SLED Sales Representative

What are we looking for?

As an Account Executive, specifically State Local and Education accounts, you will be tasked with building out a key strategic partnerships with the value-added resellers as well as Key Alliance partners and managed service partners to help drive a 3x to 4x pipeline and ultimately close won revenue. You will work closely with the marketing and product teams to design and implement successful Lead Generation and Go-to-Market campaigns, and drive overall sales excellence in a competitive endpoint security market. 

Ideal candidates will have prior experience selling Endpoint security based products (such as malware/exploit prevention, anti-virus, whitelisting as well as advanced data loss protection products).

What will you do? 

As an Account Executive focused on State, Local, and Education (SLED) accounts, you will:

• Develop Strategic Partnerships: Build and nurture relationships with Value Added Resellers (VARs), Key Alliance Partners, and Managed Service Providers (MSPs) to amplify sales efforts and drive pipeline growth by 3x to 4x.
• Drive Revenue Growth: Execute a sales strategy that converts a strong sales pipeline into closed-won revenue in a competitive endpoint security market.
• Collaborate on Lead Generation: Partner with marketing and product teams to design and implement effective Lead Generation and Go-to-Market campaigns aimed at increasing product adoption.
• Lead Cross-Functional Teams: Act as the quarterback, orchestrating the involvement of technical sales engineers, channel partners, marketing, and executive sponsors to progress and close enterprise sales campaigns.
• Leverage Your Expertise: Utilize your deep knowledge of endpoint security solutions, including malware prevention, antivirus, and data loss protection, to address customer challenges and position SentinelOne’s solutions as the best fit.
• Engage SLED Accounts: Work closely with state and local government, as well as educational institutions, to understand their specific security needs and procurement processes, ensuring the successful adoption of SentinelOne’s endpoint security solutions.
• Ensure Sales Excellence: Demonstrate leadership and sales acumen by consistently exceeding quota, managing complex sales cycles, and maintaining a high level of organizational discipline in a fast-paced environment.

What skills and knowledge you should bring?

• Bachelors degree or equivalent
• Selling to SLED accounts with experience in contracts and procurement vehicles 
• 5+ years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling endpoint security solutions
• Deep knowledge of current security solutions
• Strong communication (written and verbal) and presentation skills, both internally and externally. Ability to engage with a variety of technical and business leaders.
• Enterprise sales experience with an actionable Rolodex of decision makers
• Superb organizational and reporting skills
• Experience with growing the sales enablement function to support sales in a rapidly evolving and competitive marketplace
• Leadership skills that drive results -  Quarterbacking an eco system of people including SE, channel, marketing, executive sponsors, immediate management, among others to effectively advance enterprise sales campaigns to close 
• "Whatever it takes" attitude and motivation to deliver above-quota performance
• Prior startup experience
• Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
• Experience selling enterprise software into Government (State and Local), and Education accounts
• Smart, funny, technical, passionate about security!

• Medical, Vision, Dental, 401(k), Commuter, and Dependent FSA
• Unlimited PTO
• Paid Company Assigned Holidays
• Paid Sick Time
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events including regular happy hours and team building events