Account Executive – SLED

📋 Description

• Collaborate with the Senior AE to enhance SLED accounts in the Northeast Region, managing the entire process from prospecting and discovery to proposal, negotiation, and closing.

• Implement a territory business plan that pinpoints target accounts, significant opportunities, and a definitive strategy to meet or surpass quota.

• Foster new business development through outbound prospecting, networking, industry events, partner relationships, and referrals.

• Engage with state agencies, municipalities, school districts, and higher education institutions to identify cybersecurity needs and align Apollo's solutions accordingly.

• Establish and nurture strong, trust-based relationships with key stakeholders, including CISOs, CIOs, IT Directors, and procurement officers.

• Work alongside the Sales Manager to synchronize on territory strategy, pipeline assessments, forecasting, and market entry priorities.

• Collaborate cross-functionally with technical, service delivery, and marketing teams to create customized proposals and solutions for SLED clients.

• Navigate public sector procurement processes, including RFPs, cooperative purchasing vehicles, and state contracts, to eliminate obstacles and expedite deal closure.

• Identify and develop contracting vehicles (e.g., DIR, TIPS, NCPA) that facilitate scalable and repeatable sales across the Northeastern SLED market.

• Oversee and expand an active pipeline in the CRM, ensuring accurate opportunity data, activity logs, and forecasts are maintained.

• Discover upsell and cross-sell opportunities within existing accounts to broaden Apollo's presence and deepen client relationships.

• Supply market intelligence and client insights to internal teams to guide product development and service offerings.

• Represent Apollo at pertinent industry conferences, government forums, and association events throughout Texas.

⛳️ Requirements

• Proven success in selling cybersecurity solutions: MSSP, MDR, SOC-as-a-Service, or experience with security products/VAR is highly preferred.

• Knowledge of public sector procurement processes, such as DIR contracts and cooperative purchasing vehicles, is essential.

• A demonstrated history of consistently meeting or exceeding quotas in a hunter/business development role.

• Experience in selling to and maneuvering through complex organizations that involve multiple stakeholders and lengthy sales cycles.

• Strong proficiency in consultative and solution-based selling methodologies (e.g., MEDDIC, Challenger, or similar approaches).

• Exceptional communication, presentation, and negotiation abilities.

• Self-motivated individual with the capability to manage a territory independently.

• Preferred existing relationships with state agencies, municipalities, or school districts/higher education institutions.

• Experience working with or for an MSSP or cybersecurity VAR is preferred.

• Familiarity with security frameworks relevant to the public sector (NIST, CMMC, TX-RAMP, etc.) is preferred.

• Previous experience using Salesforce or comparable CRM platforms is preferred.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage, with the company covering 100% of employee premiums and 90% of dependent premiums on base plans.

• Unlimited PTO, 7 paid sick days, and 11 paid holidays.

• 401(k) plan with a 4% company match after 90 days, immediately vested.

• Company-paid life insurance at 1x annual salary.

• Company-paid Short-Term Disability (STD) and Long-Term Disability (LTD) coverage.

• $125 monthly home-office tech stipend for internet, equipment, and other technology needs.

• A fantastic team, a collaborative work environment, and a supportive, growth-oriented culture.