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 for participating in the opening of 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, automation and 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 signed.

• Represent The IT Company professionally at all client touchpoints, embodying our values.

Activity Discipline

• Maintain consistent prospecting cadence with measurable FTA generation and qualified pipeline growth.

• Travel as needed to support deal flow throughout the territory; for instance, to support qualified FTAs, COI meetings, and association events is expected.

• Host the company and sales leadership during territory visits every four to six weeks with a full slate of pre-scheduled meetings.

• Ongoing sales study and participation in ITCO’s chosen sales system, GrowthOS, is required. IE: training, office hours, live role play, weekly 1:1 with sales coach

Results Expected

• A consistent flow of FTAs and qualified pipeline that demonstrates the territory is being worked effectively.

• New MRR closed against quota in the AEC vertical and within deal-size and margin standards.

• Project engagements focused on AI solutions and Technology Assessments that convert to MRR within 12 months.

• Strong COI and association presence that establishes ITCO as a known and credible AEC technology partner in the territory.

• Long-term client relationships that produce a steady stream of referrals in the AEC vertical.

• Pipeline management: all deals updated as they happen but not later than Monday morning at 8AM.

• Ongoing pipeline funnel coverage maintained at 4x.

Qualifications and Experience

• Proven experience consistently winning business in full-cycle, quota bearing, B2B sales for a minimum of 3-5 years.

• Experience selling into the AEC vertical where relationships and association presence drive business, is required.

• Demonstrated ability to work in remote territories and generate pipeline from their own sources.

• High degree of responsibility and accountability due to the nature of the role being remote and autonomous.

• Experience with sales frameworks such as: Sandler, Challenger, Storybrand, Black Swan, etc. are a bonus

Traits That Resonate for this role:

• You hate losing even more than you love to win.

• You have an uncommon hunger to learn and grow in the technology and AEC space.

• You are humble and coachable – loves input and feedback, with a humble tell me more attitude.

• You exhibit the ability to show discipline with their calendar during a full work week.

• You are not a liar and/or a “brilliant jerk”

Vision, Purpose, and Values

Core Purpose: We exist to help businesses succeed by leveraging the power of technology.

Core Values:

• Be Trustworthy

• Invest in Those Around You

• Always be Improving

• Take Pride in What You Do

Work Conditions and Other Considerations

• Remote role; candidate should reside within the territory.

• Significant travel required throughout the South Region.

• Candidate should have reliable transportation.

• Candidate should be willing to work nights and weekends as required for client and association events.

• Candidate should be able to lift 50 or more pounds.