Major Account Manager SLED

Job Description

Own and grow territory pipeline and revenue across:

• State agencies
• County & municipal governments
• K–12 school districts and consortiums
• Higher Education Institutions

Build and maintain strong relationships with key IT and procurement decision-makers

Develop and execute strategic account and territory plans

Work with internal stakeholders (SEs, Channel, Marketing) to align on account strategy and execution

Engage partners and resellers to extend reach and drive co-selling

Manage full sales cycle: lead generation, qualification, demo/presentations, proposal, negotiation, close

Navigate government procurement processes (RFPs, contracts, coops, state vehicles)

Forecast and report on pipeline, performance, and key wins to leadership

Attend and represent the company at regional SLED events and industry conferences

• 5+ years of direct sales experience in enterprise technology, preferably in cybersecurity, SaaS, networking, or infrastructure
• Proven success selling into State, Local Government, and/or Education accounts
• Strong understanding of State of Florida or State of Georgia procurement, budgeting cycles, and funding mechanisms
• Demonstrated ability to manage complex sales cycles and strategic accounts
• Self-starter with excellent communication, organization, and relationship-building skills
• Ability to travel regionally as needed (estimated 50%)
• Bachelor’s degree or equivalent experience

• Existing relationships within Florida or Georgia state agencies and Higher Education Institutions
• Experience working with or through public sector channels and distributors
• Knowledge of cybersecurity frameworks and compliance requirements in SLED
• Experience using Salesforce or similar CRM

Must be authorized to work in the US without sponsorship now or in the future

EOE M/F/Veterans/Persons with disability