James Spruill

About James Spruill

I’m a senior sales leader with a career dedicated to helping state, local, and education organizations modernize their technology, strengthen cybersecurity, and deliver better outcomes for the communities they serve. For more than a decade, I’ve partnered with CIOs, CISOs, agency secretaries, elected officials, and higher‑education leaders to drive complex digital transformation across cloud, AI, cybersecurity, data analytics, and mission‑critical systems.My approach blends deep SLED expertise with executive‑level relationship building and a strong command of the political, procurement, and legislative dynamics that shape government buying cycles. I work seamlessly with lobbyists, channel partners, and cross‑functional teams to navigate multi‑year initiatives and deliver measurable impact. I’m equally comfortable influencing cabinet‑level leaders as I am aligning messaging and execution across directors, managers, and technical teams.I bring extensive experience with consultative sales methodologies — MEDDIC, SPIN, Acclivus, and Challenger — and apply them to complex, multi‑stakeholder environments where clarity, alignment, and value articulation are essential.Across my career, I’ve delivered more than $1B in technology solutions to public sector organizations, including major wins such as:$60M Managed Security Services – Port Authority NY/NJ$40M Managed Video Surveillance – City of Philadelphia$35M IVR Modernization – PA Department of Revenue$35M MerrillLynch.com – Online Presence Modernization$25M ASCO CancerLinQ – Global AI Portal$25M U.S. Army – Logistics System Modernization$20M PASSHE – End‑User Computing Modernization$120M NJ CASS – Public Health Modernization$8M NJ SACWIS – Child Welfare System$500M Commonwealth of PA – Data Power House RecompeteI’ve consistently exceeded quota in highly competitive territories — including 300% attainment at Elastic, 122% at VMware, and 125% at SAP. Whether selling AI‑driven cybersecurity, multi‑cloud management, digital modernization, or large‑scale professional services, I focus on solving real problems for government leaders and building long‑term trust.At my core, I’m passionate about helping public sector organizations modernize securely, operate efficiently, and better serve citizens. I thrive in complex environments where strategy, relationships, and execution all matter — and where the right technology can transform how government works.

Experience

1. Enterprise Account Executive State & Local Government and Education

   Elastic

   Oct 2023 — Present · Philadelphia, PA, US

   Account Director selling Elastic AI, Search, SIEM, XDR and EDR solutions and professional services in PA, OH, WV territory to C- suite executives in the State, Local and Education markets Sold over $6M in software subscriptions Sold $1M in Professional ServicesManage channel partners and Lobbyists Create & Run Demand Gen campaignsDeliver Thought Leadership technical webinars to regional SLED customers Matrix management of a diverse group of business professionals in Sales, Marketing, Channels, Engineering, Consulting, Finance and LegalRFP Response management Strategic contract managment

Education

• Penn State University

  Bachelor's degree, Computer and Information Sciences and Support Services

• University of Pittsburgh Joseph M. Katz Graduate School of Business

  Master of Business Administration (M.B.A.), Management Information Systems & Marketing

• Penn State University

  BA, Applied Computer Science