Enterprise Sales Executive, SLED

About the role

The territory is public sector, so deals move through procurement rules, cooperative contracts and budget cycles. The hire builds executive relationships and runs large software deals from first contact to signed contract.

At a glance

What you will do

• Build and run a strategic sales plan to hit revenue targets across state, local and education accounts
• Find new business through cold calls, channel partners, networking, referrals and lead campaigns
• Manage the full sales cycle from first contact to contract, with accurate forecasting
• Run presentations, product demos and negotiations for large public sector deals
• Use cooperative contracts, purchasing vehicles, VARs and resellers to speed up opportunities
• Work with legal and sales operations on proposals, pricing and contracts

What they look for

• A track record of beating quota and closing large software deals in SLED or similar public sector markets
• Understanding of public sector buying, procurement requirements and contracting pathways
• Able to build relationships with CIOs, CISOs, CTOs, IT leaders and procurement staff
• Experience navigating RFPs, RFIs, budget cycles and complex enterprise sales cycles
• Strong knowledge of cybersecurity products and public sector security requirements

A typical week

• Prospect and qualify new accounts across the assigned territory
• Meet IT and procurement decision-makers and run demos
• Move open deals through RFP and contracting steps with legal and sales operations
• Keep pipeline and forecasts up to date