10 state and local government sales experts
At Amazon Web Services (AWS), two of these state and local government sales experts hold leader titles for state and local government, and at Okta two more sell to SLED accounts; the rest hold or held SLED sales roles at Nutanix, Cribl, Genesys, Tanium, Salesforce and ANDE Rapid DNA. A company building its first public sector sales team, covering states, counties, cities and schools, or working through government procurement can compare their approaches.
Professionals to explore
Eric LeBlanc
LinkedInExperience: Area Leader - State and Local Government, Higher Education · Amazon Web Services (AWS)
Eric LeBlanc has been Area Leader - State and Local Government, Higher Education at Amazon Web Services (AWS) since October 2021 and was Senior Director - US State and Local Government at Microsoft (2015-2020). Eric describes 15+ years across US State and Local Government, including closing $100M+ deals and navigating complex government procurement. Large deals and procurement strategy fit Eric.
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Jennifer Roth
LinkedInExperience: National Sales Leader - State Local Government and Education · Cribl
Building a national state and local sales team fits Jennifer Roth, National Sales Leader - State Local Government and Education at Cribl since November 2023, who describes two decades of technology sales leadership, building sales teams across the US and UK from pre-IPO to multi-billion dollar revenue stage. At Splunk, Jennifer was Sr. Director State & Local Government and Education North East (2018-2019) and Area Vice President East (2019-2022).
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Jon Mazella
LinkedInExperience: Former Regional Vice President, State, local gov and education · Tanium
At Tanium, Jon Mazella was Regional Vice President, State, local gov and education (2024-2026), leading a team of SLED account executives across state, local and education markets and working with stakeholders such as CIOs, CISOs and state technology associations. Jon held CDW roles including Senior Sales Manager Director of Sales, State and Local Government (2015-2021) and Director of Sales (2023-2024). Selling to state CIOs and CISOs fits Jon.
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Kenney Hanson
LinkedInExperience: Former Account Executive SLED State of California - Analytics · Salesforce
Since June 2019, Kenney Hanson has been Account Executive SLED State of California - Analytics at Salesforce, and was Sales Director SLED West at Elastic (2018-2019), Strategic Account Executive - SLED West - Pitney Bowes Software Solutions at Pitney Bowes (2016-2018) and Senior Account Executive - SLED at ACTIVE Network (2013-2016). Kenney describes 15+ years of consultative selling in the State/Local/Education vertical, including complex sales cycles. Account-level selling into the State of California fits Kenney.
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Pam Irons
LinkedInExperience: Vice President Sales, State and Local Government · ANDE Rapid DNA
Pam Irons is Vice President Sales, State and Local Government at ANDE Rapid DNA (since September 2024) and was Strategic Account Director at CentralSquare Technologies (2018-2024) and Strategic Account Executive (Enterprise) at TriTech Software Systems (2011-2018). Pam describes revenue leadership, go-to-market design, pricing and packaging, and adoption in long-cycle, multi-stakeholder environments. Pricing and long sales cycles with agencies fit Pam.
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Rob Cassetti
LinkedInExperience: Sales Leader, State & Local Government · Amazon Web Services (AWS)
Comparing state and local sales at AWS with revenue leadership at Forensic Logic and Accela fits Rob Cassetti, Sales Leader, State & Local Government at Amazon Web Services (AWS) since November 2019. Rob was Chief Revenue Officer at Forensic Logic Inc. (2017-2019) and SVP, Sales and Marketing at Accela (2012-2017), and at Cisco held titles including National Sales Manager, Webex US Public Sector Director, West Area Service Sales (2009-2012).
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Scott Hartman
LinkedInExperience: Director Sales State & Local Government · Genesys
Contract negotiation and sales training are among the areas of expertise Scott Hartman lists as a Lean Six Sigma Black Belt, which makes contract negotiation with agencies a fit. Scott has been Director Sales State & Local Government at Genesys since October 2025 and Director of Sales Public Sector at Botcopy since February 2025, and was Vice President Digital Solutions State & Local Gov at TTEC Digital (2020-2024) and Director of Sales SLED at C1 (2018-2020).
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Sean Torassa
LinkedInExperience: Area Sales Director- SLED East · Okta
Sean Torassa is Area Sales Director- SLED East at Okta (since October 2023) and was Regional Vice President US SLED (2021-2023) and Enterprise Account Executive Public Sector (2020-2021) at Elastic. Sean was also President (2020-2021) and Secretary To The Board (2021) of the Information Systems Security Association (ISSA), and describes 15 years of work on the challenges of the government and education sectors. Security sales to state and local agencies fit Sean.
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Susan Buytenhuys
LinkedInExperience: Regional Leader - SLED West · Nutanix
State agencies, counties, cities, K-12 districts and higher education across the Western U.S. are who Susan Buytenhuys works with as Regional Leader - SLED West at Nutanix since July 2026. At Gartner, Susan was Area Vice President - State & Local Government (2021-2024), Senior Sales Manager - State of California Public Sector (2017-2021) and Managing Client Director - State of California (2015-2016), and describes public sector as the through-line of 20+ years in enterprise technology. Selling to California state agencies fits Susan.
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Teddy Lawhead
LinkedInExperience: Regional Sales Manager, SLED · Okta
Georgia, South Carolina, Mississippi and Alabama are the four states Teddy Lawhead covers as Regional Sales Manager, SLED at Okta since November 2025, supporting state and local government, public and EDU healthcare, universities, cities and counties, and school districts. Teddy was Account Executive, State & Local Government, Education at Rubrik (2021-2022) and Account Executive, Named Government and Education Accounts at Nutanix (2018-2021). Identity and security sales to agencies in those four states fit Teddy.
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Choose the right perspective
For large deals and procurement, Eric LeBlanc and Rob Cassetti at AWS are the closest matches, while Susan Buytenhuys and Kenney Hanson fit selling to California state agencies. Teddy Lawhead and Sean Torassa suit identity and security sales, Jon Mazella and Jennifer Roth building SLED teams, Pam Irons pricing in long sales cycles, and Scott Hartman contract negotiation.
Questions to take into the conversation
- 01How do you decide whether to sell to a state agency directly or through a cooperative contract or reseller?
- 02What changes in your sales approach between state agencies, counties, cities and school districts?
- 03How do you forecast a deal when the agency's budget cycle and procurement timeline are outside your control?
About this directory
This is a professional research starting point based on business profile data retrieved on . Titles and companies reflect that source snapshot; roles marked former had ended by then. Check the linked profiles for current details. Inclusion does not imply Instant Expert membership or availability.