Account Manager - State Government

PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment . Trusted by over 5,000 US hospitals and 15,000 clinical sites, PartsSource empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience. PartsSource team members are deeply committed to our mission of Ensuring Healthcare is Always On® , which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems. 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 decisio