Area Sales Director, SLED

Job Summary

As a SLED Sales Director at SoftwareOne, you will lead the strategy and execution for growing our State, Local, and Education business. You will guide a high-performing sales team in winning new public-sector clients, expanding strategic accounts, and positioning SoftwareOne’s software, cloud, and services portfolio to address the priorities of government and education organizations.

The SLED Sales Director is responsible for leading SoftwareOne’s U.S. SLED practice, setting the national go-to-market strategy, and building a disciplined, opportunity-driven sales culture. This leader will align teams around market priorities, establish scalable sales motions, strengthen executive relationships with public-sector customers and strategic partners, and guide the organization through complex procurement, contracting, budget, and compliance requirements to accelerate growth nationwide.

Success will be measured by consistent pipeline development, competitive wins, customer expansion, and achievement of GP and EBITDA targets. The ideal candidate brings a proven record of leading technology sales within the SLED market, developing sales talent, and converting long-cycle public-sector opportunities into sustainable revenue.

SoftwareOne is an AI‑forward company. We actively use AI across our business to improve productivity, decision‑making, and outcomes - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve.

Role & Responsibilities

• Lead, coach, and develop the U.S. SLED sales team to achieve revenue, gross profit, EBITDA, and market-share goals.
• Define and execute the national SLED go-to-market strategy across state and local government and education segments.
• Build a high-performance, opportunity-driven sales culture focused on accountability, collaboration, and continuous development.
• Establish scalable sales motions, territory coverage, account priorities, and performance expectations aligned with company objectives.
• Drive new client acquisition, strategic account expansion, and competitive wins across the U.S. public sector.
• Develop executive relationships with public-sector customers, technology partners, and key stakeholders to strengthen SoftwareOne’s market position.
• Guide teams through complex SLED procurement, contracting, budget cycles, compliance requirements, and long-term sales processes.
• Apply a consultative, solution-selling approach to position SoftwareOne’s software, cloud, and services portfolio against customer priorities.
• Analyze market trends, customer needs, funding priorities, and competitive activity to identify growth opportunities and risks.
• Maintain pipeline discipline, forecast accuracy, and CRM adoption while monitoring performance metrics and corrective actions.
• Provide senior leadership with clear reporting, market insights, and recommendations that support strategic decision-making.
• Partner with marketing, services, alliances, operations, and other cross-functional teams to deliver a coordinated customer and growth strategy.