State of Florida Public Sector Sales Leader

About the role

Infosys Public Services is seeking an State of Florida Public Sector Sales Leader to join our team. This is a senior role for a proven business development leader who knows the Florida public sector landscape, understands how Florida agencies procure technology services, and can translate client priorities into winning growth strategies.

Responsibilities

• Own the growth strategy for the State of Florida account landscape, including target agencies, contract vehicles, partner motions, and priority pursuits.
• Identify, qualify, shape, and close new business opportunities across consulting, systems integration, digital transformation, cloud, cybersecurity, data, AI, and managed services.
• Build trusted executive relationships with client stakeholders, partners, and influencers across the Florida public sector ecosystem.
• Lead pursuit strategy from early positioning through proposal, oral presentation, negotiation, and close.
• Partner closely with solutions, delivery, alliances, legal, finance, and proposal teams to develop compelling, competitive, and executable offers.
• Maintain a disciplined pipeline, accurate forecasts, and strong opportunity governance to consistently perform against revenue goals.
• Represent IPS in the market through client meetings, industry events, and strategic partner engagement to expand brand presence and create demand.
• Bring market insight to leadership by monitoring agency priorities, procurement trends, competitor activity, and emerging technology needs across Florida government, including statewide modernization, health and human services, transportation, education, workforce, and digital security initiatives.

Requirements

• 7+ years of success in public sector technology services sales, business development, or capture, with meaningful experience in the Florida state and local market.
• Demonstrated track record of winning new business in IT consulting, systems integration, digital transformation, cloud, cybersecurity, or managed services environments.
• Strong knowledge of Florida public sector procurement, My Florida Market Place, state term contracts, RFx processes, contract vehicles, partner channels, and agency buying cycles.
• Established relationships and credibility with agency leaders, procurement stakeholders, partners, and influencers in the Florida market.
• Ability to engage confidently with both business and technical executives, connecting agency priorities to differentiated solutions and measurable outcomes.
• Experience leading complex pursuits with cross-functional teams, including proposal strategy, pricing alignment, presentations, and negotiations.
• Executive-level communication, negotiation, and storytelling skills, with a disciplined, data-driven approach to pipeline management and forecasting.
• Familiarity with priority public sector domains such as health and human services, Medicaid, transportation, education, workforce, justice, tax and revenue, ERP, customer experience, cloud, data, AI, cybersecurity, or disaster recovery and resilience is strongly preferred.
• Willingness to travel up to 50%, primarily within Florida and as needed for client and internal leadership engagements.
• Candidates based in Florida are strongly preferred.

Qualifications

• A bachelor’s degree or foreign equivalent is required from an accredited institution. Will consider three years of progressive, relevant work experience instead of every year of education.
• Candidates who have completed a Master's degree program are strongly preferred.
• The job entails sitting and working at a computer for extended periods. Should be able to communicate by telephone, email, or face-to-face.
• Travel may be required as per the job requirements.

Skills

• Strategic thinking and execution.
• Client relationship management.
• Business development and capture.
• Complex pursuit and negotiation skills.
• Market research and analysis.
• Project management and delivery.
• Technical acumen and understanding of public sector technologies.

Benefits

• Competitive pay.
• Medical/Dental/Vision/Life Insurance.
• Long-term/Short-term Disability.
• Health and Dependent Care Reimbursement Accounts.
• Insurance (Accident, Critical Illness, Hospital Indemnity, Legal).
• 401(k) plan and contributions dependent on salary level.
• Paid holidays plus Paid Time Off.