Enterprise Account Executive – SLED, Carolinas

This is a fully remote position, open to applicants in North Carolina, +1 more state.

📋 Description

• Drive regional revenue through the implementation of a strategic, channel-focused sales approach.

• Leverage partnerships with Value-Added Resellers (VARs) and Managed Service Providers (MSPs).

• Manage the complete sales lifecycle from pipeline development utilizing the MEDDPICC methodology to intricate procurement processes.

• Position SentinelOne's endpoint security offerings for State, Local, and Education (SLED) clients throughout the Southern region.

• Oversee the sales process from initial prospecting to final closure.

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

• Build a robust pipeline and enhance revenue for the designated territory alongside channel managers.

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

• Act as a key cybersecurity advisor for clients and become well-versed in SentinelOne products.

• Remain updated on the competitive landscape and effectively communicate product value and differentiation.

• Prepare and deliver weekly sales forecasts to management.

• Consistently achieve or surpass sales targets.

• Collaborate internally with sales engineering, channel, marketing, executive sponsors, management, and procurement teams.

• Travel extensively as necessary.

⛳️ Requirements

• Proven experience selling to State, Local, and Education (SLED) accounts, including public sector procurement methods, cooperative and state contract systems, budget and funding cycles, and Higher Education purchasing committees.

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

• At least 5 years of experience achieving above-quota sales performance.

• Familiarity with MEDDPICC and B2B SaaS environments.

• Experience in closing deals with an average value of $500k or higher.

• Excellent communication and presentation abilities.

• Capability to engage effectively with diverse technical and business leaders.

• In-depth understanding of cybersecurity solutions that Enterprise clients, including CISOs and other C-Suite executives, seek.

• Proficient in identifying and articulating competitive advantages and customer value propositions.

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

• Background in working with channel and alliance partners.

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

• Leadership qualities to coordinate sales engineers, channel partners, marketing teams, executive sponsors, management, and procurement.

• Exceptional organizational and reporting capabilities.

• Passion for sales, cybersecurity, and technology.

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

• Salesforce experience is preferred.

• Previous experience as a Sales Executive/Manager and in a hypergrowth setting is preferred.

🏝️ 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 Flexible Spending Accounts (FSA).

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

• Employee Assistance Program (EAP).

• ARAG pre-paid legal services.

• Nationwide pet insurance.

• Cancer Care program.

• Global business travel medical coverage.

• Home office allowance.

• Mobile phone reimbursement.

• Wellness coaching.

• Wellness/gym reimbursement.

• Fertility assistance.

• Adoption and surrogacy reimbursement.