Southern Region Growth Manager
The IT Company is looking for a highly motivated, full-cycle Growth Manager with experience in the Architecture, Engineering and/or Construction market, to further build our presence in technology services across the Southern United States.
As the Growth Manager for the South Region, you will be responsible forparticipating in the openingof a new greenfield territory focused on the AEC market. You will do this by building relationships with AEC business leaders, and bringing new managed IT, IT assessment, fractional CXO, workflow, automationand AI enablement engagements to The IT Company .
This is a role for a self-starter who is comfortable with autonomy with accountability, who is energized by winning, being a part of building something new, and who is committed to disciplined sales activity that turns into long-term client relationships.
If you have a passion for sales, for winning, for how technology can help a business win, a strategic mindset, the discipline to work a large geographic territory, and the drive then this opportunity is for you.
Territory and Vertical
- Primary Territory: Southern United States — TX, LA, MS, AL, GA, FL, TN (Middle and West only), NC, and SC.
- Primary Focus States: TX, AL, GA, FL, NC, and SC, plus Middle and West Tennessee.
- Note: East Tennessee is covered by the local Knoxville representative and is excluded from this territory.
- Primary Vertical: AEC - Architecture, Engineering, and Construction
- This is a remote role. The BDM is expected to work from within the territory and travel regularly to client meetings, COI meetings, and AEC association events.
Key Responsibilities
Territory Development
- Execute a territory plan that drives qualified pipeline and closed MRR across the Southern region.
- Identify, research, and engage AEC firms (Architecture, Engineering, and Construction) that fit ITCO's ideal client profile.
- Develop and maintain relationships with Centers of Influence (COIs), referral partners, and AEC-vertical associations (CFMA, AGC, ABC, AIA, and regional equivalents) within the territory.
- Identify and pursue speaking, sponsorship, and lunch-and-learn opportunities at AEC association chapters within the territory.
Pipeline Generation and Management
- Generate First Time Appointments (FTA’s) that have high potential to convert to Qualified First-Time Appointments (QFTAs) through outbound prospecting, networking, COI activity, and inbound lead conversion.
- Progress opportunities through the defined sales process for ITCO.
- Maintain accurate and timely CRM records, including stage progression, margin, term, deal review, and next-step commitments.
- ITCO leverages AI technology and intelligence throughout the sales process, therefore thorough and consistent note taking, and leverage of recording solutions and timely uploading of this information into the CRM throughout the entire process is expected and required.
- Participate in regular open and frequent communication, deal reviews, and pipeline reviews with sales leadership.
Solution Selling
- Sell ITCO's full portfolio of offerings, including managed IT services (MSP), IT assessments, fractional CXO and strategy engagements, AI enablement, and purpose-built application development.
- Lead discovery conversations that uncover client business goals, risk, and unconsidered needs — not just IT pain points.
- Partner with Solutions Engineering and Strategic Advisors to scope, propose, and close complex engagements.
- Negotiate term, margin, and scope within ITCO's standards — minimum 36-month MSP agreements, 70% target blended gross margin, and AEC deal-size minimums.
Client Engagement and Handoff
- Serve as the client's primary point of contact from first conversation through MRR signature, including for project engagements that convert to MRR within 12 months.
- Participate in client handoffs to the onboarding, delivery, and account management teams once an engagement is