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Enterprise Account Executive – SLED
SentinelOne. Drive regional revenue through a sophisticated, channel-centric sales strategy .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in driving revenue through channel-centric sales strategies, particularly within the Higher Education sector. Proficient in navigating public sector procurement processes and building strong relationships with channel partners to achieve sales targets.
Highest-signal resume keywords
MEDDPICC Sales MethodologyExperience Selling to Higher EducationPublic Sector Procurement ProcessesChannel-Centric GTM ApproachesSalesforce Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Lifecycle ManagementPipeline GenerationClosing Complex DealsForecasting SalesCybersecurity Solutions KnowledgeB2B SaaS SalesEnterprise Account SalesCustomer Relationship ManagementSales Quota AchievementCompetitive Differentiation
Soft Skills
Strong Communication SkillsPresentation SkillsOrganizational SkillsSelf-MotivationFeedback Reception
Tools & Technologies
Salesforce
Industry Keywords
SLED AccountsVARsMSPsCooperative ContractsRFP ProcessesHigher Education Buying CommitteesBudget and Funding CyclesChannel ManagersCybersecurityEnterprise Sales
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Drive regional revenue through a sophisticated, channel-centric sales strategy
- Leverage partnerships with VARs and MSPs
- Own the entire sales lifecycle from pipeline generation via MEDDPICC through complex procurement and close
- Position SentinelOne endpoint security solutions as the premier choice in a competitive market
- Align product offerings with mission-critical security needs of SLED customers across the South region
- Run the sales process from prospecting to closure in collaboration across the organization
- Partner with the channel team to drive net-new and recurring revenue
- Build pipeline and grow revenue for the assigned territory with channel managers
- Navigate state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees
- Act as an influential cybersecurity partner for customers and become an expert on SentinelOne products
- Stay informed about the competitive landscape and communicate solution value and differentiation
- Prepare and provide accurate weekly forecasts to management
- Meet or exceed sales quotas
- Extensive travel may be required
Requirements
What you’ll need- Successful track record selling into Higher Education is strongly preferred
- Candidates based in or willing to relocate to TX, FL, NC, GA, TN, or VA
- Experience selling into State, Local, and Education (SLED) accounts
- Experience with public sector procurement processes, cooperative and state contract vehicles, budget and funding cycles, and Higher Education buying committees
- 5 or more years of previous experience selling to Enterprise accounts
- 5 or more years of above-quota sales experience
- Experience in a MEDDPICC, business-to-business SaaS environment
- Experience closing deals with an average deal size of $500k or more
- Strong communication and presentation skills
- Deep understanding of cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers
- Ability to identify and articulate competitive differentiation and customer value proposition
- Experience building new customer pipeline and fostering existing customer relationships
- Experience working with channel and alliance partners
- Strong understanding of channel-centric GTM approaches
- Leadership skills driving enterprise sales campaigns to close
- Superb organizational and reporting skills
- Salesforce experience preferred
- Passion for sales, cybersecurity, and technology
- Self-motivation, constant-learner mindset, and ability to receive feedback
Benefits
Comp & perks- Restricted Stock Units (RSUs)
- Employee Stock Purchase Plan (ESPP)
- Flexible time off
- Paid company holidays and paid sick time
- Gender-neutral parental leave
- Grandparent leave
- Medical, dental, and vision coverage
- 401(k) retirement plan with company match
- Life and disability insurance
- Health and dependent care FSA
- Voluntary benefits (hospital, accident, critical illness)
- Employee Assistance Program (EAP)
- ARAG pre-paid legal
- Nationwide pet insurance
- Cancer Care program
- Global business travel medical insurance
- Home office allowance
- Mobile phone reimbursement
- Wellness coach
- Wellness/gym reimbursement
- Fertility coverage
- Adoption & surrogacy reimbursement