Account Executive, Business Development – State & Local Government (SLG)

Dell Technologies seeks an Account Executive for State and Local Government to shape mission-aligned SLG solutions and serve as a trusted adviser to customers and Dell account teams. The role emphasizes building executive relationships, translating mission needs into scalable patterns, and driving multi-jurisdiction deployments.

Compensation and Location

Location: Virginia, remote. Compensation: USD 335,665 to 434,390 per year.

Responsibilities

• Act as the subject matter expert for key SLG mission domains, applying real-world experience with state and local agencies to shape mission-aligned solution strategies.
• Develop deep executive relationships with state and local decision makers, such as CIOs, CISOs, agency leaders, public safety chiefs, and state enterprise IT leaders, to understand mission priorities and modernization roadmaps.
• Assist SLG agencies and partners in constructing holistic solutions for Justice, Public Safety & Cyber, including digital evidence, body-worn cameras, records management and CAD systems, fusion centers, SOCs, and CJIS-aware environments.
• Assist SLG agencies and partners in constructing holistic solutions for Smart Government & State Enterprise IT, covering statewide data centers, shared services, smart city initiatives, critical infrastructure, ERP/HRIS, and digital citizen services.
• Translate mission needs into scalable solution patterns that can be deployed across multiple jurisdictions to enable replication of success locally, regionally, and nationally.
• Partner closely with Dell account teams, solution architects, and business development to identify high-impact SLG opportunities, align Dell's portfolio to agency missions, and support strategic pursuits, executive briefings, and long-term account planning.
• Leverage knowledge of the SLG mission environment to help sales and leadership anticipate future needs, with emphasis on cybersecurity and resilience, data platforms and analytics, and modern architectures for critical infrastructure and smart government services.
• Address complex problems across sales, delivery, execution, and risk reduction, ensuring solutions are realistic within governance, funding, procurement, and regulatory constraints.
• Serve as a bridge between field operations and Dell’s internal teams, providing feedback on SLG mission trends, funding patterns, and solution gaps to influence roadmaps, offerings, and partner strategies.
• Drive collaboration with ecosystem partners, including state and regional integrators, software vendors, and service providers, to co-create solutions aligned to SLG missions and statewide initiatives.

Requirements

• Extensive mission-relevant SLG experience with meaningful engagement with state or large local public safety organizations (law enforcement, fire/EMS, emergency management, 911/PSAP, fusion centers).
• Significant SLG experience involving Justice agencies (courts, corrections, prosecutors, public defenders).
• Significant SLG experience with state or local IT and shared services organizations (state CIO/CTO offices, statewide data centers, enterprise IT consolidation/modernization programs).
• Significant SLG experience with smart city/state or critical infrastructure initiatives (transportation, utilities, public works, urban operations, resilience programs).
• Ability to connect mission objectives such as safer communities, resilient infrastructure, digital services, and improved constituent experience to technology strategies and architectures.
• Strong track record in public sector technology environments, including hybrid/multicloud, data center modernization, or edge/IoT deployments; data platforms, analytics, or AI supporting SLG decision-making; and cybersecurity, zero trust, or resilience initiatives in state/local contexts.
• Capability to engage at the executive level with SLG leaders while collaborating with technical and operational stakeholders.
• Exceptional communication and storytelling skills to frame Dell capabilities in terms that align with SLG missions, funding realities, and policy drivers.
• Proven ability to work effectively in a large matrix organization, coordinating across sales, presales, services, partners, and corporate functions to deliver integrated outcomes.
• Executive management, leadership, or business development/strategic program experience in the public sector is strongly preferred.
• Typically requires substantial related SLG or public sector mission experience; an advanced degree or an equivalent combination of education and experience is preferred.
• Experience with public sector security and compliance frameworks (CJIS, NIST-based policies, state cyber standards) is considered a plus.

Technologies

• CJIS, NIST-based policies