SLED Account Manager – California & Hawaii

Job Summary

The SLED Account Manager for the California and Hawaii territory is responsible for cultivating strong, strategic partnerships with state, local government, and education (SLED) clients. This role serves as the primary point of contact for public‑sector accounts across both states, managing long and complex procurement cycles, coordinating account strategies, and driving sustainable growth. Success in this role requires strong relationship‑building skills, public‑sector sales experience, and the ability to align organizational solutions to agency and educational institution needs.

This position involves travel up to 75% across California and Hawaii.

Responsibilities

Develops and executes territory‑specific account plans for SLED customers in California and Hawaii, focusing on solution adoption, strategic alignment, and long‑term partnership growth.

Builds trusted relationships with state agencies, counties, cities, school districts, higher‑education institutions, and IT/procurement stakeholders across both regions.

Manages and exceeds sales quotas aligned with West Region SLED market objectives.

Leads or supports client meetings, RFP/RFQ processes, purchasing cycles, and contract negotiations, with guidance from senior leadership where needed.

Partners with resellers, VARs, integrators, and channel organizations to deliver compliant and value‑driven solutions tailored to government and educational requirements.

Gathers customer, regulatory, and market insights to inform internal teams on product, service, and strategy improvements.

Collaborates with legal, pricing, marketing, operations, and technical resources to ensure smooth execution of complex SLED sales cycles.

Analyzes win/loss data, competitive factors, budget cycles, and procurement trends within California and Hawaii to optimize sales performance and territory strategy.

Supports and participates in SLED‑focused workshops, conferences, webinars, and training events to enhance customer engagement and education.

Monitors account performance metrics, identifies new revenue opportunities, and manages renewals, expansions, and long‑term account health.

Education & Experience Recommended

Four‑year or Graduate Degree in Business Administration, Public Administration, Sales, Marketing, or related field; or equivalent experience.

Typically 4 years of experience in account management, public‑sector sales, technology solutions, or related areas.

Prior experience working with California or Hawaii government agencies or educational institutions is preferred.

Knowledge & Skills

Public‑sector sales and procurement processes

Business development & territory management

CRM proficiency (Dyanmics preferred)

IT product and solution knowledge (hardware, software, cloud, storage, networking)

Pipeline management and forecasting

RFP/RFQ writing and review

Stakeholder and partner management

Sales prospecting, selling techniques, and upselling

Event and workshop support

Conflict resolution and customer engagement

Cross‑Org Skills

Effective Communication

Results Orientation

Learning Agility

Digital Fluency

Customer Centricity

Impact & Scope

Influences regional SLED strategy by providing insights, competitive analysis, and customer‑centric recommendations.

Acts as an informed team member supporting broader organizational goals within the California and Hawaii territory.

Complexity

Handles routine SLED account needs and procurement activities within established guidelines.

Supports more complex contract, compliance, and deal‑desk matters with senior team assistance.

Disclaimer

This job description outlines the general nature and responsibilities of the SLED Account Manager role. It is not intended to be a complete list of all duties, responsibilities, or qualifications. Additional tasks may be assigned as business needs evolve.

Salary:

The on-target earnings (OTE) range for this role is $211,000 to $240,000 USD
annually with a 60%/40% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

 * Health insurance
 * Dental insurance
 * Vision insurance
 * Long term/short term disability insurance
 * Employee assistance program
 * Flexible spending account
 * Life insurance
 * Generous time off policies, including;
 * 4-12 weeks fully paid parental leave based on tenure
 * 13 paid holidays
 * Additional flexible paid vacation and sick leave (US benefits overview
   [https://hpbenefits.ce.alight.com/])

The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.