Job Description:
About the Role
As a Client Relationship Executive focused on State & Local Government, you will help public sector organizations transition from legacy environments to modern cloud-based solutions across finance, human capital, data, AI, and enterprise technology. You will navigate complex procurement environments and build relationships with senior government leaders to develop strategies that deliver measurable, long-term value.
In the Role of Client Relationship Executive, You Will:
- Develop and execute strategies to prioritize, target, and close opportunities across state and local government accounts throughout the West and Central territory.
- Build relationships with state agencies, counties, cities, municipalities, and other public sector organizations.
- Collaborate with technology partners to create new client relationships, identify opportunities, and generate qualified leads.
- Develop and execute strategic account plans across complex public sector organizations.
- Lead capture efforts for large enterprise technology opportunities, clearly communicating The Groove’s capabilities, differentiators, and client value proposition.
- Develop trusted relationships with government executives, CIOs, CFOs, CHROs, agency leaders, procurement teams, and program stakeholders.
- Understand and navigate government procurement processes, RFPs, contracting requirements, cooperative purchasing vehicles, and other public sector acquisition mechanisms.
- Manage long, complex sales cycles involving multiple agencies, stakeholders, procurement teams, partners, and contracting requirements.
- Identify opportunities to expand existing public sector relationships and support clients across additional business and technology priorities.
- Maintain accurate and current information regarding customer interactions, pipeline activity, opportunity status, and forecasts.
- Lead proposal and RFP development efforts, ensuring timely delivery of compliant, persuasive, and high-quality responses.
About You
- You have at least eight years of experience selling enterprise technology, SaaS, cloud, or consulting services, with significant experience in state and local government.
- You currently reside in the Western or Central United States and are comfortable traveling throughout the territory to develop client and partner relationships.
- You have established experience selling into state and/or local government organizations.
- You understand public sector procurement processes, RFPs, contract vehicles, purchasing requirements, and competitive bid environments.
- You have experience selling to senior government executives and navigating complex stakeholder structures.
- You have successfully managed long sales cycles from early-stage relationship development and capture planning through procurement and contract award.
- You understand the challenges government organizations face when modernizing legacy technology and business processes.
- You have a proven ability to develop territory strategies, strategic account plans, and capture plans that lead to measurable results.
- You build trust through credibility, transparency, and a consultative approach.
- You are a strong communicator who is persuasive in executive presentations, authentic in conversations, and clear and precise in writing.
Join The Groove and help state and local government organizations modernize their technology, improve operations, and better serve their communities.
