Account Executive – SLED

Jobtailor

Nashville (TN)

On-site

USD 110,000 - 160,000

Full time

5 days ago

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Job summary

Cohesity in Nashville is seeking a seasoned Enterprise Sales Executive to own the territory plan for net-new logo acquisition and account growth within SLED/Public Sector accounts.

You will build and manage a robust pipeline, engage senior decision-makers, and develop value-based proposals tying Cohesity's security and data protection platform to customer needs, including compliance and procurement processes.

Qualifications

Experience selling into SLED/Public Sector accounts.
Strong knowledge of government procurement processes and contract vehicles.
Familiarity with FedRAMP, StateRAMP, CJIS, NIST or similar security/compliance standards.
Proven ability to acquire net-new customers and grow existing accounts.
Excellent written and verbal communication with senior stakeholders.

Responsibilities

Execute territory plan focused on net-new logo acquisition and account growth across defined SLED/Public Sector accounts.
Build, manage, and progress a qualified sales pipeline, including opportunities sourced directly and supported through channel partners.
Identify key stakeholders, build relationships, and engage senior decision-makers within state, local, and education entities.
Lead and support customer engagements through discovery, evaluation, proposal development, and solution alignment.
Develop and deliver value-based proposals connecting Cohesity’s platform to customer security, resilience, compliance, and operational needs.
Navigate public sector procurement cycles, including RFP/RFI responses, contract vehicles, and purchasing frameworks.
Collaborate with channel partners and technology alliances (NVIDIA, IBM, HPE, AWS) to support deal execution.
Maintain accurate opportunity tracking and forecasting.
Contribute to consistent quarterly performance.
Share customer insights and competitive feedback with sales and product teams.

Skills

SLED/Public Sector Sales

Security Frameworks

Gov Procurement

New & Growth Accounts

AI in Sales

Communication

Enterprise Tech Sales

Cohesity Familiarity

Data Security Basics

Backup Technologies

Customer Focus

Education

Bachelor's degree in Business or related field

Job description

Execute a territory plan focused on net-new logo acquisition and account growth across defined SLED/Public Sector accounts
Build, manage, and progress a qualified sales pipeline, including opportunities sourced directly and supported through channel partners
Identify key stakeholders, build relationships, and engage senior decision-makers within state, local, and education entities
Lead and support customer engagements through discovery, evaluation, proposal development, and solution alignment
Develop and deliver value-based proposals connecting Cohesity’s platform to customer security, resilience, compliance, and operational needs
Navigate public sector procurement cycles, including RFP/RFI responses, contract vehicles, and purchasing frameworks
Collaborate with channel partners and technology alliances, including NVIDIA, IBM, HPE, and AWS, to support deal execution and expand market reach
Maintain accurate opportunity tracking and forecasting
Contribute to consistent quarterly performance
Share customer insights and competitive feedback with sales and product teams

Requirements

Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams
Strong understanding of enterprise security frameworks and compliance standards
Experience selling into SLED/Public Sector accounts
Knowledge of government procurement processes, contract vehicles, and funding cycles
Familiarity with public sector compliance and security frameworks such as FedRAMP, StateRAMP, CJIS, NIST, or similar
Customer-focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery
Proven experience selling enterprise technology solutions, ideally within infrastructure, SaaS, or adjacent markets
Evidence of success contributing to net-new customer acquisition and growing existing accounts
Foundational understanding of data security and backup technologies
Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is a plus
Exposure to NetBackup, Backup Exec, or InfoScale is helpful but not required
Comfort working with channel partners, including public sector resellers and system integrators
Strong communication skills and ability to present clearly to customers and internal stakeholders
Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness
Bachelor’s degree in Business or a related field, or equivalent experience
Professional English language proficiency for customer and internal communication
Willingness to travel as required

Core Competencies

Demonstrates expertise in executing territory plans for net-new logo acquisition and account growth within SLED/Public Sector accounts, while effectively navigating public sector procurement processes and compliance standards. Strong ability to build relationships with key stakeholders and deliver value-based proposals that align with customer security and operational needs.

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