Enterprise Account Executive - SLED (North)

SentinelOne•Ohio, United States, OH

2d•$248,000 - $341,000•Hybrid

About The Position

As an Enterprise Account Executive, SLED (North), you will be tasked with driving regional revenue by executing a sophisticated, channel-centric sales strategy that leverages deep partnerships with VARs and MSPs, owning the entire sales lifecycle from aggressive pipeline generation via the MEDDPICC methodology through to navigating complex procurement processes, and positioning SentinelOne's endpoint security solutions as the premier choice in a highly competitive market. By combining a deep understanding of the cybersecurity landscape with close internal collaboration, you will align our cutting-edge product offerings with the mission-critical security needs of SLED customers across the North region. We strongly prefer candidates with successful track records selling into Higher Education, based in (or willing to relocate to) OH, IL, MA, NY, PA, MI, or NJ. This role may require extensive travel.

Requirements

A successful track record selling into Higher Education is strongly preferred, with candidates based in (or willing to relocate to) OH, IL, MA, NY, PA, MI, or NJ.
Experience selling into State, Local, and Education (SLED) accounts, including public sector procurement processes, cooperative and state contract vehicles, budget and funding cycles, and Higher Education buying committees.
5 or more years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment, including 5 or more years of above-quota sales experience, preferably as a Sales Executive/Manager; experience in a hypergrowth environment is preferred.
Experience closing deals with an average deal size of $500k or more.
Strong communication and presentation skills, both internally and externally, with the ability to engage with a variety of technical and business leaders.
Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers, with the ability to identify and articulate competitive differentiation and customer value proposition.
Experience building new pipeline of customers while fostering relationships with existing customers, including work with channel and alliance partners and a strong understanding of channel-centric GTM approaches.
Leadership skills that drive results, fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, and procurement to effectively advance enterprise sales campaigns to close.
Superb organizational and reporting skills, with Salesforce experience preferred.
Passion for sales, the cybersecurity industry, and technology, paired with a "whatever it takes" attitude, self-motivation, a constant-learner mindset, and the ability to receive feedback.

Responsibilities

Run a sophisticated sales process from prospecting to closure in collaboration across the organization.
Partner with our channel team to drive both net-new and recurring revenue.
Partner with channel managers to build pipeline and grow revenue for the assigned territory.
Navigate public sector procurement to advance and close SLED opportunities, including state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees.
Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products.
Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation.
Prepare and provide accurate forecasts to management on a weekly basis.
Consistently meet, or exceed, sales quotas.