibilities

Creatively find ways to approach and progressively get close to clients to become a trusted advisor and an extension of the client’s leadership team

Collaborate with internal Subject Matter Experts (SMEs) to deepen relationships within key SIS/TSG accounts and actively participate in client projects to build strong, impactful relationships and gain insights into client needs

Partner closely with client-facing teams and relationship owners to drive cross-sales and expand opportunities within past and existing accounts, spanning SIS/TSG

Proactively target and pursue high-potential cross-sales opportunities within SIS/TSG accounts to meet emerging clients and market needs across the SIS portfolio – can be done by working through existing MGT relationships (internal and external), or leading direct outreach

Continuously progress the sales motion to connect the right MGT SME with the client for a highly effective solution discussion that uniquely addresses needs

Opportunistically identify and transition TSG opportunities to the technology Account Managers

Track and measure account performance, ensuring alignment with business growth objectives

Initiate and facilitate internal cross-functional meetings and cross-MGT introductions with board members, advisors, and 3rd party Business Transaction Associates (BTAs) to drive collaboration and cross-sales

Own operational support and project management activities within assigned SIS/TSG accounts and mini-territory (more below), including facilitating the involvement of SMEs to drive cross-sales

Foster internal relationships and communication between SIS and TSG team members to promote organic, substantial, and consistent business development collaboration, yielding opportunities to penetrate net new accounts for SIS and TSG

Conduct and review market research on industry trends and competitive intelligence to identify client needs that MGT can support within existing accounts and potential net new clients in the assigned territory

Collaborate with a matrixed team to identify early-stage (pre-RFP) opportunities and leverage those insights to facilitate introductions, drive cross-sales, and support proactive outreach efforts

Develop a thorough understanding of MGT’s solutions, primarily focusing on SIS/MC solutions, to qualify and prioritize opportunities in TSG accounts, and vice versa

Ensure required pipeline coverage, maintain pipeline quality and health, and accurately drive the VP/SAM goals aligned with account bookings and revenue commitments

Partner with the Business Intelligence team to develop and maintain insights on assigned accounts and mini-territories; provide leadership and oversight on RFP efforts across the account list, including defining win-themes, capturing client insights, and serving as the sponsor on proposal responses to ensure completeness, alignment, and quality

Qualification

EDU experienceBusiness developmentStrategic Account ManagementSales experienceCross-functional collaborationEntrepreneurial mindsetCommunicationProblem-solvingRelationship building

Required

A bachelor's degree is required

Experience working inside EDU is required; a deep understanding of the education (K-12 & higher ed), and a network of existing relationships with education/government leaders

Sales experience with a proven track record of overachievement against key objectives, developing alliances, and generating new business revenues

Excellent written and verbal communication skills; ability to present to public officers, including their managing boards

Ability to sell solutions in a multiproduct and multiservice environment

Ability to lead and develop strong, trusting relationships within a high-functioning team

Proven ability to work with cross-functional teams and achieve success for clients

Comfortable presenting webinars, events, and training

Eager to operate under a Sales Incentive Plan that includes a generous base and ample opportunity to increase their income through accelerated attainment and commissions