Enterprise Sales Executive, SLED

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

📋 Description

• Develop and execute a comprehensive sales strategy to meet revenue goals and enhance Keeper’s visibility within State, Local Government, and Education sectors.

• Discover and pursue new business avenues through methods such as cold calling, partnerships, networking, lead generation initiatives, referrals, and other strategic sales efforts.

• Cultivate and sustain relationships with CIOs, CISOs, CTOs, IT leaders, procurement stakeholders, and other influential decision-makers within SLED organizations.

• Establish and maintain a steady pipeline of qualified enterprise prospects within the designated territory.

• Oversee the complete sales cycle from the initial outreach to contract finalization, ensuring precise forecasting and reporting.

• Deliver high-level sales presentations, product demonstrations, and negotiations to secure significant public sector contracts.

• Utilize cooperative contracts, purchasing vehicles, contract holders, VARs, resellers, and other approved procurement methods to expedite sales opportunities.

• Navigate through RFPs, RFIs, proposal specifications, budget cycles, procurement procedures, and public sector contracting requirements.

• Serve as a subject matter expert on Keeper products, public sector security mandates, and the advantages of Keeper’s solutions.

• Collaborate with legal and sales operations teams to manage proposals, pricing, contracts, and negotiations.

• Maintain precise pipeline and account activity data in Salesforce.

• Engage in cold calling, role-playing, and shadowing activities with team members.

• Collaborate closely with channel, marketing, product, customer success, and implementation teams to synchronize sales initiatives and enhance customer satisfaction.

• Stay updated on SLED market dynamics, industry trends, competitor movements, funding priorities, and new opportunities.

• Travel to customer meetings, partner events, and industry engagements both locally and nationally; rent and/or operate a vehicle for company purposes.

• Willingness to travel up to 50%.

⛳️ Requirements

• Over 5 years of experience in software sales.

• More than 3 years of experience selling software to State, Local Government, and/or Education entities.

• Experience in selling identity and access management solutions, particularly privileged access management.

• Proven track record of surpassing sales targets and selling software within IT sectors.

• Experience managing intricate, multi-stakeholder enterprise sales processes.

• Established relationships with public sector decision-makers and capability to forge executive-level connections within SLED organizations.

• Understanding of cooperative contracts, public sector purchasing methods, RFPs, RFIs, and government procurement practices.

• Experience collaborating with channel partners, resellers, distributors, contract holders, or other public sector sales associates.

• Proficient in CRM software, ideally Salesforce.

• Experience with web conferencing and enterprise product demonstrations.

• Strong business acumen, strategic thinking, and problem-solving capabilities.

• Ability to work both independently and collaboratively in a fast-paced, dynamic environment.

• Excellent communication, presentation, negotiation, and interpersonal skills.

• Positive attitude, team-oriented mindset, strong organizational skills, and results-driven work ethic.

• Due to the nature of this role involving public sector and FedRAMP-related opportunities, all applicants must be U.S. Citizens.

• Bachelor’s degree in business or a related discipline, or equivalent experience.

🏝️ Benefits

• Medical, Dental & Vision coverage (including domestic partnerships).

• Employer-paid Life Insurance & Employee/Spouse/Child Supplemental Life Insurance.

• Voluntary Short/Long Term Disability Insurance.

• 401K options (Roth/Traditional).

• A generous PTO policy that acknowledges your dedication and tenure (inclusive of paid Bereavement/Jury Duty, etc.).