Claroty · 9 hours ago

Account Manager - SLED

New York, United States

Full-time

Remote

Mid, Senior Level

$150K/yr - $160K/yr

5+ years exp

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Cyber SecurityInternet of Things

Growth Opportunities

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Responsibilities

Execute land-and-expand campaigns, from POC to large deployments

Deliver successfully on ARR revenue targets with a focus on exceeding annual quota

Meet, Interact and present face-to-face with prospects at various levels and create multi-tier relationships with potential customers.

Identify and capture new leads, including customer opportunity cultivation. Summarize opportunities for internal review as well as entry into CRM

Analyze and articulate new business opportunities in terms of deal size, key customer players, decision-makers, contract vehicles, and the detailed path to secure the deal

Develop, maintain and coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities

Identify key conferences and trade shows within the territory to attend as appropriate. Work with the marketing department to develop SLED focused messaging

Qualification

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Direct Sales experienceSaaS Network SecurityGovernment acquisition processExperience in SLED sectorsContacts within State AgenciesDistribution partnersNASCIO conference attendanceSystem IntegratorsMotivated hunter

Required

5+ years of Direct Sales experience, ideally selling to critical infrastructure, transportation, healthcare, and educational organizations

5+ years of related experience within the state, local, and education sectors in FL, NY, NJ

Experience in selling SaaS Network Security products, working with global teams at a Cybersecurity company

Motivated hunter ready for the fast-paced environment of a growing public sector entity.

Broad understanding of the government acquisition process, specifically the government's IT acquisition process including the following contract vehicles: NASPO, NCPA, OMNI, and GSA.

Membership with or experience attending NASCIO annual conferences

Knowledge of distribution partners such as Carahsoft, Vertosoft, DLT, Immix Group as well as local VAR partners such as Set SHI, Insight, Kudelski Security, CDW Government, & WWT

Experience working with System Integrators such as Jacobs Engineering, Deloitte, Accenture, Optiv

Established contacts within State Agencies, Local Municipalities, County governments and Government funded Universities.