Lead Strategic Revenue Growth: Own and exceed annual targets for net-new revenue by penetrating a defined list of strategic, high-value SLED prospect and customer accounts.
Drive Complex Land-and-Expand: Strategically win large-scale, initial identity security deals that pave the way for broad, multi-year platform adoption and account expansion.
Serve as a Thought Leader: Partner with C-level and IT executive decision-makers to consult on complex identity and access management (IAM) and cybersecurity roadmaps.
Develop Advanced Outbound Strategy: Create and execute proactive, data-driven engagement plans tailored to reach and influence key technology and security leaders within public sector agencies.
Manage End-to-End Sales Cycle: Efficiently navigate and manage the full sales lifecycle, including RFI/RFP responses, complex contract negotiations, and final close.
Collaborate Cross-functionally: Quarterback your team including Solutions Engineers, Customer Success Managers, and Product Experts to deliver tailored, high-value identity security solutions.

10+ years of successful, quota-exceeding, sales experience within the Public Sector, specifically the SLED central market.
3+ years of direct experience selling enterprise-level solutions in the Identity and Access Management (IAM) or broader Cybersecurity domain.
A proven track record of consistently closing large complex deals within government and education agencies.
An established, high-level network of C-level and IT executive contacts within public sector agencies across the Western states region.
Prior experience successfully working with system integrators and channel partners in the SLED space.
Deep working knowledge of Identity and Access Management (IAM) concepts (e.g., SSO, MFA, Federation, API Security) and the regulatory landscape for SLED.
Proven mastery of value-based or solution-selling approaches that support a successful land-and-expand growth model, and MEDDPICC qualification methodology.
Bachelor's degree or equivalent experience in a related field.
Ability to travel for customer meetings and conferences up to 50% of the time.

Strategic Account Executive

Key skills