SLED Account Executive - West

Driving Growth & Regional Impact

• California (Sacramento/Bay Area Focus)


• State Agency Focus: Develop and grow executive relationships with key decision-makers within the California Department of Technology (CDT), large state agencies (e.g., CalHHS, FTB, CDCR), and the Governor's Office.
• Mission Alignment: Position technology solutions (Cybersecurity, Zero Trust, Cloud IAM) to directly address major state initiatives, including:
• Implementing the statewide digital identity environment (My Digital CA).
• Enhancing agency cybersecurity posture and securing cloud services (IaaS/SaaS).
• Supporting Generative AI initiatives with secure identity governance.
• Procurement Expertise: Navigate complex California procurement vehicles (e.g., CMAS, CALNET, and DGS contracts).
• Local/Education: Target IT leadership and CISOs within large public university systems (UC/CSU) and major local governments in Northern California.


• Texas (Austin/Dallas Focus)


• State Agency Focus: Build influence and drive new business within the Texas Department of Information Resources (DIR) and major Texas state agencies (e.g., Health and Human Services, Comptroller's Office).
• Strategic Alignment: Focus on Texas's push for modernization and efficiency, positioning our solutions to secure the state's cloud adoption and digital service delivery efforts.
• Education Target: Deepen relationships within the University of Texas (UT) System and the Texas A&M System, addressing their large-scale research and student identity security challenges.
• Procurement Expertise: Leverage Texas DIR Contracts and state cooperative purchasing programs to accelerate sales cycles.


• General SLED Sales & Management


• Channel and Partner Strategy: Work closely with key system integrators and partners who manage major state IT modernization programs across both CA and TX.
• Quota Achievement: Consistently meet or exceed all revenue and gross profit quotas for your assigned CA and TX SLED portfolio.

What You Bring to the Role

• SLED Procurement Expertise: Deep, demonstrated success in navigating and closing deals utilizing State and Local cooperative contracts (e.g., NASPO ValuePoint), and specific state contract vehicles, including CMAS/CALNET (CA) and DIR (TX).
• Multi-State Market Knowledge: Specific, working knowledge of the procurement processes and key strategic IT initiatives in California and Texas is highly preferred.
• 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.
• Education Sector Experience: Experience selling to the Higher Education market, understanding the governance and funding models of the UC, CSU, UT, and Texas A&M systems.
• Executive Interaction: Ability to comfortably interact with C-level executives and SLED leadership, demonstrating excellent communication skills and the ability to differentiate and work at strategic and tactical levels simultaneously.
• Cross-functional Influence: Well-developed relationship-building skills and a willingness to take a leadership role driving initiatives across organizations.
• Entrepreneurial Drive: 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.
• Sales Management: 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 across CA and TX.

Benefits:

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