Account Executive

4 days ago

Tallahassee, United States MGt Full time
Account Executive
Full-Time
Location: Florida, Texas, California

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 1,000 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 10 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 our employees.

WHAT YOU'LL DO:

MGT seeks a talented, highly collaborative, mission-oriented Account Executive to seed, build, and scale the Strategic Account Management (SAM) program. At MGT our primary focus is serving the State, Local, and Education (SLED) market, dedicated to developing transformative and enduring client relationships in the education and public sectors, including K-12 districts, philanthropy/non-profits, higher education institutions, and state and local government institutions across the US. We understand the challenges facing communities today, and we can make a difference by bringing together the best and brightest minds in the industry.

The ideal Account Executive (AE) brings relevant SLED experience, having spent time in Education or Government, later transitioning their career to serving the SLED space in a business development capacity.Experience establishing and growing early-stage Strategic Account programs for companies that operate in SLED is desirable. The AE excels in problem-solving and creative thinking to develop innovative industry solutions, builds strong relationships, and amplifies our efforts by identifying client challenges and seamlessly connecting solutions to create meaningful impact. Given their experience within and serving the space, the Account Executive will understand and relate to the client's needs, transforming them into a robust account strategy to develop solutions that meet their unique needs.

With a primary focus on MGT's Social Impact Solutions (SIS) client set, the AE actively mines the territory assigned to them to identify opportunities to cross-sell SIS and, opportunistically, TSG (Technology Solutions Group) solutions. The AE will also identify net new account opportunities for both SIS and TSG. Responsible for expanding MGT's presence in the market, the Account Executive will work collaboratively with SIS leaders across the enterprise to cultivate a network of robust client relationships to help meet and exceed SIS annual targets. The AE will also opportunistically identify technology solutions opportunities in SIS and net-new accounts within the assigned territory to help TSG and their Account Managers exceed their targets. A key ingredient to succeed in this position is adapting our OneMGT, OneFirm culture, centered on collaboration, embracing a growth mindset, inspiring excellence, and encouraging individuals to bring their best daily.

Responsibilities

Strategic Account Management

  • 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 accounts and actively participate in client projects to build strong, impactful relationships and gain insights into client needs.
  • Develop and implement account plans to achieve revenue targets in collaboration with SIS leaders; partner closely with client-facing teams to execute.
  • Proactively target and pursue high-potential cross-sales opportunities within SIS accounts to meet emerging clients and market needs across the SIS portfolio.
  • 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 accounts, 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.
Opportunity Identification and Pipeline Management
  • 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.
  • Actively consume content provided by MGT's Center for Market Intelligence (CMI) and collaborate to further the insights of early (pre-RFP) opportunity identification.
  • Develop a thorough understanding of MGT's solutions, primarily focusing on SIS solutions, to qualify and prioritize opportunities.
  • Ensure required pipeline coverage, maintain pipeline quality and health, and accurately drive the AE/SAM origination forecast aligned with account bookings and revenue commitments.
  • Partner with the Marketing team to develop and maintain a centralized sales collateral library to support sales efforts.
Essential Attributes
  • Passionate about making a difference in the lives of client communities and aligning sales efforts with impactful outcomes.
  • Excels at building genuine, long-lasting, mutually beneficial relationships with clients and internal stakeholders.
  • Strong empathy skills to relate to clients' needs and challenges. Capable of connecting the client's work to what the organization can offer, playing a strategic role in client engagements.
  • Demonstrates relentless pursuit of new opportunities with a disciplined approach to achieving and exceeding sales targets.
  • Skilled in selling unbranded solutions across diverse accounts, leveraging a broad knowledge base to meet varied client needs.
  • Must demonstrate an interest in learning and continuously expand their understanding of MGT's portfolio of solutions.
  • A true partner to MGT's clients, SIS sellers, and business leaders.
  • Takes initiative and exhibits an entrepreneurial mindset to drive growth and innovation. Thrives in dynamic, start-up-like environments and adapts quickly to changes and challenges.
  • Eager to help build, grow, and scale a brand-new SAM operation.
  • Demonstrates a Never-Lose attitude
WHAT YOU'LL BRING:
  • Bachelor's degree is required. Advanced degrees are preferred.
  • Ten (10) or more years of SLED experience (either in EDU or State & Local), and five (5) years plus in a business development capacity supporting SLED is preferred.
  • Experience working inside SLED is required; a deep understanding of the education (K-12 & higher ed) or state and local government (SLG) ecosystem and a network of existing relationships with education/government leaders.
  • Relevant experience working in a firm serving K-12, higher ed, and/or Public Sector in a consultative or sales role is preferred.
  • 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.
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


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.

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