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.