• Provides services assigned to State Government accounts and identifies, qualifies, and closes new opportunities by designing and executing plans for existing or potential prospects • Develops and executes long-range planning and account penetration strategies to grow accounts • Participates in account planning process, including development of a robust pipeline and accurate revenue forecasts • Leads capture and sales efforts by coordinating with cross-functional, geographically-diverse teams • Develops capture strategies, proposals, and customer-facing artifacts for pipeline development, deal advancement, and transaction closure • Utilizes enterprise solution selling strategies and integrates demand-generation sales approaches in all client-facing interactions • Exhibits executive presence to establish valuable relationships with client decision makers • Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules • Recommends changes in products, service, and policy with respect to client requirements and competitive landscape • Keeps management informed by submitting activity and results reports, and monthly and annual territory reports/analyses • Works with internal and external partners to create winning product, pricing and legal solutions and ensures service delivery and continued customer satisfaction • Maintains professional and technical knowledge by attending company-sponsored training, educational workshops, and participating in professional societies