Location: [Remote role] Preferred locations: Northeast/ Mid-Atlantic/Florida
Department: GTM Federal/Public Sector
Reports to: SVP, Sales
About the RoleIn this role, you will define and execute AppGate's go-to-market (GTM) and sales strategy for selling to government agencies. This is a highly impactful individual contributor role. You'll combine your knowledge of government procurement with a deep understanding of our value proposition to design and execute a strategy that drives adoption across government agencies. You will act as a sophisticated navigator of the public sector, translating complex technical solutions into mission-critical outcomes for government agencies.
Key Responsibilities- Develop a Strategy - Define a clear and compelling plan to expand our presence in government agencies.
- Execute and Drive Growth - Implement that strategy to deliver closed-won deals and increased product adoption.
- Pipeline Generation - Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts.
- Sales Execution - Close deals with SLED agencies and drives product adoption within those organizations.
- Complex Cycle Management: Lead and execute sophisticated, end-to-end sales cycles within the SLED market, often involving multi-departmental buy-in and complex RFP/RFI processes.
- Collaborate with internal teams to deliver contract bids, proposals, RFQ responses, and Statements of Work that reflect our commitment to excellence.
- Executive Relationship Building: Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state and local agencies.
- Communication Mastery: Exceptional ability to distill complex technical value propositions into compelling narratives for both technical staff and non-technical elected officials.
- Procurement Mastery: Deep understanding of public sector procurement vehicles (e.g., NASPO, NASCIO, NASTD, GSA Schedule 70, state-specific contracts - NY OGS, MA CommBUYS, Florida STC) and the legislative cycles that drive funding.
Required Qualifications- A SLED veteran: Minimum 7 years selling SaaS/Security solutions to State agencies
- Experience in network performance and security, "how the Internet works", corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.
- Team player - selling is a team sport
- Excellent communication, presentation, and influencing skills; capable of articulating technical, contractual, and financial value to senior stakeholders
- High-energy, service-oriented with a strong work ethic and problem-solving mindset
Preferred Qualifications- Funding Fluidity: Expert at identifying and capturing diverse funding streams, including state general funds, IIJA/SLTT federal grants, etc.
- Existing Network: A "ready-to-go" book of business and high-level contacts within key state agencies.
Compensation - Base salary range: $140k - $150k
- Bonus / commission: Commissionable 50/50 plan
- Equity: Granted upon offer
Travel- Travel throughout the territory to support the needs of the business.
