Enterprise Account Manager, SLED

The Role

We're growing our SLED sales team and looking for an Account Manager to drive expansion within our existing State, Local, and Higher Education customer base across North America. You'll own a portfolio of SLED accounts, deepening relationships and uncovering opportunities to expand usage across departments, campuses, and agencies.

This role requires understanding how public sector organizations buy software; navigating procurement processes, budget cycles, compliance requirements, and multi-stakeholder decision-making. You'll work closely with solutions engineers, customer success, and internal teams to identify whitespace, build executive relationships, and close expansion opportunities.

Responsibilities

• Lead and Influence: Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. The focus will be to grow current software products licensed, along with cross-selling more products under the Apryse portfolio.

• Strategic Engagement: Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives.

• Collaborative Solutioning: Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients.

• Market Insight: Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice.

• Opportunity Identification: Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships.

• Intelligence Gathering: Utilize various resources to collect and analyze market, prospect, and competitive intelligence to inform your approach and strategy.

• Quota Achievement: Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution.

Requirements

• Experience: 6+ years of proven success in account management, selling complex B2B software solutions and consistently exceeding multi-year quotas.

  • The last 3 years focused on managing enterprise accounts and driving new business within those accounts, with a particular emphasis on identifying opportunities for expansion and growth.

• SLED Experience: Proven experience selling software solutions to State, Local, and/or Higher Education customers, with an understanding of public sector procurement processes, budget cycles, and complex stakeholder environments.

• Skills: Demonstrated expertise in negotiation, communication, and presentation, particularly through digital channels.

• Tools Proficiency: Skilled in prospecting and utilizing sales tools such as Outreach, Dooly, Sales Navigator, and ZoomInfo.

• Travel: Light travel to industry events and key client meetings as needed.

• Approach: A consultative sales approach with a strong ability to engage with technical CXOs and senior executives.

• Team Player: A driven, accountable individual with a collaborative mindset and a relentless pursuit of success.

• Education: A degree from a college or university, preferably in a technical discipline.

• CRM Experience: Proficient in using Salesforce CRM to manage the sales cycle effectively.