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SLED Account Manager

The SLED Account Manager for Central California (roughly Ventura to Fresno) is responsible for developing and maintaining strategic partnerships with state, local government, and education clients. This role serves as the primary point of contact for public-sector accounts, managing complex procurement cycles, navigating government purchasing processes, and coordinating account strategies to drive growth across the central California SLED market. The position requires strong relationship-building skills, an understanding of public-sector compliance, and the ability to align organizational solutions with agency and institutional needs.

Responsibilities

• Develops and executes account plans for California SLED accounts, focusing on solution adoption, long-term partnership building, and customer satisfaction.
• Establishes trusted relationships with state agencies, county offices, municipalities, and K-12/higher-education institutions, including IT leadership, procurement officers, and program stakeholders.
• Manages and achieves sales quotas aligned with regional SLED market objectives.
• Leads or participates in client meetings, RFP responses, and public-sector contract negotiations with guidance from senior leadership when needed.
• Collaborates with channel partners, system integrators, and resellers to deliver compliant, value-driven solutions tailored to SLED requirements.
• Provides customer and market feedback to internal teams, contributing to product improvements and public-sector strategy development.
• Works cross-functionally with legal, pricing, marketing, and technical teams to ensure smooth execution of SLED sales cycles.
• Analyzes win/loss data, competitive positioning, funding cycles, and procurement trends to strengthen sales strategies.
• Assists in organizing and supporting educational workshops, webinars, conferences, and SLED-focused events to improve customer knowledge and engagement.
• Monitors account performance metrics and identifies opportunities for growth, renewals, and expanded service adoption across assigned territories.

Education & Experience Recommended

• Four-year or Graduate Degree in Business Administration, Public Administration, Sales, Marketing, or related discipline; or equivalent work experience.
• Typically 2-4 years of experience in account management, public-sector sales, technology sales, or related fields.
• Experience working with California government agencies, municipalities, or educational institutions strongly preferred.
• This territory covers Central California, roughly Ventura to Fresno. Highly preferred that rep lives within the territory.

Preferred Certifications

• Certified Technology Sales Professional (CTSP)
• Public-Sector or procurement-related certifications are a plus (e.g., NASPO, NIGP, or relevant vendor certifications).

Knowledge & Skills

• Public-sector sales and procurement processes
• Business development and territory management
• Customer Relationship Management (CRM), preferably Salesforce
• Solution and product knowledge (hardware, software, cloud, storage, networking, etc.)
• Sales development, pipeline management, forecasting
• RFP/RFQ response preparation
• Conflict resolution and stakeholder management
• Selling techniques and upselling
• Collaboration with channel partners and value-added resellers (VARs)

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope

• Impacts the immediate team and supports broader SLED organizational goals by providing insights, analysis, and recommendations to improve sales outcomes and account engagement.

Complexity

• Responds to routine SLED account inquiries and procurement matters within established policies and guidelines.
• Assists with more complex contract, compliance, and deal-desk matters with support from senior team members.

Disclaimer

This job description outlines the general nature and responsibilities for the SLED Account Manager role. It is not intended to be an exhaustive list of all duties, skills, or responsibilities. Duties may be modified or assigned as needed by management based on business requirements.

The on-target earnings (OTE) range for this role is $162,050 to $254,450 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview (https://hpbenefits.ce.alight.com/) )

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.