Field Account Executive - SLED

Zones, LLC; Houston (TX); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Medical, dental and vision coverage

401(k) plan with matching

Paid time off

Job summary

Zones, LLC is seeking a Field Account Executive for SLED to drive growth across State and Local Government and Education sectors. You will own strategic accounts, build relationships with CIOs, IT leaders and procurement, and expand Zones’ share of wallet through multi-year partnerships.

You’ll lead with consultative solutions across hardware, software, cloud, cyber, data center and managed services, collaborating with partners and internal teams to win government contracts and propose

Qualifications

• 5+ years of technology sales, preferably SLED or related sectors.
• Proven quota achievement and experience with government buying cycles.
• Strong relationship-building, negotiation, and closing skills.

Responsibilities

• Develop and execute strategic account plans for SLED customers.
• Build relationships with CIOs, IT directors, and procurement leaders.
• Navigate RFP/RFQ processes and leverage contract vehicles.
• Position Zones’ solutions across hardware, software, cloud, cyber, and services.
• Maintain pipeline and manage opportunities from discovery to close.

Skills

SLED sales

Account management

Strategic account planning

Prospecting

Negotiation

CRM & forecasting

Public-sector sales

Relationship building

Education

Bachelor’s degree or equivalent professional experience

Tools

CRM systems

Forecasting tools

Public-sector procurement platforms

Job description

Company Overview

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM

Position Overview

Field Account Executive – SLED Sales to drive growth across State, Local Government, and Education (SLED) customers. This is a field-based, quota-carrying sales position responsible for developing strategic customer and partner relationships, expanding existing accounts, acquiring new customers, and positioning Zones’ technology solutions and services to address the evolving needs of public-sector organizations.

What you’ll do as the Field Account Executive (FAE) SLED

The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

Account Management & Business Development

• Develop and execute strategic account plans for assigned SLED customers.
• Build trusted relationships with CIOs, CTOs, IT directors, procurement leaders, department heads, and other key decision makers.
• Identify new business opportunities within existing accounts and develop strategies to expand Zones’ share of wallet.
• Prospect for and acquire new SLED customers within the assigned territory.
• Maintain a healthy pipeline of qualified opportunities sufficient to achieve and exceed assigned sales quotas.
• Conduct regular customer meetings, business reviews, technology discussions, and executive engagements.
• Develop multi-year relationships that position Zones as a strategic technology partner rather than simply a product supplier.

SLED Sales & Procurement

• Develop a strong understanding of State, Local Government, K-12, and higher-education purchasing processes.
• Navigate government procurement requirements, competitive bids, RFPs/RFQs, cooperative contracts, master agreements, and other purchasing vehicles.
• Identify upcoming solicitations and influence opportunities before they reach the formal procurement stage.
• Leverage available state, local, education, cooperative, and national contract vehicles to accelerate customer purchases.
• Coordinate with Zones’ contracts and proposal teams on RFP/RFQ responses and other public-sector opportunities.
• Maintain awareness of public-sector technology spending priorities, budget cycles, fiscal-year deadlines, and procurement timelines.

Technology Solutions Selling

• Position Zones’ portfolio of hardware, software, cloud, cybersecurity, networking, data center, collaboration, managed services, professional services, and lifecycle solutions.
• Engage customers in consultative discussions to understand business and technology challenges.
• Partner with technical resources to develop solutions aligned with customer requirements and budgets.
• Identify opportunities to transition transactional product purchases into higher-value solution and services engagements.
• Develop executive-level presentations and business cases demonstrating the value of proposed solutions.

OEM & Partner Relationships

• Develop productive relationships with key technology manufacturers and channel partners.
• Collaborate with OEM representatives on account strategies, joint customer engagements, demonstrations, events, and opportunity development.
• Leverage partner resources, funding, incentives, technical expertise, and solution capabilities to increase win rates.
• Coordinate joint go-to-market strategies with strategic technology partners.

Pipeline & Sales Execution

• Consistently achieve or exceed assigned revenue and gross-margin objectives.
• Maintain accurate forecasts and opportunity information within Zones’ CE system.
• Manage opportunities through the complete sales cycle—from prospecting and discovery through proposal, negotiation, award, and close.
• Develop accurate close plans for strategic opportunities.
• Monitor competitive activity and develop strategies to differentiate Zones.
• Identify risks, obstacles, and stalled opportunities and develop appropriate recovery plans.
• Maintain disciplined sales activity and pipeline-generation practices.

What You Will Bring To The Team

• 5+ years of successful technology sales experience, preferably in State, Local Government, K-12, or higher education.
• Demonstrated experience carrying and achieving a sales quota.
• Proven track record selling IT products, solutions, and/or services.
• Strong understanding of SLED procurement processes and government buying cycles.
• Experience selling through contracts, cooperative purchasing agreements, or other public‑sector procurement vehicles.
• Strong prospecting, relationship‑development, negotiation, presentation, and closing skills.
• Experience working with technology OEMs, distributors, and channel partners.
• Ability to develop relationships at both the technical and executive levels.
• Strong CRM, forecasting, pipeline‑management, and business‑planning skills.
• Ability to travel regularly throughout the assigned territory.

Preferred Qualifications

• Bachelor’s degree in business, Marketing, Information Technology, or related discipline, or equivalent professional experience Existing relationships with SLED technology decision makers and procurement organizations.
• Experience selling cybersecurity, networking, cloud, data center, end‑user computing, managed services, or professional services.
• Experience responding to or managing government RFP/RFQ opportunities.
• Familiarity with state term contracts, cooperative purchasing agreements, NASPO ValuePoint, OMNIA Partners, Sourcewell, or similar procurement vehicles.
• Experience developing strategic account plans and territory business plans.

Core Competencies

• Public‑Sector Expertise Understands how government organizations purchase technology and how to navigate complex public‑sector sales cycles.
• Strategic Account Management Builds executive relationships and develops long‑term strategies to grow customer relationships.
• Hunter Mentality Consistently creates new opportunities rather than relying solely on existing business.
• Consultative Selling Understands customer challenges and connects them to measurable technology and business outcomes.
• Business Acumen Understands revenue, gross margin, pipeline coverage, forecasting, profitability, and account growth.
• Executive Presence Can confidently engage CIOs, CTOs, superintendents, agency executives, procurement officials, and other senior stakeholders.
• Collaboration Effectively orchestrates internal teams and external partners to deliver comprehensive customer solutions.
• Accountability Takes ownership of territory performance, pipeline development, forecasting, customer satisfaction, and results.

Zones Offers a Comprehensive Benefits Package

• While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, voluntary accident, hospitalization and critical illness insurance options, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.

All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, age, genetic information, or pregnancy.

Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.