State Government Executive, Public Sector

InterSystems•Virginia (Remote), VA

About The Position

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' 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.

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.

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' 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.