Client Relationship Executive – State & Local Government, West & Central

United StatesRemoteFull-timemid

Other

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Quick Summary

Requirements Summary

Manage lengthy and complex sales cycles involving multiple government agencies, decision-makers, technology partners, and procurement stakeholders, from initial engagement through contract award.

Technical Tools

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As a Client Relationship Executive, you will drive strategic business development and strengthen relationships with state and local government organizations across the Western and Central United States. You will help public sector institutions modernize their technology infrastructure and transition from legacy systems to innovative cloud-based solutions. Working with senior government executives and technology partners, you will identify opportunities and develop tailored strategies that address complex organizational needs. You will oversee the full sales lifecycle, from initial engagement and opportunity development to procurement and contract execution. This role requires strong knowledge of public sector procurement, enterprise technology, and consultative selling. You will join a collaborative, innovation-driven environment where your expertise will contribute to meaningful digital transformation and improved public services.

Territory and Business Development: Develop and execute strategic sales strategies to identify, prioritize, and close business opportunities across state and local government accounts throughout the West and Central regions.
Strategic Account Management: Build and maintain strong relationships with state agencies, counties, cities, municipalities, and other public sector organizations, identifying opportunities to expand existing partnerships.
Executive Relationship Building: Establish trusted relationships with senior government stakeholders, including CIOs, CFOs, CHROs, agency executives, procurement leaders, and program decision-makers.
Opportunity Identification: Collaborate with technology partners to generate qualified leads, establish new client relationships, and identify opportunities for enterprise technology and digital transformation initiatives.
Strategic Planning and Capture Management: Develop comprehensive account and capture plans, lead large-scale enterprise opportunities, and communicate solutions, competitive differentiators, and business value effectively.
Public Sector Procurement: Navigate complex government purchasing environments, including requests for proposals (RFPs), contracting requirements, cooperative purchasing agreements, and competitive bidding processes.
Sales Cycle Management: Manage lengthy and complex sales cycles involving multiple government agencies, decision-makers, technology partners, and procurement stakeholders, from initial engagement through contract award.
Proposal Development: Lead the preparation and submission of high-quality, persuasive, and compliant proposals and RFP responses, ensuring deadlines and requirements are met.
Pipeline and Forecast Management: Maintain accurate records of customer interactions, opportunity progress, sales pipeline activity, and revenue forecasts.
Technology Modernization Advisory: Help government organizations identify modernization opportunities across finance, human capital, data, artificial intelligence, cloud services, and enterprise technology.

Requirements

~2 min read

At least 8 years of experience selling enterprise technology, SaaS, cloud solutions, or consulting services, with significant experience in state and local government markets.
Established track record of successfully selling to state agencies, counties, municipalities, and other public sector organizations.
Strong understanding of government procurement processes, including RFPs, contract vehicles, purchasing requirements, and competitive bidding environments.
Demonstrated experience engaging senior government executives and navigating complex organizational structures and stakeholder relationships.
Proven ability to manage long enterprise sales cycles, from relationship development and capture planning through procurement negotiations and contract awards.
Experience developing territory strategies, strategic account plans, and capture strategies that generate measurable business results.
Understanding of the challenges public sector organizations face when modernizing legacy technology, infrastructure, and operational processes.
Strong consultative selling, negotiation, and business development capabilities, with the ability to build credibility and establish long-term client partnerships.
Excellent written and verbal communication skills, including executive-level presentations, proposal writing, and stakeholder engagement.
Ability to collaborate effectively with technology partners, internal teams, and government stakeholders to develop tailored solutions.
Must currently reside in the Western or Central United States and be willing to travel throughout the assigned territory to support client meetings, partner engagements, and business development activities.
Highly organized and results-oriented, with the ability to manage multiple opportunities, competing priorities, and complex sales processes independently.