Major Account Manager, SLED

Key Responsibilities

• 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 Florida 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 25–35%)
• Bachelor’s degree or equivalent experience
• Must be eligible to work in the US without sponsorship from an employer now or in the future.

• Existing relationships within Florida state agencies, municipalities, 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

EOE M/F/Veterans/Persons with disability