Account Executive – SLED

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with the Senior AE to enhance SLED accounts in the Northeast Region from initial prospecting and discovery through to proposal, negotiation, and closure.

• Implement a strategic business plan for the territory that pinpoints target accounts, identifies key opportunities, and outlines a clear approach to achieving or surpassing quota.

• Foster new business growth through outbound prospecting, networking, participation in industry events, establishing partner relationships, and generating referrals.

• Engage with state agencies, municipalities, school districts, and institutions of higher education to identify cybersecurity needs and align them with Apollo solutions effectively.

• Develop and maintain strong, trust-based relationships with essential stakeholders, including CISOs, CIOs, IT Directors, and procurement officers.

• Work in partnership with the Sales Manager to synchronize on territory strategy, conduct pipeline reviews, forecast sales, and prioritize go-to-market initiatives.

• Collaborate across various functions, including technical, service delivery, and marketing teams, to create customized proposals and solutions for SLED clients.

• Navigate public sector procurement procedures, including RFPs, cooperative purchasing vehicles, and state contracts, to eliminate obstacles and speed up deal progression.

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

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

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

• Share market intelligence and client insights with internal teams to guide product development and refine service offerings.

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

⛳️ Requirements

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

• Understanding of public sector procurement processes, including DIR contracts and cooperative purchasing vehicles.

• A solid record of consistently meeting or exceeding sales quotas in a hunter/business development capacity.

• Experience in selling to and navigating complex organizations with numerous stakeholders and prolonged sales cycles.

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

• Exceptional communication, presentation, and negotiation abilities.

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

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

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

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

• Previous experience using Salesforce or similar 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, along with 7 paid sick days and 11 paid holidays.

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

• Company-paid life insurance equivalent to 1x annual salary.

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

• A monthly home-office tech stipend of $125 to cover internet, equipment, and other technology needs.

• A supportive and growth-focused culture with amazing colleagues in a collaborative environment.