About the Role

As a leading Account Partner (AP) on the State & Local/ NGO Professional Services team, you are a trusted advisor who helps government agencies unlock significant business value from their Salesforce investment. You own and grow a portfolio of SLED/NGO government accounts, driving the full professional services sales cycle — from pipeline generation and solution scoping through close. You partner closely with License Account Executives, Engagement Managers, Delivery Architects, and Customer Success Managers to ensure customers achieve their digital transformation goals.

Key Responsibilities:

• Own a bookings quota and territory, independently sourcing and closing professional services engagements (Statements of Work, fixed-price agreements, multi-year contracts)
• Build and maintain trusted relationships with government executives, program managers, and agency leadership
• Lead solution-scoping conversations and develop compelling, customer-centric proposals
• Navigate SLED/NGO procurement vehicles (e.g., NASPO ValuePoint, cooperative purchasing agreements, state-specific contract vehicles)
• Partner with resellers like Carahsoft and other channel partners to maximize services reach
• Maintain accurate forecasting and pipeline hygiene in Salesforce CRM
• Deliver executive-level presentations and business value storytelling to C-suite and senior government stakeholders
• Drive customer adoption and lifecycle management through proactive sales activities for both new and existing accounts
• Demonstrated experience with capture strategies, teaming strategies and procurement strategies for large, complex professional services engagements
• Demonstrated ability to work with cross-functional teams (license, product, internal operations, architecture and delivery teams) to

Required Qualifications

• 8+ years of experience in consulting sales with demonstrated success in state and/or local government/ and /or NGO markets or a combination of professional services and technology sales in these markets
• Proven track record closing complex, SOW-based services engagements
• Deep familiarity with government procurement processes and contract vehicles
• Strong executive presence and ability to engage senior public sector stakeholders
• Knowledge of Salesforce platform solutions (Sales Cloud, Service Cloud, Government/Industry Clouds) preferred
• Ability to travel to client sites as needed
• Demonstrated interest and understanding of rapidly-evolving AI tooling for customer use as well as for use in delivery models for professional services organizations.

Desired Skills

• Experience with digital government transformation initiatives (CRM modernization, health & human services, courts, DMV, public safety)
• Familiarity with Phase 0 / discovery engagement motions
• Proficiency using AI tools throughout the sales cycle for buyer research and pipeline strategy