SLED Account Executive - NorthEast

Requirements:

• Metropolitan & State Focus: Develop and grow relationships with key decision-makers across:
• Major Cities: New York City (DoITT, agencies), Boston, Philadelphia.
• State Capitols: Boston (MA), Albany (NY), Trenton (NJ), Harrisburg (PA).
• Education: Large research universities and K-12 districts within the corridor.
• Strategic Positioning: Align our security and identity solutions with regional priorities, including:
• Supporting Digital Transformation efforts in states like NY (Governor's Innovation Agenda, Empire AI).
• Enhancing "Whole of State" Cybersecurity and resilience.
• Enabling seamless, secure citizen access to municipal and state services.
• Procurement and Contracts: Master the distinct procurement cycles, funding mechanisms, and cooperative purchasing agreements relevant to each state (e.g., NY OGS, MA CommBUYS, NASPO ValuePoint).
• Pipeline Management: Proactively identify and qualify net-new opportunities within the highly competitive and fragmented SLED market across the corridor.
• Travel and Presence: Maintain an active presence across the major hubs (Boston, NYC, Philly, Albany), requiring frequent travel to engage with customers and partners.
• Quota Achievement: Consistently meet or exceed all revenue and gross profit quotas for your complex, multi-state Northeast SLED portfolio.

Qualifications:

• SLED Procurement Expertise: Deep, demonstrated success in navigating and closing deals utilizing State and Local cooperative contracts (e.g., NASPO ValuePoint), state-specific contract vehicles (like NY OGS, MA CommBUYS), and the formal RFP/RFQ process.
• Budget and Funding Acumen: Proficient at identifying and leveraging key SLED funding streams, including state legislative appropriations, federal grants (like SLTT Cybersecurity Grants), and capital improvement budgets.
• Northeast Political Acumen: Demonstrated ability to manage complex, multi-state public sector accounts, adapting to distinct legislative and budget cycles and governance structures across the Northeast corridor states (MA, NY, PA, NJ).
• Education Sector Experience: Experience selling to the Education market, understanding the specific needs and governance of large public university systems and K-12 districts within the territory.
• Ability to comfortably interact with C-level executives and SLED leadership, demonstrating excellent communication skills, the ability to differentiate and work at strategic and tactical levels simultaneously.
• Cross-functional influence and well-developed relationship-building skills, willingness to take a leadership role driving initiatives, working across organizations, and structuring new opportunities.
• Entrepreneurial with a high level of energy, dedication, and an unrelenting drive to succeed and win; yet, be a team player and have a collaborative approach to winning.
• Ability to manage your portfolio of business opportunities by utilizing CRM tools to provide sales pipeline growth and accurate quarterly forecasting.
• Travel will be required to appropriately manage your assigned SLED territory.

Benefits:

• Medical, Dental, Vision, Life Insurance
• 401K
• Unlimited PTO
• Sick Time
• Holiday Parties
• Daily Catered Lunches
• Employee Recognition Programs
• Team Socials