Services Account Executive

Full Job Description

Own the services sales lifecycle across assigned accounts, including account planning, opportunity identification, qualification, solution shaping, pipeline generation, forecasting, negotiation, close, renewal, and expansion. Build and maintain relationships with customer executives, procurement leaders, business decision-makers, technology leaders, and other stakeholders who influence strategy, funding, acquisition, delivery, and adoption. Develop high-quality close plans for qualified opportunities; manage commercial terms, contracting dependencies, approvals, risks, and customer commitments through formal agreement. Maintain accurate and timely opportunity, pipeline, forecast, renewal, and account-planning information; use data and sales process discipline to identify risk, focus resources, and improve execution. Builds alignment across senior customer stakeholders and complex internal teams without relying on formal authority. Demonstrate knowledge of public-sector buying and contracting environments, including requests for information, requests for qualifications, requests for proposals, invitations to bid, procurement rules, cooperative contracts, funding cycles, and stakeholder governance. Understand the distinct missions, operating models, and buying patterns across state government, local government, and education customers. Apply relevant industry knowledge across Health and Human Services; Public Safety and Justice; Transportation; Public Finance; higher education; University athletics; academic research; and Academic Medical Centers. Recognize how policy, funding, procurement timing, incumbent relationships, delivery capacity, and organizational readiness affect opportunity strategy and sales-cycle progression. Experience in enterprise sales, services sales, consulting sales, account management, business development, or a related customer-facing role in the commercial or public sector, or equivalent experience. Demonstrated ability to originate, qualify, shape, and close complex services opportunities involving multiple customer and internal stakeholders. Experience building account or territory plans and managing a pipeline across opportunities of different sizes, time horizons, and levels of complexity. Ability to communicate business value and solution strategy to executive, business, technical, procurement, and operational audiences. Ability to collaborate across sales, customer success, technical, delivery, operations, legal, finance, and partner teams. Working knowledge of cloud transformation, artificial intelligence, security, data, business applications, consulting, and enterprise support concepts. Experience selling consulting, professional services, managed services, or enterprise support to State and Local Government and Education customers. Experience with public-sector requests for information, requests for qualifications, requests for proposals, invitations to bid, procurement processes, contracting vehicles, and complex negotiations. Demonstrated success balancing new-business development with renewal, expansion, and portfolio management responsibilities. Industry experience in one or more priority areas, including Health and Human Services; Public Safety and Justice; Transportation; Public Finance; K-12 education; higher education; academic research; or Academic Medical Centers. Experience working across a broad ecosystem of technology, consulting, delivery, and partner organizations to achieve customer outcomes.

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