Enterprise Account Executive - SLED; Google Public Sector

Job Summary

The Enterprise Account Executive – SLED (Google Public Sector) is responsible for growing Nelnet Government Services within the State, Local, and Education (SLED) market. The role creates a qualified pipeline, shapes opportunities, and closes services‑led technology engagements across state agencies, local governments, K–12, and higher education.

• National coverage & relationship‑led focus: Drive national new‑business development with emphasis on priority "footprint" states and agencies where Nelnet is positioned to win.
• Relationship building: Leverage existing relationships and build new executive connections; develop target‑buyer maps and relationship plans across IT, program, finance, and procurement stakeholders.
• Pipeline creation & opportunity qualification: Create, qualify, and advance net‑new opportunities for services‑led technology transformation engagements; run discovery to confirm business outcomes, technical scope, buying process, funding, and timeline; maintain clear next steps.
• Pipeline health: Build and maintain a healthy pipeline aligned to quota and required coverage (targets set by leadership).
• Capture, procurement & competitive positioning: Monitor and influence procurement activity (RFI/RFQ/RFP) and pursue pre‑RFP shaping where possible; lead/coordinate capture plans, win themes, teaming strategy, and executive engagement plans for priority pursuits; partner with internal proposal resources to storyboard responses, coordinate inputs, and support orals and negotiations.
• Solution selling & deal execution: Lead the end‑to‑end sales cycle from first meeting through contracting, including solution shaping, pricing alignment, and close plans; translate technical capabilities into clear value propositions and measurable outcomes for non‑technical audiences; drive internal alignment across delivery, solution architecture, legal, and leadership to ensure solutions are credible and executable.
• Partner‑led motions (including Google Public Sector): Co‑sell with strategic partners to identify joint opportunities and accelerate pipeline; coordinate partner field engagement, account planning, and shared pursuit strategy; ensure roles/responsibilities are clear.
• Forecasting, CRM discipline & performance: Forecast accurately, maintain disciplined CRM hygiene, and communicate risks, asks, and close dates transparently; achieve or exceed quarterly and annual targets for bookings, pipeline, and strategic account penetration.
• Market presence & thought leadership: Represent Nelnet at relevant SLED conferences, association meetings, and industry events; build brand credibility in‑market; provide market intelligence to inform solution packaging, messaging, and go‑to‑market priorities.

• Required qualifications:
• 5+ years of quota‑carrying sales experience, including 5+ years selling to SLED (state/local/education) organizations.
• Demonstrated working knowledge of modern software delivery practices and emerging AI technologies, including agentic AI workflows and data science applications.
• Ability to translate AI/GenAI capabilities into compelling value propositions for SLED clients navigating digital transformation, connecting technical concepts to business outcomes, compliance considerations, and procurement realities.
• Experience with partner‑led public sector motions, specifically Google Public Sector, including co‑sell execution, partner field alignment, and joint pursuit strategy.
• Proven success selling complex technology services/solutions (e.g., application development, data/AI, GenAI) with long sales cycles and multiple stakeholders.
• Demonstrated ability to lead end‑to‑end pursuits: discovery, qualification, capture planning, proposal/orals support, negotiation, and close.
• Strong working knowledge of SLED procurement and contracting approaches (RFI/RFQ/RFP, budget cycles, evaluation/award processes).
• Executive presence with the ability to build credibility with CIO/CTO and senior program leadership.
• Forecasting rigor and CRM discipline; comfort operating in a metrics‑driven environment.
• Ability to travel as needed to support customer and partner engagement.
• Ability…