Enterprise Account Executive – SLED, West

This is a fully remote position, open to applicants in Arizona, +5 more states.

📋 Description

• Drive regional revenue through a sophisticated, channel-focused sales strategy.

• Leverage partnerships with VARs and MSPs.

• Take ownership of the entire sales lifecycle, from MEDDPICC-based pipeline generation to complex procurement and closure.

• Position SentinelOne endpoint security solutions effectively in a competitive market.

• Align SentinelOne products with the mission-critical security requirements of SLED customers across the Western region.

• Manage the sales process from prospecting to closure in collaboration with various teams within the organization.

• Work alongside the channel team to generate new and recurring revenue.

• Collaborate with channel managers to build pipeline and enhance territory revenue.

• Navigate public sector procurement, including state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees.

• Serve as a trusted cybersecurity partner for customers and develop expertise in SentinelOne products.

• Stay updated on SentinelOne's competitive landscape and effectively communicate solution value and differentiation.

• Provide accurate weekly forecasts to management.

• Achieve or surpass sales quotas.

⛳️ Requirements

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

• Must be based in or willing to relocate to CO, NV, CA, OR, WA, or AZ.

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

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

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

• At least 5 years of experience exceeding sales quotas.

• Experience in a MEDDPICC, business-to-business SaaS environment.

• Proven track record in closing deals with an average deal size of $500k or more.

• Strong communication and presentation abilities.

• In-depth understanding of cybersecurity solutions sought by Enterprise customers, CISOs, and other C-Suite Officers.

• Ability to identify and articulate competitive differentiation and customer value propositions.

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

• Familiarity with channel and alliance partners and channel-centric go-to-market strategies.

• Leadership skills in driving enterprise sales campaigns to closure.

• Excellent organizational and reporting capabilities.

• Experience with Salesforce is preferred.

• A passion for sales, cybersecurity, and technology.

• Self-motivated, with a mindset for continuous learning and receptiveness to feedback.

• This role may involve extensive travel.

🏝️ 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.

• Comprehensive medical, dental, and vision coverage.

• 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 coach services.

• Wellness/gym reimbursement.

• Fertility coverage.

• Adoption and surrogacy reimbursement.