Digital Sales Account Manager - SLED

Public Sector Account Manager

For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location.

What we expect from our employees :

Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business and for the employees around you. SoftwareOne employees are energized, agile and are laser focused on delivering world-class customer satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of employee satisfaction. We are humble, have a remarkably high degree of integrity and are simply not interested in politics. Our leaders operate with a high level of discipline but are able to work at speed manage change in a global economy.

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

The role

Job Summary

We are seeking a dynamic and results-driven Public Sector Account Manager to lead both the expansion of existing accounts and the acquisition of new clients within the government and education verticals. This individual will be responsible for implementing strategic sales initiatives to grow our presence in the public sector, build long-term client relationships, and consistently achieve performance targets.

This position is hybrid based on-site in Nashville, TN.

Role & Responsibilities

Public Sector Account Manager - Key Responsibilities

Relationship Management

Build and nurture trust-based relationships with public sector clients, serving as their dedicated inside account manager.

Maintain regular engagements to understand client goals, challenges, and evolving needs.

Service Delivery Excellence

Act as the primary contact for public sector inquiries and requests within assigned accounts.

Coordinate with internal teams-including technical support and product specialists-to ensure timely and effective service delivery.

Renewal Strategy Execution

Design and execute proactive renewal strategies tailored to each client's usage patterns and business objectives.

Lead renewal negotiations by leveraging insights into client satisfaction and the impact of our service and delivery solutions.

Escalation Resolution

Serve as a proactive problem solver, addressing post-sales issues and escalations swiftly with consistent communication.

Partner with cross-functional teams to resolve technical concerns, billing discrepancies, and other client-reported issues.

Comprehensive Account Coverage

Take a holistic approach to account management by staying informed on each client's industry trends, competitive landscape, and strategic priorities.

Identify opportunities for added value and revenue growth within existing accounts.

Data-Driven Territory Planning

Execute tactical sales initiatives across assigned accounts using data insights and market intelligence.

Collaborate with sales leadership to develop targeted campaigns that drive upsell and cross-sell opportunities.

Performance Analysis & Reporting

Track key performance indicators related to client engagement, satisfaction, and revenue.

Analyze trends to uncover areas for improvement and recommend enhancements to account management and sales strategies.

Client Advocacy

Represent client interests internally, ensuring their feedback informs product and service improvements.

Promote client success stories and best practices to build loyalty and encourage referrals.

Organizational Alignment

The Digital Sales Account Manager reports to the North American Public Sector Sales Director.

Success Criteria

To excel in this role, the Public Sector Account Manager will be measured against the following key performance indicators :

Revenue Growth & Quota Attainment

Achieve and exceed quarterly and annual sales quotas.

Drive consistent year-over-year revenue growth across assigned government and education accounts.

Lead Conversion

Effectively qualify and convert inbound and outbound leads into active opportunities.

Maintain a high conversion rate from initial engagement to closed deals.

New Client Acquisition

Expand the client base by securing new public sector accounts, with a focus on strategic growth in underserved regions or segments.

Demonstrate success in penetrating new agencies, districts, or institutions.

Renewal & Retention

Maintain high renewal rates through proactive engagement and value delivery.

Minimize churn by ensuring client satisfaction and long-term relationship management.

Account Expansion

Identify and execute upsell and cross-sell opportunities within existing accounts.

Increase average deal size and product adoption across the portfolio.

Client Engagement & Advocacy

Foster strong relationships with key decision-makers and influencers.

Cultivate client advocates who contribute to referrals, testimonials, and case studies.

Territory Planning & Execution

Develop and implement a data-driven territory plan aligned with public sector priorities and funding cycles.

Execute targeted campaigns that align with state, local, and education procurement timelines.

Pipeline Health & Forecast Accuracy

Maintain a robust and balanced sales pipeline with clear visibility into deal stages.

Deliver accurate forecasts and timely updates to sales leadership.

Strategic Impact

Contribute to the development of public sector go-to-market strategies.

Provide market insights and feedback to influence product development and positioning.

What we offer

• Generous pay with a quarterly bonus structure
• Substantial benefits package that includes :
• Medical coverage with competitive employer contributions
• Voluntary coverage including Dental, Vision, Pet, Legal, Identity, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee's contributions
• Wellness Program, EAP, concierge services
• Abundant paid time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and vacation time
• Employee stock purchase plan
• Learning and development opportunities galore
• Tuition reimbursement
• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time
• As a culture-first organization, being together is how we learn and grow. We come together in person for at least 4 days for collaboration, support, and to have some fun.

What we need to see from you

What you offer

Located in Nashville, TN (or willingness to relocate)

1-3 years of sales experience

Experience in the Public Sector (education or state and local government preferred)

Knowledge of enterprise technology

Track record of relationship building

Customer onboarding and handling

Resilience and ability to face rejection

Previous technology sales experience required

Experience with CRM systems a bonus

Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, and Navigating the Deal are demonstrated through the Company's Competency Assessment.

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

We are not able to consider candidates residing in the state of Hawaii currently.

Job Function

Sales