Enterprise Account Executive - SLED (Google Public Sector)

📋 Description

• • Sell consultatively to senior stakeholders (CIO/CTO, CDO, program leaders, procurement) across state agencies, local governments, K–12, and higher education institutions to drive services-led technology engagements.
• • Grow Nelnet Government Services in the State, Local, and Education (SLED) market by creating, qualifying, and advancing net-new opportunities for AI/GenAI enablement, custom application development, and system integration solutions.
• • Lead end-to-end sales cycles from first meeting through contracting, including solution shaping, pricing alignment, proposal development, orals support, negotiation, and close.
• • Build and maintain a disciplined pipeline aligned to quota targets, ensuring accurate forecasting and CRM hygiene with transparent communication of risks, asks, and close dates.
• • Monitor and influence procurement activity including RFI/RFQ/RFP processes, and pursue pre-RFP shaping to position Nelnet for competitive advantage.
• • Lead or coordinate capture plans, win themes, teaming strategies, and executive engagement plans for priority SLED pursuits.
• • Co-sell with strategic partners, particularly Google Public Sector, to identify joint opportunities, align field engagement, and execute shared pursuit strategies with clearly defined roles and responsibilities.
• • Translate technical capabilities (e.g., AI/GenAI workflows, data science applications) into clear value propositions for non-technical SLED buyers, connecting solutions to business outcomes, compliance, and budget realities.
• • Drive internal alignment across delivery, solution architecture, legal, and leadership teams to ensure proposed solutions are credible, executable, and aligned with client needs.
• • Represent Nelnet at SLED conferences, association meetings, and industry events to build brand credibility and gather market intelligence to inform go-to-market strategy and solution packaging.
• • Develop target-buyer maps and relationship plans across IT, program, finance, and procurement stakeholders in priority footprint states where Nelnet has established presence.
• • Achieve or exceed quarterly and annual targets for bookings, pipeline growth, and strategic account penetration in assigned national territory.
• • Travel as needed to support customer and partner engagements, including site visits, proposal presentations, and procurement events.
• • Pass any required background checks for access to public sector client sites or projects.
• • Provide market intelligence on SLED procurement trends, competitive activity, and technology adoption to inform solution development and go-to-market priorities.
• • Maintain rigorous discipline in CRM usage and forecasting to ensure accurate pipeline visibility and sales performance tracking.
• • Engage with complex, multi-stakeholder buying groups in long-cycle public sector sales environments with formal procurement processes and multi-year budget cycles.