SLED Account Executive - West at Saviynt

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. For more information, please visit www.saviynt.com. 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). This role focuses on strategic engagement with: State Agencies: Targeting major state systems in both the Sacramento, CA and Austin, TX state capitol ecosystems. Major University Systems: Including the UC/CSU (CA) and UT/Texas A&M systems (TX). Key Local Governments: Focusing on major metropolitan areas across both states. The ideal candidate will leverage our security authorizations (including FedRAMP Moderate, with FedRAMP High pursuit underway) to meet the stringent security and compliance mandates of both states. You will be a strategic partner, aligning our solutions with key technology priorities in CA (e.g., My Digital CA) and TX (e.g., Texas DIR modernization). Driving Growth & Regional Impact • California (Sacramento/Bay Area Focus) • State Agency Focus: Develop and grow executive relationships with key decision-makers within 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 directly address major state initiatives, including: • Implementing the statewide digital identity environment (My Digital CA). • Enhancing agency cybersecurity posture and securing cloud services (IaaS/SaaS). • Supporting Generative AI initiatives with secure identity governance. • Procurement Expertise: Navigate complex California procurement vehicles (e.g., CMAS, CALNET, and 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 (e.g., 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 their 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. What You Bring to the Role • SLED Procurement Expertise: Deep, demonstrated success in navigating and closing deals utilizing State and Local cooperative contracts (e.g., NASPO ValuePoint), and 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 simultaneously. • Cross-functional Influence: Well-developed relationship-building skills and a willingness to take a leadership role driving initiatives across organizations. • Entrepreneurial Drive: High level of energy, dedication, and an unrelenting drive to succeed and win; yet, be a team player and have a collaborative approach to winning. • Sales Management: Ability to manage your portfolio of business opportunities by utilizing CRM tools to provide sales pipeline growth and accurate quarterly forecasting. • Travel will be required to appropriately manage your assigned SLED territory across CA and TX. Benefits: • Medical, Dental, Vision, Life Insurance • 401K • Unlimited PTO • Sick Time • Holiday Parties • Daily Catered Lunches • Employee Recognition Programs • Team Socials If required for this role, you will: - Complete security & privacy literacy and awareness training during onboarding and annually thereafter - Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as (but not limited to): > Data Classification, Retention & Handling Policy > Incident Response Policy/Procedures > Business Continuity/Disaster Recovery Policy/Procedures > Mobile Device Policy > Account Management Policy > Access Control Policy > Personnel Security Policy > Privacy Policy Saviynt is an amazing place to work. We are a high-growth, Platform as a Service company focused on Identity Authority to power and protect the world at work. You will experience tremendous growth and learning opportunities through challenging yet rewarding work which directly impacts our customers, all within a welcoming and positive work environment. If you're resilient and enjoy working in a dynamic environment you belong with us! Saviynt is an equal opportunity employer and we welcome everyone to our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.