Account Executive, Business Development – State & Local Government (SLG) (Remote – U.S.)

Dell Technologies is a leading company focused on transforming how individuals and organizations work. They are seeking an Account Executive in Business Development for State & Local Government to provide executive leadership and help customers achieve their missions through technology solutions.

Responsibilities:

• Serve as the subject matter expert for key SLG mission domains, leveraging your real-world experience with state and local agencies (public safety, justice, transportation, critical infrastructure, statewide IT organizations) to shape mission-aligned solution strategies
• Build deep, executive-level relationships with state and local decision makers (CIOs, CISOs, agency leaders, public safety chiefs, state enterprise IT leaders) to understand their mission priorities and long-range modernization plans
• Assist SLG agencies and their partners in constructing holistic solutions tailored to: Justice, Public Safety & Cyber (e.g., digital evidence, body-worn cameras, records management and computer-aided dispatch systems, fusion centers, SOCs, CJIS-aware environments) Smart Government & State Enterprise IT (e.g., statewide data centers, shared services, smart city/state initiatives, critical infrastructure, ERP/HRIS, digital citizen services)
• Translate mission needs into scalable solution patterns that can be adopted across multiple jurisdictions, enabling Dell to replicate success locally, regionally, and nationally
• Partner closely with Dell account teams, solution architects, and business development to: Identify and shape high-impact SLG opportunities Align Dell’s portfolio (infrastructure, multicloud, edge/IoT, data management, cybersecurity) to agency missions Support strategic pursuits, executive briefings, and long-term account planning
• Leverage your knowledge of the SLG mission environment to help sales and leadership anticipate future needs, with emphasis on: Cybersecurity and resilience Data platforms and analytics Modern application and infrastructure architectures for critical infrastructure and smart government services
• Perform critical problem-solving across sales, delivery, execution, and risk reduction, ensuring solutions are realistic within public sector constraints (governance, funding, procurement, and regulatory requirements)
• Act as a bridge between the field and Dell’s internal teams, providing feedback on SLG mission trends, funding patterns, and solution gaps to shape roadmaps, offerings, and partner strategies
• Drive collaboration with ecosystem partners (state integrators, regional system integrators, software vendors, and service providers) to co-create solutions aligned to SLG missions and statewide initiatives

Requirements:

• Significant mission-relevant experience within State & Local Government, including meaningful engagement with one or more of: State or large local public safety organizations (law enforcement, fire/EMS, emergency management, 911/PSAP, fusion centers), Justice agencies (courts, corrections, prosecutors, public defenders), State or local IT and shared services organizations (state CIO/CTO offices, statewide data centers, enterprise IT consolidation/modernization programs), Smart city/state or critical infrastructure initiatives (transportation, utilities, public works, urban operations, resilience programs)
• Demonstrated ability to connect mission objectives (safer communities, resilient infrastructure, digital services, constituent experience) to technology strategies and architectures
• Strong track record working in or with public sector technology environments, which may include: Hybrid/multicloud, data center modernization, or edge/IoT deployments, Data platforms, analytics, or AI supporting SLG decision-making, Cybersecurity, zero trust, or resilience initiatives in state/local contexts
• Ability to operate at the executive level with SLG leaders while engaging deeply with technical and operational stakeholders
• Exceptional communication and storytelling skills – able to frame Dell's capabilities in language that resonates with SLG missions, funding realities, and policy drivers
• Demonstrated ability to work collaboratively in a large matrix environment, coordinating across sales, presales, services, partners, and corporate functions to deliver integrated outcomes
• Executive management/leadership experience and/or business development or strategic program experience in the public sector strongly preferred
• Typically requires significant related experience in SLG or public sector mission environments; advanced degree or equivalent combination of education and experience preferred
• Experience with public sector security and compliance frameworks (e.g., CJIS, NIST-based policies, state cyber standards) is a plus