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.