Senior Account Executive - SLED

Your Impact:

• Serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities
• Create and execute a SLED territory plan focused on “land and expand” within assigned agencies and institutions, prospecting into target accounts to engage economic buyers, technical stakeholders, and procurement influencers
• Drive a regional sales plan that incorporates tight collaboration between ADRs, partner account managers, customer success advisors, and extended field team resources, with a strong emphasis on partner-led motions
• Accurately forecast deals with an understanding of public sector sales cycles, budget timing (fiscal year, grants, funding cycles), and procurement milestones
• Identify, engage, and build strategic relationships with key public sector partners including resellers, system integrators.

Your Toolkit:

• 8+ years of full-cycle enterprise sales experience, with recent, in-region experience selling into SLED accounts (state, local government, and/or education), ideally within security and/or networking software in the North Central region.
• Candidates must have a primary focus on SLED, with the majority of their quota-carrying experience dedicated to public sector accounts (not hybrid enterprise/SLED coverage).
• Proven success navigating complex public sector procurement processes, including RFPs, RFIs, and contract vehicles, with a strong partner co-sell motion
• Proven success navigating complex public sector procurement processes, including RFPs, RFIs, and contract vehicles, with a strong partner co-sell motion
• Ability to deliver compelling “teaching conversations” tailored to public sector challenges such as ransomware resilience, compliance mandates, and budget constraints
• Demonstrated ability to engage with urgency while navigating longer sales cycles, leveraging multiple routes to market including partners and existing contract vehicles
• Strong discovery skills — knows how to ask the right questions of both technical and non-technical stakeholders, and can translate Zero Trust Segmentation into mission-aligned outcomes
• Track record of selling to senior leadership within public sector organizations (CIO, CISO, IT leadership, procurement), with an established network in the region preferred
• Experience working in fast-paced, evolving environments with the ability to adapt to changing public sector priorities and funding landscapes