SLED Account Manager

2d•$211,000 - $240,000

About The Position

SLED Account Manager – California & Hawaii Job Summary The SLED Account Manager for the California and Hawaii territory is responsible for cultivating strong, strategic partnerships with state, local government, and education (SLED) clients. This role serves as the primary point of contact for public‑sector accounts across both states, managing long and complex procurement cycles, coordinating account strategies, and driving sustainable growth. Success in this role requires strong relationship‑building skills, public‑sector sales experience, and the ability to align organizational solutions to agency and educational institution needs. This position involves travel up to 75% across California and Hawaii.

Requirements

Four‑year or Graduate Degree in Business Administration, Public Administration, Sales, Marketing, or related field; or equivalent experience.
Typically 4 years of experience in account management, public‑sector sales, technology solutions, or related areas.
Public‑sector sales and procurement processes
Business development & territory management
CRM proficiency (Dyanmics preferred)
IT product and solution knowledge (hardware, software, cloud, storage, networking)
Pipeline management and forecasting
RFP/RFQ writing and review
Stakeholder and partner management
Sales prospecting, selling techniques, and upselling
Event and workshop support
Conflict resolution and customer engagement
Cross‑Org Skills
Effective Communication
Results Orientation
Learning Agility
Digital Fluency
Customer Centricity

Nice To Haves

Prior experience working with California or Hawaii government agencies or educational institutions is preferred.

Responsibilities

Develops and executes territory‑specific account plans for SLED customers in California and Hawaii, focusing on solution adoption, strategic alignment, and long‑term partnership growth.
Builds trusted relationships with state agencies, counties, cities, school districts, higher‑education institutions, and IT/procurement stakeholders across both regions.
Manages and exceeds sales quotas aligned with West Region SLED market objectives.
Leads or supports client meetings, RFP/RFQ processes, purchasing cycles, and contract negotiations, with guidance from senior leadership where needed.
Partners with resellers, VARs, integrators, and channel organizations to deliver compliant and value‑driven solutions tailored to government and educational requirements.
Gathers customer, regulatory, and market insights to inform internal teams on product, service, and strategy improvements.
Collaborates with legal, pricing, marketing, operations, and technical resources to ensure smooth execution of complex SLED sales cycles.
Analyzes win/loss data, competitive factors, budget cycles, and procurement trends within California and Hawaii to optimize sales performance and territory strategy.
Supports and participates in SLED‑focused workshops, conferences, webinars, and training events to enhance customer engagement and education.
Monitors account performance metrics, identifies new revenue opportunities, and manages renewals, expansions, and long‑term account health.