Manager-Gov't Accounts

Uniti

About The Position

The Government Account Executive (GAE) is responsible for driving revenue growth by identifying, developing, and closing new business within county, municipal, education, and other public-sector entities. This role manages the full sales cycle for Uniti’s connectivity solutions (e.g., fiber-based services, wavelength/transport, Ethernet, Internet, dark fiber, and related managed solutions), while ensuring compliance with public-sector procurement requirements and maintaining strong relationships with key stakeholders.

Requirements

3+ years of B2B sales experience, with demonstrated success selling to government/public-sector customers (or equivalent regulated/procurement-driven environments).
Proven track record of meeting/exceeding sales quotas and building a sustainable pipeline.
Experience managing complex sales cycles with multiple stakeholders.
Working knowledge of telecom/networking solutions (fiber connectivity, Ethernet, Internet, transport, dark fiber) and value-based selling.
Strong written communication skills for proposals and procurement responses; strong negotiation and presentation skills.
Proficiency with CRM tools (e.g., Salesforce or equivalent) and Microsoft Office/Google Workspace.
Direct experience responding to RFPs/RFQs and managing bid processes in E-Rate, LED (/Local/Education) environments.
Existing relationships within assigned region/vertical (education, municipal, public safety, utilities).
Familiarity with contract vehicles, cooperative purchasing, and compliance requirements commonly used by public-sector buyers.
Bachelor’s degree or equivalent relevant experience.

Responsibilities

Own and execute a territory/account plan to achieve monthly/quarterly/annual sales targets within assigned government/public-sector accounts.
Prospect, qualify, and develop new opportunities across government agencies, school districts, higher education, and public safety/utility organizations.
Manage the end-to-end sales cycle: discovery, solution positioning, pricing strategy, proposal development, negotiation, contracting, and close.
Navigate public-sector procurement processes (RFP/RFQ/IFB), contract vehicles, and bid calendars; develop compliant responses in partnership with internal teams.
Build and maintain relationships with decision-makers and influencers (CIOs/CTOs, procurement, network managers, administrators, consultants, and partners).
Collaborate with Sales Engineering, Product, Legal, Finance, and Operations to scope solutions, assess feasibility, and ensure deliverability.
Maintain accurate pipeline, forecasting, and account activity in CRM; provide regular updates on deal health, close plans, and risk mitigation.
Identify upsell/cross-sell opportunities within existing accounts and ensure customer satisfaction through ongoing account management.
Represent Uniti at industry events, procurement fairs, and government/community meetings to build brand presence and generate leads.
Ensure all sales practices align with Uniti policies and applicable public-sector compliance requirements.