Enterprise Account Executive – SLED

This is a fully remote position, open to applicants in Florida, +4 more states.

📋 Description

• Propel regional revenue through a strategic, channel-focused sales approach.

• Utilize partnerships with VARs and MSPs.

• Manage the complete sales lifecycle from pipeline creation using MEDDPICC through intricate procurement and closure.

• Position SentinelOne endpoint security solutions as the top choice in a competitive environment.

• Align product offerings with the essential security needs of SLED customers throughout the Southern region.

• Oversee the sales process from prospecting to closure in collaboration with various teams across the organization.

• Collaborate with the channel team to generate new and recurring revenue.

• Develop pipeline and enhance revenue for the designated territory in partnership with channel managers.

• Navigate state and local purchasing mechanisms, cooperative contracts, RFP and bid procedures, and Higher Education procurement committees.

• Serve as a key cybersecurity partner for customers and become proficient in SentinelOne products.

• Remain updated on the competitive landscape and convey the value and uniqueness of solutions.

• Prepare and deliver precise weekly forecasts to management.

• Achieve or surpass sales targets.

• Extensive travel may be necessary.

⛳️ Requirements

• Proven success in selling to Higher Education is highly preferred.

• Candidates should be based in or willing to relocate to TX, FL, NC, GA, TN, or VA.

• Experience in selling to State, Local, and Education (SLED) accounts.

• Familiarity with public sector procurement processes, cooperative and state contract mechanisms, budget and funding cycles, and Higher Education procurement committees.

• A minimum of 5 years of experience selling to Enterprise accounts.

• At least 5 years of sales experience exceeding quotas.

• Background in a MEDDPICC, business-to-business SaaS setting.

• Experience in closing transactions with an average deal size of $500k or more.

• Excellent communication and presentation abilities.

• Comprehensive knowledge of cybersecurity solutions sought by Enterprise clients, CISO, and other C-Suite executives.

• Capability to identify and express competitive differentiation and customer value propositions.

• Experience in developing new customer pipelines and nurturing existing customer relationships.

• Background in working with channel and alliance partners.

• Strong grasp of channel-centric go-to-market strategies.

• Leadership qualities in driving enterprise sales initiatives to closure.

• Exceptional organizational and reporting skills.

• Experience with Salesforce is preferred.

• Passionate about sales, cybersecurity, and technology.

• Self-motivated, with a continuous learning attitude and openness to feedback.

🏝️ Benefits

• Restricted Stock Units (RSUs).

• Employee Stock Purchase Plan (ESPP).

• Flexible time off.

• Paid company holidays and paid sick leave.

• Gender-neutral parental leave.

• Grandparent leave.

• Medical, dental, and vision insurance.

• 401(k) retirement plan with company matching.

• Life and disability insurance.

• Health and dependent care FSA.

• Voluntary benefits (hospital, accident, critical illness).

• Employee Assistance Program (EAP).

• ARAG pre-paid legal services.

• Nationwide pet insurance.

• Cancer Care program.

• Global business travel medical insurance.

• Home office allowance.

• Mobile phone reimbursement.

• Wellness coaching.

• Wellness/gym reimbursement.

• Fertility coverage.

• Adoption and surrogacy reimbursement.