Drives strategic sales across state, local, and education accounts in the Western U.S. Identifies new opportunities, expands customer relationships, manages complex multi-year programs, exceeds sales quotas, maintains CRM pipelines, and coordinates with OEM partners, sales engineers, vendors, and inside support. Ensures procurement compliance, develops account strategies, conducts outbound and face-to-face sales activities, and pursues technical certifications and ongoing training.
Job Summary
Responsible for driving strategic sales initiatives within target accounts across the SLED (State, Local, and Education) in the Western US market. This includes identifying and developing new business opportunities, expanding existing relationships, and managing key customer accounts. Focused on delivering measurable results through a consultative sales approach, strong business acumen, and exceptional attention to detail. Builds and maintains strategic relationships with OEM partners and customers to provide innovative, effective solutions that address business needs and support long-term success.
Primary Responsibilities
- Proactively promote products and services within your assigned accounts
- Identify new vendors relevant to your assigned accounts and assist in bringing them into the FRC portfolio
- Focus on developing and closing large, complex, multi-year programs and projects
- Conduct your sales activities in full compliance with all procurement rules and regulations
- Exceeding assigned sales quota
- Exceeding published company sales activity matrix
- Development of a strategy plan for each assigned account
- Conduct a minimum standard of outbound phone calls per week
- Conduct a minimum standard of Face-to-Face sales calls with customers per week
- Conduct a minimum standard of Joint customer/SE sales calls per month
- Conduct a minimum standard of Joint customer/ OEM sales calls per month
- Maintaining a customer profile in FRC CRM and record appropriate activities
- Maintaining an updated pipeline in CRM for all sales opportunities
- To stay up-to date on new and emerging technologies
- Obtain technical sales certifications as required and directed by management
- Attending all company sponsored training sessions
- Helping to direct the sales activities of an assigned inside support person
Required Knowledge, Skills, and Abilities
- 10+ Years Outside Sales Experience
- Excellent oral and written communication skills.
- The ability to be flexible
Education and Experience
- BS/BA Degree in business or other related field and 5 years of experience
- Associate degree in related field and 6+ years of experience and/or training, OR
- 10+ years of experience and/or training, OR Previous government contracting/IT sales experience preferred
Physical Requirements
- Prolonged periods of sitting at a desk and working on a computer
- Must be able to lift 15 pounds at times
Similar Jobs
Artificial Intelligence • Machine Learning • Natural Language Processing • Software • Generative AI
Own the full sales cycle for State, Local, and Higher Education (SLED) customers in the Western US. Drive net-new acquisition via outbound outreach, partner/channel engagement, and executive relationships. Collaborate with SDRs, Sales Engineering, Product, and Customer Success to deliver proofs-of-concept, navigate procurement, and close deals while shaping product priorities with customer feedback.
Top Skills:
Ai/MlEnterprise SoftwareSaaS
Fintech • Information Technology • Software
Sell SentiLink identity and fraud solutions to state agencies, local governments, and higher education. Own the full sales cycle, build relationships and champions, navigate complex procurement, prepare business cases, close deals, and manage post-close partner success.
Information Technology
As an Account Executive at Commify, you will manage the full sales cycle, conduct meetings, prospect leads, and exceed quotas while collaborating with teams for growth.
Top Skills:
AmplemarketSalesforce CRM
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
