Public Sector Account Executive

Job Overview: The SLED Pubic Sector Account Executive is responsible for developing and managing public-sector client relationships and driving revenue growth through compliant, scalable solutions aligned with CTCI standards. The primary focus is Education (K-12 and Higher Ed), with additional responsibility for State and Local Government (SLED) agencies and authorities in our territory.

Responsibilities:

Sales Development & Territory Management:

• Identify, qualify, and develop opportunities across Education and broader SLED agencies (state, county, municipal, and authorities).
• Create and execute account plans for target districts/agencies, including stakeholder maps, relationship strategy, and opportunity roadmaps.
• Track and leverage funding cycles including operating budgets, capital plans, bond referendums, grants, and modernization initiatives.
• Develop opportunities through cooperative purchasing vehicles, state contracts, and approved vendor programs; understand how these vehicles impact pricing, scope, and terms.
• Manage long-cycle pursuits with structured next steps, decision criteria, and documented close plans.

Public Sector Procurement & Compliance:

• Navigate procurement processes including RFPs, RFQs, public bids, and board/council approvals.
• Support compliant responses to solicitations: requirements matrix, bid forms, addenda tracking, subcontractor quotes, and submission logistics.
• Partner with internal teams to ensure proposals align with applicable public-sector requirements (e.g., documentation, insurance, MWBE/SDVOB participation where required, prevailing wages where applicable).
• Maintain working knowledge of common cooperative purchasing programs and local/state contract structures.

Client Engagement & Solution Selling:

• Serve as the primary point of contact through discovery, solution alignment, proposal, and award.
• Lead discovery meetings and site walks to understand instructional, operational, and safety objectives; translate needs into clear scopes.
• Present solution options and ROI narratives for AV, IT/Data, and Security programs (classrooms, collaboration, network/Wi-Fi, access control, video surveillance, structured cabling, etc.).
• Coordinate executive briefings and stakeholder presentations; communicate clearly to both technical and non-technical audiences.

Internal Coordination & Delivery Readiness:

• Coordinate with Engineering, Estimating, and Operations to develop accurate scopes, complaint assumptions, and competitive pricing.
• Ensure handoff quality at award: complete scope, drawings/specs, inclusion/exclusion clarity, procurement path, and risk flags.
• Collaborate with service leadership to identify recurring revenue (maintenance, monitoring, managed services) and renewal opportunities.

Sales Operations & Reporting:

• Maintaining accurate, timely pipeline and forecast data in CRM, document meetings, next steps, and key decision factors.
• Report weekly on activity, pipeline health, forecast accuracy, and key pursuits; escalate risks early.
• Support continuous improvement by sharing market intelligence, competitor insights, and lessons learned from wins/losses.