State Government Executive, Public Sector

InterSystems; Richmond (VA); On-site; USD 110,000 - 170,000; Full time

Job summary

InterSystems Public Sector Corporation (IPSC) seeks a State Government Account Executive to drive growth across state government agencies and statewide healthcare initiatives. You will develop executive-level relationships, qualify opportunities, and position InterSystems' platform to address complex public sector challenges.

The role requires a consultative sales approach, navigating multi-year cycles and aligning InterSystems' data, interoperability, analytics, and AI capabilities with

Qualifications

• 7+ years of experience in enterprise sales, strategic business development, or complex solution selling in public sector/healthcare/enterprise technology.
• Proven ability to establish trusted relationships with senior government officials and executive stakeholders.
• Strong understanding of state government operations, procurement, budgeting, and funding cycles; healthcare or health and human services experience preferred.
• Bachelor's degree or equivalent combination of education and professional experience.

Responsibilities

• Develop and execute territory and account strategies aligned with IPSC growth objectives within assigned state government accounts.
• Generate, qualify, and advance new business opportunities across state agencies including Medicaid, Public Health, HIEs, EMS, Behavioral Health and related health and human services organizations.
• Establish and maintain trusted relationships with governors' offices, CIOs, Medicaid directors, procurement officials, and legislators.
• Identify and influence opportunities involving federal funding programs, including Medicaid modernization and health data initiatives.
• Lead account planning, executive engagement strategies, and coordinate cross-functional resources for long-term success.
• Collaborate with Sales Engineers, Solution Architects, Product Management, Marketing, Customer Success, and Executive Leadership.
• Build strategic relationships with systems integrators, consulting firms, and technology partners to expand market reach.
• Represent InterSystems at conferences, association meetings, and executive briefings to strengthen brand and relationships.
• Maintain accurate opportunity management, forecasting, and account planning in CRM and sales tools.
• Serve as a trusted advisor to align InterSystems technology portfolio with customer priorities and measurable health outcomes.
• Stay informed of regulatory and funding trends impacting state government healthcare markets and translate insights into action.

Skills

Enterprise sales

Public sector

Relationship building

Executive engagement

Education

Bachelor's degree

Job description

InterSystems Public Sector Corporation (IPSC) is seeking a highly motivated and strategic State Government Account Executive to drive growth across state government agencies and statewide healthcare initiatives. This dynamic leader will be responsible for developing executive-level relationships, identifying and qualifying new business opportunities, and positioning InterSystems's healthcare data platform, interoperability, analytics, and AI capabilities to address the complex challenges facing state and local governments.

The successful candidate will work closely with executive leadership, Sales Engineers, Solution Architects, Marketing, and Partner organizations to develop and execute account strategies that generate sustainable pipeline and revenue growth. This role requires a consultative sales approach focused on understanding customer priorities, influencing long-term digital transformation initiatives, and positioning InterSystems as a trusted strategic partner.

The ideal candidate possesses extensive experience selling enterprise software or technology solutions into state government, with a strong understanding of public sector procurement, healthcare, Medicaid, public health, health information exchange, and government funding programs. Success in this role requires exceptional relationship-building skills, executive presence, strategic thinking, and the ability to navigate complex, multi-year sales cycles.

Responsibilities

• Develop and execute territory and account strategies aligned with IPSC's growth objectives within assigned state government accounts.
• Generate, qualify, and advance new business opportunities across state agencies, including Medicaid, Public Health, Health and Human Services, Health Information Exchanges (HIEs), Emergency Medical Services (EMS), Behavioral Health, and other health and human services organizations.
• Establish and maintain trusted relationships with governors' offices, cabinet agencies, CIOs, Medicaid directors, public health leaders, procurement officials, legislators, and other executive stakeholders.
• Identify, pursue, and influence opportunities involving federal funding programs, including Medicaid modernization, Rural Health Transformation, public health initiatives, interoperability, and health data modernization.
• Lead account planning activities, develop executive engagement strategies, and coordinate cross-functional resources to position InterSystems for long-term success.
• Collaborate closely with Sales Engineers, Solution Architects, Product Management, Marketing, Customer Success, and Executive Leadership to develop winning customer strategies and compelling proposals.
• Build and maintain strategic relationships with systems integrators, consulting firms, technology partners, and industry associations to expand market reach and jointly pursue opportunities.
• Be highly present with our customers, partners, and those we are privileged to serve.
• Represent InterSystems at industry conferences, state association meetings, executive briefings, and customer events to strengthen brand awareness and cultivate new relationships.
• Maintain accurate opportunity management, forecasting, and account planning activities within our global records system and other sales management tools.
• Serve as a trusted advisor to customers by understanding their strategic priorities and aligning InterSystems's technology portfolio to deliver measurable business and healthcare outcomes.
• Stay informed of legislative, regulatory, funding, and technology trends impacting state government healthcare markets and translate those insights into actionable business development strategies.

Requirements

• 7+ years of experience in enterprise sales, strategic business development, or complex solution selling, preferably within the public sector, healthcare, or enterprise technology industry.
• Demonstrated success developing and advancing business opportunities within state government accounts and navigating complex, multi-stakeholder sales cycles.
• Proven ability to establish trusted relationships with senior government officials, agency executives, C-suite leaders, and other key decision-makers and influencers.
• Strong understanding of state government operations, procurement processes, budgeting and funding cycles, and the legislative and policy environment; healthcare, Medicaid, public health, or health and human services experience is strongly preferred.
• Bachelor's degree or equivalent combination of education and relevant professional experience.

Equal-Opportunity Statement

We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.