Major Account Manager SLED

Job Description

Own and grow territory pipeline and revenue across:

o State agencies

o County & municipal governments

o K–12 school districts and consortiums

o 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

Qualifications:
Qualifications

• 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

Preferred Qualifications:

• 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