Job Description

Strategic Account Manager (SAM) (Ed Tech and Higher Edu)
FLSA Status: Exempt 
Full-Time 
Location: Remote, US-based 

Reports to: Operating Group General Manager

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 our employees 

ABOUT TAMBELLINI:

The Tambellini Group, a part of MGT Impact Solutions, is a leading technology research and advisory firm specializing in higher education technology. As the foremost industry authority, we provide objective, data-driven guidance to educational institutions and edtech vendors who are navigating the complex landscape of technology solutions.

With our deep understanding of the unique challenges and opportunities within the higher education sector, The Tambellini Group offers unparalleled insights into technology trends, market analyses, and vendor capabilities. Our team of experts brings together a wealth of experience in both technology and education, ensuring that our clients receive comprehensive and tailored strategies to meet their specific needs.

WHAT YOU’LL DO: 

Tambellini Group is seeking a Strategic Account Manager (SAM) to drive growth within the higher education market by combining account expansion, executive relationship management, and proactive business development (hunter) activities.

This role is responsible for developing and executing strategic account plans, identifying new market opportunities, and leading complex sales pursuits across colleges, universities, and higher education technology providers, with a particular focus on our Technology Vendor Management (Contract Negotiations) solution area.

You will:

Strategic Account Management & Growth:

• Develop and execute multi-year strategic account plans for key higher education institutions and partners.

• Expand relationships within existing accounts, increasing share of wallet across research, advisory, and consulting services.

• Build and maintain trusted advisor relationships with cabinet-level leaders (CIO, CFO, Provost, etc.).

• Align Tambellini insights and MGT capabilities to institutional priorities (IT modernization, ERP, student success, AI, etc.).

New Business Development:

• Proactively identify, target, and penetrate net-new logos within the higher education sector.

• Develop and execute territory and vertical go-to-market strategies aligned to growth objectives.

• Generate pipeline through outbound prospecting, industry engagement, and thought leadership positioning.
• Lead early-stage discovery and shape opportunities before formal procurement cycles.

Sales Execution and Deal Leadership:

• Own the full sales lifecycle: prospecting, qualification, solution positioning, proposal development, negotiation, and close.

• Lead complex, multi-stakeholder sales pursuits, including RFP responses and competitive positioning.

• Develop account-specific capture strategies to increase win probability on strategic deals.

• Consistently meet or exceed individual and team revenue targets.

Vertical Expertise and Market Leadership:

• Develop deep expertise in higher education trends, technology ecosystems, and buying behavior.

• Translate industry insights into compelling client messaging and value propositions.

• Partner with internal research and advisory teams to bring data-driven insights into sales conversations.

• Represent Tambellini/MGT at industry events, conferences, and executive briefings.

Cross-Functional Collaboration:

• Partner across MGT business units to deliver integrated solutions to clients.

• Coordinate with delivery, research, and marketing teams to ensure alignment from sale through execution.

WHAT YOU'LL BRING:

• Bachelor’s degree in Business, Marketing, or related field (preferred)

• Previous experience working in Higher Education institutions at CXO level preferred

• Minimum of 7 years of experience in consultative sales, account management, or business development within:

• • Higher education

• • Technology, SaaS, or advisory services

• Proven ability to both hunt (net-new business) and farm (grow strategic accounts)

• Demonstrated success selling into complex, executive-level environments

• Experience managing long, consultative sales cycles and large deal sizes

• Strong understanding of higher education institutions, buying processes, and IT landscape

• Ability to develop and execute account strategies and sales capture plans

• Excellent communication, presentation, and negotiation skills

• Willingness to travel (approximately 50%)

WHAT WE OFFER:

Our world-class work environment includes 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, alongside professional development opportunities for career growth.

We offer 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, including:

• 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. 

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.