Own outbound and in-territory prospecting for a defined SLED/local government patch (target lists, sequences, call blocks, field days)
Travel regularly to meet stakeholders on-site (office visits, regional events, association meetings, conferences) and build relationships that convert into pipeline
Lead first meetings and discovery calls: qualify needs, map stakeholders, uncover workflows, and validate urgency and path to purchase
Coordinate and support demos/pilots by aligning the right internal resources, preparing notes, and capturing requirements clearly