Strategic Account Manager, State Government Healthcare

Strategic Account Manager, State Government Healthcare

Remote | Midwest Territory | Approximately 50% Travel

Own and grow a $1.5M-$2.5M portfolio of state government and public institution accounts across the Midwest.

PartsSource is seeking a strategic, quota-carrying Account Manager to drive retention, expansion, and long-term customer value within state correctional facilities, public health systems, and other regulated public institutions. This role combines strategic account management, executive relationship development, and complex government procurement sales within a leading healthcare technology organization.

You'll partner with procurement, operations, finance, and executive stakeholders to deliver solutions that improve equipment uptime, operational efficiency, compliance, and budget performance. Success in this role requires strong consultative selling skills, experience navigating government purchasing processes, and the ability to grow business across multi-site institutional customers.

Why Join PartsSource?

• Manage an existing portfolio of strategic state government accounts with significant growth opportunity
• Sell healthcare technology, software-enabled services, and mission-critical equipment management solutions that support healthcare and public sector operations.
• Competitive compensation, incentive opportunities, equity participation, and comprehensive benefits
• Join a high-growth, Bain Capital-backed healthcare technology company serving more than 5,000 hospitals and 15,000 clinical sites nationwide

Territory Coverage: Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, North Dakota, Ohio, South Dakota, Wisconsin, Texas, Louisiana, Arkansas, and Nebraska. Travel is focused on customer engagement, strategic account development, and executive stakeholder meetings across assigned accounts.

About The Job Opportunity

As a Strategic Account Manager, State Government Healthcare, you will manage and grow a portfolio of state government and public institution accounts, including correctional facilities, public health systems, and other regulated organizations. You'll be responsible for driving customer retention, expanding existing relationships, and identifying new growth opportunities across a $1.5M-$2.5M book of business.

This role requires a consultative, relationship-driven sales approach and the ability to navigate complex procurement processes, multi-stakeholder decision environments, and long contracting cycles. You'll work closely with executive leaders, procurement teams, operations stakeholders, and internal partners to deliver solutions that improve operational performance, compliance, and equipment uptime.

What You'll Do

Account Management & Territory Growth

• Own revenue performance, retention, and expansion across assigned public sector accounts
• Develop and execute strategic account plans aligned to customer priorities and organizational goals
• Identify growth opportunities across multiple sites, departments, and stakeholders
• Build and maintain a healthy sales pipeline with accurate forecasting and opportunity management
• Drive customer adoption, engagement, and long-term account growth

Complex Sales & Contract Management

• Lead complex sales cycles involving RFPs, RFQs, proposals, pricing discussions, and contract negotiations
• Develop business cases that demonstrate operational, financial, and compliance value
• Manage multi-year agreements and navigate government procurement requirements
• Partner with internal teams to develop solutions that align with customer objectives

Executive Relationship Management

• Build trusted relationships with procurement, operations, finance, and executive leaders
• Conduct Quarterly Business Reviews (QBRs) and strategic planning discussions
• Position PartsSource as a long-term partner supporting mission-critical operations
• Drive customer retention and proactively manage renewal opportunities

Customer Value & Solution Expansion

• Align PartsSource solutions with customer operational and compliance goals
• Develop customized value propositions for public health, correctional, and regulated institutional environments
• Ensure successful implementation and adoption of new programs and services
• Measure and communicate outcomes related to efficiency, uptime, compliance, and cost savings

What You'll Bring

Required Experience

Required Qualifications

• 5+ years of quota-carrying B2B sales experience
• 5+ years of experience selling into state government, public sector, or regulated institutional environments
• Experience selling into at least two of the following: State correctional facilities, Public health systems, Public workforce development organizations, State procurement environments
• Track record of managing complex sales cycles, government procurement processes, and contract negotiations
• Experience building relationships with executive and senior-level stakeholders
• Strong consultative selling and account planning skills
• Experience managing multi-site accounts with diverse stakeholder groups
• Proficiency with CRM platforms and sales forecasting

Preferred Qualifications

• Experience selling healthcare technology, healthcare software, SaaS, service-based solutions, medical equipment services, or healthcare operations platforms.
• Knowledge of government purchasing processes, compliance requirements, and contracting frameworks
• Experience with Salesforce or similar CRM platforms
• Understanding of public sector budgeting and funding cycles
• Experience supporting institutional facility management or operational environments
• Bachelor's degree in Business, Healthcare Administration, Public Administration, or a related field

Who We Want To Meet

• Act Like an Owner: Demonstrates Accountability & Execution by owning revenue outcomes across complex institutional territories and driving consistent quota attainment and net growth performance.
• Serve with Purpose: Demonstrates Customer Centricity by aligning PartsSource solutions to real institutional challenges and building trusted, long-term strategic partnerships with government and public sector customers.
• Adapt to Thrive: Demonstrates Managing Ambiguity by navigating complex, regulated government procurement environments with confidence while adapting approach across different institutional modalities.
• Collaborate to Win: Demonstrates Influence & Communication by building executive-level relationships, aligning internal teams around customer outcomes, and driving decisions across institutional hierarchies.
• Challenge the Status Quo: Demonstrates Data-Informed Decision Making by identifying whitespace and growth opportunities through customer insights and developing evidence-based account strategies.