Account Manager

Seeking top-performing client relationship and solution sales executives to pursue clients within its State and Local Government practice. Candidates should have an entrepreneurial spirit, relevant industry experience, and demonstrated selling attributes/techniques.

The Account Manager is responsible for selling solutions to state and local government clients/markets. The role involves:

• Creating awareness, building relationships with key executives, and developing/pursuing leads;

• Find Direct sales opportunities in state and local government;

• Working with sales and technical teams to develop close strategies;

• Manage Partner, Price and Proposal to develop and close deals;

• Categorize deals to effectively compete for business;

• Manage Local Partner Relationships;

• Manage State Contracts;

• Manage Solution Discovery Sessions with prospects;

• Participate in Industry Events (Trade Shows, Professional Organizations);

• Use Sales Forecasting System

The Account Manager is tasked with infiltrating and influencing decision-makers at the highest levels within the state. The Manager will leverage these relationships to introduce our company and offerings, and create and pursue selling opportunities.

In addition to the above demand generation activities, the Account Manager is responsible for demand management, i.e., working with the partners and delivery groups to determine the solution details and approach. This will require teamwork, fostering of relationships, and developing consensus.

Account Manager Profile

The ideal Account Manager will have a significant level of sales experience in a State and Local Government environment, selling enterprise management software and professional consulting services, characterized by long sales cycles and large dollar transactions. The typical candidate will bring approximately 5 -10 years experience managing complex clients.

The Account Manager will have deep experience in the State and Local Government arena.

Account Manager Qualifications

• Experience with State and Local Government and ideally the Health and Human Services sector;

• Strong knowledge of Enterprise Management software implementations;

• Experience with Large Quota Sales and have completed large dollar transactions ;

• Ability to Work effectively with Internal Resources;

• Understands Productivity Tools (MS Office, email, Forecasting systems);

• Understands the Sales Process;

• Solution Selling experience to include excellent communication and listening skills;

• Successful track record of selling software within assigned territories/client(s);

• Significant business relationships with senior client executives and department heads;

• Solid executive presence;

• High integrity – honors commitments;

• Ability to work as a team player;

• A consistent track record in driving large amounts of revenue in this environment;

• Familiarity with selling intangibles;


The Account Manager must possess the following skills:

• Strong interpersonal skills including rapport building, listening, social versatility, courtesy and concern.

• Solid sales call skills with proper preparation disciplines. This includes the ability to determine and communicate a clear meeting purpose, question to identify needs, frame solutions in the context of value to the client, gain agreement to potential solution fit and gain closure on next steps.

• Advanced levels of business acumen including the business/ political environment, market forces, the client's products, markets, customers and competitors.

• Ability to develop winning sales strategies, taking into consideration key client factors, such as compelling event(s), critical success factors, stated and non-stated requirements, and the decision making landscape.

• Ability to access appropriate client executives. Make solid executive presentations and construct proposals that address executive level issues in clear, concise, jargon-free language that both department heads and base level employees are capable of appreciating.

• Ability to drive the sales strategy with an opportunity plan that includes specific sales objectives, appropriate strategies, and detailed tactics.

• Ability to anticipate the strategies employed by each competitor and the skill to craft successful, proactive strategies for winning the business.

• Ability to utilize the client organization chart to outline their formal structure and individual roles in the buying process. Must be able to identify the most influential people in each sales opportunity and understand the subjective or informal factors that could affect the client's buying process.

• Ability to create a relationship strategy for each key player that affects, or is affected by, the outcome of the buying decision.