Who is Trace3?
Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to our clients. Equipped with elite engineering and dynamic innovation, we empower IT executives and their organizations to achieve competitive advantage through a process of Integrate, Automate, Innovate.
Our culture at Trace3 embodies the spirit of a startup with the advantage of a scalable business. Employees can grow their career and have fun while doing it!
Trace3 is headquartered in Irvine, California. We employ more than 1,200 people all over the United States. Our major field office locations include Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, San Francisco.
Ready to discover the possibilities that live in technology?
Come Join Us!
Street-Smart - Thriving in Dynamic Times
We are flexible and resilient in a fast-changing environment. We continuously innovate and drive constructive change while keeping a focus on the "big picture." We exercise sound business judgment in making high-quality decisions in a timely and cost-effective manner. We are highly creative and can dig deep within ourselves to find positive solutions to different problems.
Juice - The "Stuff" it takes to be a Needle Mover
We get things done and drive results. We lead without a title, empowering others through a can-do attitude. We look forward to the goal, mentally mapping out every checkpoint on the pathway to success, and visualizing what the final destination looks and feels like.
Teamwork - Humble, Hungry and Smart
We are humble individuals who understand how our job impacts the company's mission. We treat others with respect, admit mistakes, give credit where it's due and demonstrate transparency. We "bring the weather" by exhibiting positive leadership and solution-focused thinking. We hug people in their trials, struggles, and failures – not just their success. We appreciate the individuality of the people around us.
JOB SUMMARY:
The Account Executive II (AE II) supports the State, Local Government, and Education (SLED) Sales Vertical by leading and executing strategic sales initiatives across state and local government accounts. This role is responsible for proactively identifying new business opportunities, developing trusted relationships with C-level and senior decision-makers, and delivering tailored technology solutions aligned to customer needs.
The AE II manages and delivers against an annual sales quota, while expanding existing accounts and driving net-new business. Successful candidates are consultative sellers with a strong track record of quota attainment, exceptional customer service skills, and a passion for technology-driven solutions.
SUMMARY OF ESSENTIAL JOB FUNCTIONS:
- Develop and execute strategic account, marketing, and promotional plans to introduce and expand Trace3 Government solutions within assigned SLED accounts.
- Proactively prospect, qualify, and pursue new business opportunities, building and maintaining a robust sales pipeline.
- Negotiate, close, and manage contracts while maintaining strong, long-term client relationships.
- Expand revenue within existing accounts by identifying cross-sell and upsell opportunities.
- Conduct discovery to understand customer business objectives and propose appropriate technology solutions.
- Develop a strong understanding of customers' business environments and how Trace3 Government products and services align to their needs.
- Organize and lead day-to-day sales activities to ensure timely, accurate, and high-quality responses to internal and external stakeholders.
- Consistently achieve or exceed assigned sales quota and performance objectives.
- Maintain accurate CRM records, forecasts, and pipeline management with commit accuracy within +/- established targets.
- Represent Trace3 Government at conferences, client meetings, and industry events.
- Perform additional duties as assigned.
REQUIRED SKILLS AND EXPERIENCE:
- 10+ years of consultative sales experience
- Demonstrated success closing complex, multi-year technology and services engagements.
- Extensive experience selling complex IT solutions including cloud, big data, cybersecurity, infrastructure, networking, data center, AI, managed services, and professional services engagements.
- Demonstrated success developing and executing strategic account plans that drive new business acquisition, customer expansion, and long-term revenue growth.
- Proven ability to engage and influence executive leadership, including C-suite, business stakeholders, procurement teams, and technical decision-makers.
- Strong consultative selling, solution development, negotiation, and contract management skills with experience navigating complex buying cycles.
- Experience leading cross-functional pursuit teams including solution architects, engineers, service delivery leaders, and strategic technology partners.
- Exceptional ability to identify customer business challenges and align technology solutions to measurable business outcomes.
- Strong executive presentation, communication, and relationship management skills with a track record of building trusted advisor relationships.
- High proficiency with CRM platforms, pipeline management, forecasting methodologies, Microsoft 365 applications, and executive-level presentation development.
- Experience managing RFPs, contract negotiations, and large-scale enterprise or public sector procurement processes.
- Demonstrated success selling into State, Local Government, Education (SLED), Enterprise, or other highly regulated markets preferred.
- Self-motivated, entrepreneurial mindset with a passion for technology, innovation, and driving transformational customer outcomes.
Preferred Competencies:
- Complex Solution Selling
- Professional Services & Managed Services Sales
- Strategic Account Management
- Executive Relationship Development
- Business Development & Prospecting
- Contract Negotiation
- Sales Forecasting & Pipeline Management
- Technology Consulting
- Partner Ecosystem Management
- Digital Transformation Solutions
- Public Sector & SLED Sales Experience
EDUCATION: Bachelors with 10+ or Master with 7+ Years of Experience
LOCATION: Full Time, Remote in California, Minnesota, Oklahoma
SALARY RANGE: $110,000 to $130,000 + Commission ($230,000 OTE, DOE)
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
While performing the duties of this job, the employee is regularly required to:
- Remain in a stationary position for extended periods of time.
- Operate a computer, keyboard, and other office equipment using hands and fingers.
- Communicate effectively in person, over the phone, and through electronic means.
- Occasionally move about the office to access files, office equipment, and meeting spaces.
- Lift and/or move up to 15 pounds as needed.
- Maintain specific vision abilities, including close vision and the ability to adjust focus.
WORK ENVIRONMENT:
This position is performed within a secure, classified workspace. Employees must comply with all applicable security protocols and access control procedures, including restrictions on personal electronic devices and the handling of sensitive information.
The Perks
- Comprehensive medical, dental and vision plans for you and your dependents
- 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
- Competitive Compensation
- Training and development programs
- Major offices stocked with snacks and beverages
- Collaborative and cool culture
- Work-life balance and generous paid time off
Our Commitment
At the core of Trace3's DNA is our people. We are a diverse group of talented individuals who understand the importance of teamwork and demonstrating leadership, character, and passion in all that we do.
We're committed to fostering an inclusive workplace where everyone feels respected, valued, and empowered to grow. We recognize that embracing diversity drives innovation, improves outcomes, fosters collaboration, boosts teammate satisfaction, and builds a more inclusive culture.
As an equal opportunity employer, Trace3 bases all employment decisions based on individual qualifications, merit, and business requirements. We do not engage in discrimination on the basis of race, color, religion, sex (including gender identity, sexual orientation, and pregnancy), national origin, age (40 or older), disability, genetic information, or any other characteristic protected by federal, state, or local law.
Any demographic information provided is strictly voluntary, kept confidential in accordance with Equal Employment Opportunity (EEO) regulations, and will not be used in employment decisions, including hiring, promotions, or mentorship programs. We are committed to providing equal employment opportunities for all.
If you require a reasonable accommodation to complete the application process or participate in an interview, please email [email protected].
***To all recruitment agencies: Trace3 does not accept unsolicited agency resumes/CVs. Please do not forward resumes/CVs to our careers email addresses, Trace3 employees or any other company location. Trace3 is not responsible for any fees related to unsolicited resumes/CVs.
