Digital Sales Account Manager - SLED

Public Sector Account Manager

SoftwareOne has been the foundation for organizations around the world for their technology solutions for over 30 years. With changes in the market from on-premises to cloud, we have always been one step ahead. Our seven core values underpin our transitions and evolutions. 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 makes SoftwareOne successful is our people. Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond every day. Our culture is unique, and having the right people and empowering them to succeed is the absolute key to our success. -Patrick Winter, Founder.

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 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 to 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.

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

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.