Field Account Executive - SLED

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one:
Zones – First Choice for IT.TM

Field Account Executive – SLED Sales to drive growth across State, Local Government, and Education (SLED) customers. This is a field-based, quota-carrying sales position responsible for developing strategic customer and partner relationships, expanding existing accounts, acquiring new customers, and positioning Zones’ technology solutions and services to address the evolving needs of public-sector organizations.

The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

• Develop and execute strategic account plans for assigned SLED customers.
• Build trusted relationships with CIOs, CTOs, IT directors, procurement leaders, department heads, and other key decision makers.
• Identify new business opportunities within existing accounts and develop strategies to expand Zones’ share of wallet.
• Prospect for and acquire new SLED customers within the assigned territory.
• Maintain a healthy pipeline of qualified opportunities sufficient to achieve and exceed assigned sales quotas.
• Conduct regular customer meetings, business reviews, technology discussions, and executive engagements.
• Develop multi-year relationships that position Zones as a strategic technology partner rather than simply a product supplier.

• Develop a strong understanding of State, Local Government, K-12, and higher-education purchasing processes.
• Navigate government procurement requirements, competitive bids, RFPs/RFQs, cooperative contracts, master agreements, and other purchasing vehicles.
• Identify upcoming solicitations and influence opportunities before they reach the formal procurement stage.
• Leverage available state, local, education, cooperative, and national contract vehicles to accelerate customer purchases.
• Coordinate with Zones’ contracts and proposal teams on RFP/RFQ responses and other public-sector opportunities.
• Maintain awareness of public-sector technology spending priorities, budget cycles, fiscal-year deadlines, and procurement timelines.

• Position Zones’ portfolio of hardware, software, cloud, cybersecurity, networking, data center, collaboration, managed services, professional services, and lifecycle solutions.
• Engage customers in consultative discussions to understand business and technology challenges.
• Partner with technical resources to develop solutions aligned with customer requirements and budgets.
• Identify opportunities to transition transactional product purchases into higher-value solution and services engagements.
• Develop executive-level presentations and business cases demonstrating the value of proposed solutions.

• Develop productive relationships with key technology manufacturers and channel partners.
• Collaborate with OEM representatives on account strategies, joint customer engagements, demonstrations, events, and opportunity development.
• Leverage partner resources, funding, incentives, technical expertise, and solution capabilities to increase win rates.
• Coordinate joint go-to-market strategies with strategic technology partners.

• Consistently achieve or…