Enterprise Account Executive - SLED (Google Public Sector)

About the role

The Enterprise Account Executive - SLED (Google Public Sector) role is accountable for growing Nelnet Government Services in the State, Local, and Education (SLED) market by creating a qualified pipeline, shaping opportunities, and closing services-led technology engagements. This is a national role with emphasis on states where Nelnet has an established footprint and where you have or can build strong relationships.

Responsibilities

• National coverage & relationship-led focus
• 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.
• 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 (i.e. Google Public Sector) 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.

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, sufficient to engage credibly with technical stakeholders and solution architects.
• 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.
• Familiarity with common SLED cooperative or master contract vehicles (e.g., Carahsoft, NASPO, OMNIA, Sourcewell) and/or relevant state term schedules.
• Experience supporting accessibility compliance initiatives (ADA/WCAG) and digital experience modernization programs.
• Experience selling into K–12 and/or higher education buying centers (including familiarity with EdTech and E-rate, where relevant).
• Formal sales methodology training (e.g., MEDDIC, Challenger, Miller Heiman) and/or relevant cloud/industry certifications.