JOB SUMMARY:

The Account Executive II (AE II) supports the State, Local Government, and Education (SLED) Sales Vertical by leading and executing strategic sales initiatives across state and local government accounts. This role is responsible for proactively identifying new business opportunities, developing trusted relationships with C-level and senior decision-makers, and delivering tailored technology solutions aligned to customer needs.

The AE II manages and delivers against an annual sales quota, while expanding existing accounts and driving net-new business. Successful candidates are consultative sellers with a strong track record of quota attainment, exceptional customer service skills, and a passion for technology-driven solutions.

SUMMARY OF ESSENTIAL JOB FUNCTIONS:

• Develop and execute strategic account, marketing, and promotional plans to introduce and expand Trace3 Government solutions within assigned SLED accounts.
• Proactively prospect, qualify, and pursue new business opportunities, building and maintaining a robust sales pipeline.
• Negotiate, close, and manage contracts while maintaining strong, long-term client relationships.
• Expand revenue within existing accounts by identifying cross-sell and upsell opportunities.
• Conduct discovery to understand customer business objectives and propose appropriate technology solutions.
• Develop a strong understanding of customers’ business environments and how Trace3 Government products and services align to their needs.
• Organize and lead day-to-day sales activities to ensure timely, accurate, and high-quality responses to internal and external stakeholders.
• Consistently achieve or exceed assigned sales quota and performance objectives.
• Maintain accurate CRM records, forecasts, and pipeline management with commit accuracy within +/- established targets.
• Represent Trace3 Government at conferences, client meetings, and industry events.
• Perform additional duties as assigned.

REQUIRED SKILLS AND EXPERIENCE:

• 10+ years of consultative sales experience
• Demonstrated success closing complex, multi-year technology and services engagements.
• Extensive experience selling complex IT solutions including cloud, big data, cybersecurity, infrastructure, networking, data center, AI, managed services, and professional services engagements.
• Demonstrated success developing and executing strategic account plans that drive new business acquisition, customer expansion, and long-term revenue growth.
• Proven ability to engage and influence executive leadership, including C-suite, business stakeholders, procurement teams, and technical decision-makers.
• Strong consultative selling, solution development, negotiation, and contract management skills with experience navigating complex buying cycles.
• Experience leading cross-functional pursuit teams including solution architects, engineers, service delivery leaders, and strategic technology partners.
• Exceptional ability to identify customer business challenges and align technology solutions to measurable business outcomes.
• Strong executive presentation, communication, and relationship management skills with a track record of building trusted advisor relationships.
• High proficiency with CRM platforms, pipeline management, forecasting methodologies, Microsoft 365 applications, and executive-level presentation development.
• Experience managing RFPs, contract negotiations, and large-scale enterprise or public sector procurement processes.
• Demonstrated success selling into State, Local Government, Education (SLED), Enterprise, or other highly regulated markets preferred.
• Self-motivated, entrepreneurial mindset with a passion for technology, innovation, and driving transformational customer outcomes.

Preferred Competencies:

• Complex Solution Selling
• Professional Services & Managed Services Sales
• Strategic Account Management
• Executive Relationship Development
• Business Development & Prospecting
• Contract Negotiation
• Sales Forecasting & Pipeline Management
• Technology Consulting
• Partner Ecosystem Management
• Digital Transformation Solutions
• Public Sector & SLED Sales Experience

EDUCATION: Bachelors with 10+ or Master with 7+ Years of Experience

LOCATION: Full Time, Remote in California, Minnesota, Oklahoma

SALARY RANGE: $110,000 to $130,000 + Commission ($230,000 OTE, DOE)

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

While performing the duties of this job, the employee is regularly required to:

• Remain in a stationary position for extended periods of time.
• Operate a computer, keyboard, and other office equipment using hands and fingers.
• Communicate effectively in person, over the phone, and through electronic means.
• Occasionally move about the office to access files, office equipment, and meeting spaces.
• Lift and/or move up to 15 pounds as needed.
• Maintain specific vision abilities, including close vision and the ability to adjust focus.

WORK ENVIRONMENT:

This position is performed within a secure, classified workspace. Employees must comply with all applicable security protocols and access control procedures, including restrictions on personal electronic devices and the handling of sensitive information.