SLED Account Executive - West

Role Overview

Saviynt's AI‑powered identity platform manages and governs human and non‑human access to all of an organization's applications, data, and business processes. Customers trust Saviynt to safeguard their digital assets, drive operational efficiency, and reduce compliance costs. Built for the AI age, Saviynt is today helping organizations safely accelerate their deployment and usage of AI. Saviynt is recognized as the leader in identity security, with solutions that protect and empower the world’s leading brands, Fortune 500 companies and government institutions.

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The SLED Account Executive for the West Coast & Texas will be a primary leader responsible for driving the adoption of our key identity and security technologies across two of the nation’s largest and most technologically advanced SLED markets:
California (CA) and Texas (TX).

• State agencies: major state systems in Sacramento, CA and Austin, TX.
• Major university systems: UC/CSU (CA) and UT/Texas A&M (TX).
• Key local governments: major metropolitan areas across both states.
• Security authorizations:
  FedRAMP Moderate, with FedRAMP High pursuit underway.
• Strategic partner aligning solutions with key technology priorities in CA (My Digital CA) and TX (Texas DIR modernization).

• California (Sacramento/Bay Area Focus)
  • State Agency Focus: develop and grow executive relationships with the California Department of Technology (CDT), large state agencies (e.g., CalHHS, FTB, CDCR), and the Governor’s Office.
  • Mission Alignment: position technology solutions (Cybersecurity, Zero Trust, Cloud IAM) to address major state initiatives, including implementing My Digital CA, enhancing agency cybersecurity posture and securing cloud services (IaaS/SaaS), and supporting Generative AI initiatives with secure identity governance.
  • Procurement Expertise: navigate complex California procurement vehicles (CMAS, CALNET, DGS contracts).
  • Local/
    
    Education:
    
    target IT leadership and CISOs within large public university systems (UC/CSU) and major local governments in Northern California.
• Texas (Austin/Dallas Focus)
  • State Agency Focus: build influence and drive new business within the Texas Department of Information Resources (DIR) and major Texas state agencies (Health and Human Services, Comptroller’s Office).
  • Strategic Alignment: focus on Texas’s push for modernization and efficiency, positioning our solutions to secure the state’s cloud adoption and digital service delivery efforts.
  • Education Target: deepen relationships within the University of Texas (UT) System and the Texas A&M System, addressing large‑scale research and student identity security challenges.
  • Procurement Expertise: leverage Texas DIR Contracts and state cooperative purchasing programs to accelerate sales cycles.
• General SLED Sales & Management
  • Channel and Partner Strategy: work closely with key system integrators and partners who manage major state IT modernization programs across both CA and TX.
  • Quota Achievement: consistently meet or exceed all revenue and gross profit quotas for your assigned CA and TX SLED portfolio.

• SLED Procurement Expertise: Deep, demonstrated success in navigating and closing deals utilizing state and local cooperative contracts (NASPO Value Point), specific state contract vehicles, including CMAS/CALNET (CA) and DIR (TX).
• Multi‑State Market Knowledge: Specific, working knowledge of the procurement processes and key strategic IT initiatives in California and Texas is highly preferred.
• Budget and Funding Acumen: Proficient at identifying and leveraging key SLED funding streams, including state legislative appropriations, federal grants (like SLTT Cybersecurity Grants), and capital improvement budgets.
• Education Sector
  
  Experience:
  
  Experience selling to the Higher Education market, understanding the governance and funding models of the UC, CSU, UT, and Texas A&M systems.
• Executive Interaction: Ability to comfortably interact with C‑level executives and SLED leadership, demonstrating excellent communication skills and the ability to differentiate and work at strategic and tactical levels…