Senior Account Executive, State and Local Government

Key Responsibilities

• Drive revenue growth, market share, and pipeline expansion across a defined state and local government territory
• Lead complex sales cycles using MEDDPICC methodology, ensuring disciplined execution from prospecting through deal closure
• Develop and execute strategic territory plans aligned with organizational priorities and regional growth objectives
• Build and expand executive-level relationships across government agencies, influencing funding priorities and digital transformation initiatives
• Navigate public sector procurement and acquisition processes to guide customers through successful purchasing decisions
• Create and maintain a robust sales pipeline by engaging prospects, partners, and existing customers
• Collaborate with channel partners, including VARs, integrators, and carrier partners, to increase market awareness and drive joint opportunities
• Partner with internal teams including business development, marketing, and customer success to support territory growth and customer adoption
• Deliver compelling business value propositions through written and verbal communication, aligning Genesys solutions to customer challenges
• Collaborate with legal and finance teams to manage complex contract negotiations and ensure successful deal execution
• Prepare and present business reviews to senior leadership, aligning strategies with revenue growth expectations
• Build deep knowledge of customer missions, modernization plans, and industry trends to position differentiated solutions
• Accelerate customer adoption and satisfaction in partnership with Customer Success Managers

Required Qualifications

• 8+ years of enterprise sales or business development experience focused on state and local government markets
• Strong understanding of state and local government procurement, funding models, and regulatory environments
• Proven ability to execute disciplined sales methodologies such as MEDDPICC, account strategy mapping, and opportunity planning
• Experience selling AI, enterprise software, cloud computing, networking, or customer experience solutions
• Strong communication skills with the ability to present complex solutions and business value to executive stakeholders
• Ability to travel at least 25 percent within the assigned region
• Bachelor’s degree or equivalent professional experience

Preferred Qualifications

• Technical sales or solutions background in CX, CCaaS, UCaaS, APIs, infrastructure, AI, telecom, or cybersecurity
• Demonstrated history of consistently exceeding sales quotas in enterprise or public sector environments
• Experience selling to a variety of public sector agencies
• Established industry network and relationships within state and local government organizations