Client Services, Engagement Manager (Public Sector)

Medallia, Inc.; McLean (VA); On-site; USD 101,000 - 146,000; Full time

Benefits offered by this job

Health & wellness benefits

Job summary

Medallia is seeking a Public Sector Engagement Manager to oversee relationships with government clients, drive strategic XM programs, and ensure ROI. You will coordinate a cross-functional team of consultants to deliver secure, compliant solutions that align with federal mandates and procurement rules.

You will partner with Account Executives to support renewals and expansions, and translate complex program updates into executive-ready briefs for government stakeholders. This role requires U.S.

Qualifications

• U.S. citizenship is required and ability to obtain security clearance as per federal contracting requirements.
• 5+ years in a high-touch Client Success, Management Consulting, or Program Management role with government experience.
• Demonstrated understanding of federal compliance frameworks (FedRAMP, IL4/5, ATO, MOUs).
• Experience with Federal Acquisition Regulations (FAR) and SOWs in performance-based contracts.
• Experience leading cross-functional teams to deliver multi-phase enterprise projects.
• Proven track record of renewals and/or driving growth and program success.
• Ability to translate technical updates into government-ready formats (brief memos, status reports).
• Understanding of government budget cycles and fiscal planning to align roadmaps.
• Experience managing relationships with systems integrators and consultancies to drive co-sell strategies.

Responsibilities

• Lead the internal Medallia account team and partner teams to ensure high-quality delivery aligned with client objectives.
• Collaborate with clients to create a strategic vision and roadmaps for Experience Management programs.
• Own multi-level client relationships, navigating complex stakeholder landscapes.
• Develop and manage project plans, coordinating internal teams and consultants.
• Monitor account health, platform adoption, and customer sentiment to realize value.
• Advise on best practices and compliance strategies aligned with agency mandates.
• Partner with Product and Engineering to influence the roadmap based on client feedback.
• Serve as the primary post-sales strategic lead driving Executive Business Reviews and ROI narratives.
• Support renewals and expand opportunities with the Account Executive.

Skills

Federal eligibility

Govt client management

FedRAMP/IL4/ATO knowledge

FAR/SOW management

Cross-functional leadership

Renewals & upsell

Public sector communications

Budget & fiscal planning

Strategic partnerships

Job description

Overview

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the management of experiences, insights, and actions for candidates, customers, employees, patients, and residents alike.

We believe that every experience is a memory that can last a lifetime. Experiences shape the way people feel about a company. And they greatly influence how likely people are to advocate, contribute, and stay. At Medallia, we are committed to creating a world where organizations are loved by their customers and their employees.

We empower exceptional people to create extraordinary experiences together.

Bring your whole self.

About This Role:

At Medallia, the Public Sector Engagement Manager (EM) is the strategic architect of the customer relationship. You are responsible for the delivery, health, satisfaction, and long-term value realization of our government clients.

The EM partners with the Account Executive (AE) to ensure the overall success of an account. The AEs manage the commercial contract and renewal negotiations while collaborating with the EM on the partnership lifecycle. The EMs ensure that the client's business goals are met through the Medallia platform, orchestrating a team of Consultants to deliver world-class Experience Management (XM) programs. You are the \"Value\" lead-making sure the client sees clear ROI every day

Responsibilities

Program Management:

• The Quarterback: Lead the internal Medallia account team (Consultants, Insights Analysts, and Support) as well as partner account teams, to ensure high-quality delivery that aligns with the client's business objectives through a proactive strategic program roadmap.


• Vision and Strategic Roadmap: Collaborate with our clients to create a vision for their Experience Management programs. Set the vision for the Experience Management programs. Design and execute strategic program roadmaps that drive optimum value and are rooted in a deep understanding of the customer's corporate and programmatic objectives


• Client Management: Own and manage multi-level client stakeholder relationships, including cross-functional touchpoints. Navigate complex stakeholder landscapes and build consensus across disparate groups, including career civil servants, technical staff, and political appointees.


• Team Management: Develop and manage project plans while driving the internal coordination and execution of tasks across teams, to include working with consultants on configuration of the Medallia instances daily.


• Adoption & Health: Proactively monitor account health, platform adoption and user sentiment. Leverage the latest Medallia Experience Cloud tools, features and functionality to meet your customer's needs.


• Best Practices: Act as an industry expert, advising clients on how to mine insights and turn customer and employee \"signals\" into actionable operational changes. Advise on compliance and policy-driven implementation strategies that align with government agency mandates.


• Voice of the Customer: Advocate for your clients internally, partnering with Medallia's Product and Engineering teams to influence our roadmap based on client feedback.

Strategic Partnership & Value Realization:

• Trusted Advisor: Serve as the primary post-sales strategic lead, building deep relationships with client stakeholders to understand their evolving business needs.


• The \"Value Story\": Drive the creation and delivery of Executive Business Reviews that demonstrate clear ROI, platform adoption, and program impact.


• Commercial Support: Partner closely with the Account Executive (AE) to provide the \"health data\" and success stories needed to secure renewals and identify expansion opportunities.

Qualifications

Minimum Qualifications:

• Federal Client Eligibility and Security Requirements: This position will work directly with U.S. federal government agencies and support federal government clients. U.S. citizenship is required for this position based on applicable federal contract requirements. Candidates must be able to successfully obtain and maintain any required federal background investigation, suitability determination, Public Trust designation, and/or security clearance, as required by the applicable client, agency, contract, or role. Continued employment and assignment eligibility may be contingent upon maintaining the required authorization, access, investigation eligibility, suitability determination, or clearance.


• 5+ years in a high-touch Client Success, Management Consulting, or Program Management role working within the government or as a vendor with the government.


• Demonstrated technical understanding of federal compliance frameworks, including the Federal Risk and Authorization Management Program (FedRAMP), Department of Defense Impact Levels 4/5 (IL4/5), Authority to Operate (ATO), and Memorandums of Understanding (MOU).


• Acquisition & Contract Lifecycle: Experience managing projects within the context of Federal Acquisition Regulations (FAR), including the development and management of Statements of Work (SOWs) and performance-based contracts.


• Experience leading cross-functional teams to deliver complex, multi-phase enterprise projects


• Proven track record of owning account renewals and/or driving business growth and program success.


• Public Sector Communication: Ability to translate technical program updates into formal government-ready formats such as executive briefing memos or status reports.


• Fiscal Planning: Understanding of government budget cycles and appropriation timelines to align project roadmaps with fiscal year planning.


• Strategic Partner Management: Experience cultivating relationships with systems integrators and consultancies to drive co-sell strategies and streamline project delivery in complex government environments.

Preferred Qualifications:

• Strategic Vision: Proven ability to prioritize long-term business outcomes and mission-critical objectives over tactical feature implementation, ensuring product roadmap alignment with agency-wide strategic goals.


• Medallia Experience: Demonstrated ability in managing or overseeing Medallia programs, including configuration strategy, adoption, and value realization in federal or commercial environments.


• Influential Leadership: Proven ability to command executive presence and lead technical teams through influence rather than direct reporting authority.


• Proactive Problem Solving: Ability to approach business challenges, such as shifts in customer NPS, as puzzles to be solved rather than just metrics to report.


• Communication: Exceptional ability to translate complex technical concepts into clear \"business value\" for non-technical stakeholders.


• Industry knowledge: Experience with federal procurement vehicles such as Government-wide Acquisition Contracts (GWACs) and GSA Schedule programs.


• Proven experience navigating complex, matrixed government environments across multiple agencies or bureaus.


• Deep familiarity with federal digital transformation initiatives within highly regulated environments.

Medallia is committed to equal pay and transparency. The annual base salary range for this position is $101,000-$146,000. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, candidate's work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions.

Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short term and long term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role.

At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at [e-mail]. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies. Applications will be accepted for 30 days from the date this role was posted or until the role has been filled.