Major Account Manager, SLED

Job Description

Own and grow territory pipeline and revenue across: State agencies, County & municipal governments, K–12 school districts and consortiums, 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

• 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 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.
• Able to travel regionally as needed (estimated 50%).
• Bachelor’s degree or equivalent experience.

Preferred Qualifications

• Existing relationships within Florida 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.

Additional Information

All your information will be kept confidential according to EEO guidelines.