Account Partner - SLED - Public Sector

About the Role

As a leading Account Partner (AP) on the State & Local 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 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 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 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.