State and Local Consulting Account Director — Massachusetts (5474)

We are seeking an Account Director to own relationship management and organic growth across our Massachusetts state government portfolio. This is a senior, client-facing growth role focused on cultivating and expanding our footprint within existing agencies.

About the role

As the day-to-day executive face of SMX to agency leadership across the Commonwealth, you will cultivate senior stakeholder relationships, expand our presence within and across agencies, steward contract vehicles, and ensure delivery excellence translates into durable, growing partnerships. You will collaborate closely with SMX's Business Development organization, Chief Growth Office, contracts team, and SLG program and technical leadership. While Business Development retains ownership of net-new pursuit strategy, you will own the health, depth, and organic expansion of the account base and help shape the account management and growth strategy.

This role requires established, active relationships with Massachusetts state agency CIOs and IT executive leadership. Candidates without a current Massachusetts public-sector executive network will not be a fit. The position is based in New England (RI, MA, CT) and will be remote with frequent on-site customer visits.

Responsibilities

• Senior stakeholder engagement: Own the executive relationship cadence across SMX's Massachusetts portfolio, maintaining trusted-advisor standing with agency CIOs, CTOs, program executives, and procurement leadership.
• Organic growth: Identify, qualify, and drive expansion opportunities within existing accounts and into new agencies via RFQ response, proposal, and SOW development—task-order growth on existing vehicles, new workstreams, and cross-sell of SMX capabilities (cloud operations, application modernization, data & analytics, cybersecurity, managed services).
• Account health and risk management: Serve as the client's senior escalation point during project challenges; partner with SMX program and technical leadership to manage risk, protect delivery quality, and preserve client confidence.
• Contract vehicle stewardship: Steward SMX's existing Massachusetts contract vehicles—renewals, extensions, modifications, and compliance—with support from the SMX contracts team.
• Opportunity tracking and qualification: Monitor and track RFQs, RFRs, and task-order releases across the Commonwealth for qualification; support response development in partnership with Business Development and the Chief Growth Office.
• Account planning: Maintain account plans, relationship maps, and growth forecasts for the Massachusetts portfolio; contribute voice-of-customer intelligence to SMX's solution and campaign teams.
• Strategy collaboration: Help shape SMX's Massachusetts account management and growth strategy in collaboration with Business Development leadership and SLG senior program and technical leadership.

Requirements

• 10+ years of account management, client executive, or business development experience serving state and local government, with a personally managed portfolio of $25M+ in annual revenue.
• Established, active relationships with Massachusetts Executive Branch agency CIOs and senior IT leadership; demonstrated fluency in the Massachusetts state government ecosystem, including its procurement environment and contract vehicles.
• Demonstrated track record of account expansion and renewal—measurable organic growth within existing government accounts, not solely relationship maintenance.
• Working knowledge of cloud operations, managed services, and IT professional services delivery models.
• Experience navigating public-sector procurement: task orders, statements of work, competitive RFQ/RFR responses, and contract vehicle mechanics.
• Executive presence and communication skills appropriate to cabinet-level government audiences.

Preferred Qualifications

• Existing relationships within Massachusetts quasi-public authorities and independent agencies.
• Familiarity with cloud financial management (FinOps) and cloud resale/marketplace commercial models.
• Experience with regulated-workload environments and compliance frameworks (e.g., CJIS, IRS Pub 1075, HIPAA/MARS-E).
• Prior experience partnering with hyperscaler (AWS, Azure, Google Cloud) sales and partner organizations on joint go-to-market motions.
• Experience in a matrixed growth organization, partnering with capture, contracts, and delivery teams.

Pay

The proposed salary for this position is $176,900 USD - $265,300 USD.

Benefits

SMX offers a competitive mix of compensation, learning & development opportunities, and benefits, including:

• Health insurance
• Paid leave
• Retirement benefits

Selected applicant may be subject to a background investigation and/or education verification. SMX does not sponsor a new applicant for employment authorization or immigration-related support for this position.