Account Manager - State Government

Account Manager - State Government 

Location: Remote / Field - Based |50%+ Travel Required 

About the Job Opportunity

We are seeking a Account Manager – State Government & Public Institutions to drive revenue growth, retention, and expansion across complex government procurement environments. This quota-carrying strategic role focuses on state correctional facilities, higher education institutions, public health systems, and other regulated state institutions. You will own and grow a $1.5M–$2.5M territory with full accountability for retention, net growth, and pipeline development. This is a high-visibility role requiring executive-level influence navigating multi-stakeholder procurement dynamics and long-cycle contracting processes.

What You'll Do

Account Ownership & Territory Growth

• Own revenue performance, retention, and expansion across assigned state institution accounts with 12–24 month sales cycles
• Identify whitespace opportunities and drive share-of-wallet growth across multiple sites and departments within institutional systems
• Develop and execute strategic account plans aligned to institutional missions, compliance requirements, and operational outcomes
• Build and maintain disciplined pipeline forecasting with accurate opportunity staging and probability assessments

Commercial Execution & Complex Deal Leadership

• Lead complex, multi-stakeholder sales cycles including RFPs, RFQs, pricing, proposals, and contract negotiations with government procurement teams
• Build ROI-driven business cases tied to operational efficiency, regulatory compliance, cost containment, and institutional budget optimization
• Manage multi-year agreements with government procurement and contract requirements, including compliance documentation
• Partner with internal teams on proposal development, scope definition, and success metrics aligned to customer outcomes

Strategic Account & Stakeholder Management

• Build executive-level relationships across institutional leadership, procurement, operations, and finance stakeholders
• Lead quarterly business reviews (QBRs) and performance discussions tied to operational and compliance outcomes
• Act as a trusted advisor positioning PartsSource as a long-term strategic partner for mission-critical operations
• Coordinate implementation and onboarding of new service programs; proactively manage renewal cycles and reduce churn risk

Customer Value Delivery & Institutional Solutions

• Position service-based solutions (maintenance programs, compliance support, operational services) aligned to mission-critical facility needs
• Develop institutional-specific value propositions addressing unique challenges in corrections, education, public health, and regulated environments
• Ensure clear alignment between sold services, implemented outcomes, and success metrics
• Lead performance discussions tied to uptime, compliance, operational efficiency, and budget accountability

What You'll Bring

Required Experience

• 10+ years of quota-carrying B2B sales with consistent overperformance of $1.5M+ annual targets
• 5+ years direct experience selling complex solutions into state government, public sector, or regulated institutional environments
• Demonstrated expertise selling into at least two of these institutional modalities: state correctional facilities, higher education, public health systems, public workforce development, state procurement environments
• Proven success navigating multi-year deal cycles, RFPs, and government contract negotiations with procurement teams
• Strong ability to build executive-level relationships and influence across institutional hierarchies
• Consultative selling expertise with ability to translate operational challenges into solution requirements
• Disciplined CRM pipeline management, forecasting, and deal discipline in complex sales environments
• Experience managing multi-site, multi-department accounts with diverse stakeholder groups

Preferred Qualifications

• Experience with healthcare technology platforms and service-based business models
• Familiarity with government procurement processes, compliance requirements, and contracting frameworks
• Salesforce or similar enterprise CRM platform proficiency
• Knowledge of public sector budget cycles and funding mechanisms
• Experience with institutional facility management and operations
• Bachelor's degree in business, healthcare administration, public administration, or related field

Who We Want to Meet

• Act Like an Owner: Demonstrates Accountability & Execution by owning revenue outcomes across complex institutional territories and driving consistent quota attainment and net growth performance.
• Serve with Purpose: Demonstrates Customer Centricity by aligning PartsSource solutions to real institutional challenges and building trusted, long-term strategic partnerships with government and public sector customers.
• Adapt to Thrive: Demonstrates Managing Ambiguity by navigating complex, regulated government procurement environments with confidence while adapting approach across different institutional modalities.
• Collaborate to Win: Demonstrates Influence & Communication by building executive-level relationships, aligning internal teams around customer outcomes, and driving decisions across institutional hierarchies.
• Challenge the Status Quo: Demonstrates Data-Informed Decision Making by identifying whitespace and growth opportunities through customer insights and developing evidence-based account strategies.