Sr. Sales Executive - Consulting Services - State Medicaid

NTT DATA Services Public Sector Vertical is seeking a Senior Sales Executive to lead business development for management and IT consulting services with State Medicaid agencies/departments. This individual contributor role focuses on driving sales of consulting services to state health and human services leadership, leveraging deep Medicaid domain expertise and established relationships.

Responsibilities

• Identify emerging agency needs related to:
  • Medicaid Enterprise Systems (MES/MMIS)
  • Eligibility & Enrollment
  • Managed Care and Value-Based Care
  • Program integrity, analytics, and compliance
  • CMS initiatives, waivers, and APD-funded programs
• Act as a market-maker by proactively originating deals and creating demand through relationship-building with decision-makers.
• Serve as a Subject Matter Expert in Medicaid, articulating core value chain processes, challenges, and transformation opportunities.
• Build and maintain trusted relationships with:
  • Medicaid Directors and Deputy Directors
  • State CIO/CTO and Medicaid IT leadership
  • Program, finance, and policy leaders within Health and Human Services agencies
• Utilize a consultative approach to understand unique challenges, dynamics, and goals of prospect organizations, developing customized transformative propositions.
• Lead the end-to-end sales cycle, collaborating with solution architects, pricing teams, legal, and operations to structure competitive multi-million-dollar Medicaid deals from initial engagement through contract negotiation and closure.
• Navigate state procurement processes, ethics rules, and engagement restrictions.

Requirements

• 15+ years of experience supporting government clients, including State Medicaid.
• 10+ years of selling professional services to State Medicaid agencies/departments.
• Demonstrated success closing multi-million-dollar, multi-year consulting engagements.
• Strong knowledge of public-sector procurement and contracting.
• Proven ability to operate in long, complex sales cycles.
• Bachelor’s degree required; advanced degree (MPH, MPA, MBA) a plus.
• Fluency in English.

Qualifications

• Existing relationships with clients at multiple levels across State Medicaid.
• Experience supporting all aspects of the sales lifecycle, including opportunity identification, qualification, account penetration, pursuit strategy, and contracting processes.
• Experience managing capture and government proposal development.
• Solid knowledge of the competitive landscape, including key contract vehicles used in the industry.
• Established relationships across industry with large contractors, small businesses, and product vendors.
• Ability to partner with alliance/channel partners to craft and support the sale of solutions.
• Excellent written and verbal communication skills.

Only candidates with prior experience selling services to State Medicaid clients will be considered.

Pay

The starting pay range for this remote role is $117,000 – $280,399. Actual compensation will depend on factors including the candidate’s work location, relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance.