Director, Major Account Management

Location

• Remote - Maryland - Reasonable travel to Annapolis area
• About SOVRA

SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America.

Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve.

What makes SOVRA unique is our deep focus on the public sector.

Our solutions are purpose-built to solve real, complex procurement challenges, balancing compliance with usability and innovation.

That commitment has been recognized with the Achievement of Excellence in Procurement (AEP) Certification from the National Procurement Institute, reflecting our high standards and impact in the market.

At SOVRA, the work you do matters.

Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people.

We’re a growing, mission‑driven company where smart, curious people come together to build technology that serves the public good.

• Learn more at sovra. com
• Main responsibilities
• Responsible for specific quotas based on Total Contract Value and account development, planning and profiling strategies;
• Create and implement a 1–3-year strategic plan for each client and develop plans and reports as required by client contracts.
• Building strong relationships at the executive level including SVP for Strategy, Chief Revenue/Growth Officer, CEO, Chief Product Officer–, , to understand the needs and strategic objectives of our most important clients;
• Support efforts to grow State and County based cooperative programs from which TRX and FOP revenue derived.
• Establish strong relationship with paid and non paid strategic accounts registered in our TRX client solutions.
• Collaborate with marketing and supplier success teams to develop cooperative purchasing marketing and contract promotion programs
• Act as liaison between suppliers and TRX/FOP government clients.
• Work effectively with distributed teams, take the strategic direction of opportunity owners and consider the contributions of team members and act as a client advocate on project implementation and continuous evolution;
• Create presentations and present them key client contacts and different business areas in order to deepen the understanding of the product offering;
• Improve customer satisfaction through better communication and overall product value
• Work closely with the product and project management, , customer success, and other internal SOVRA teams to ensure everything goes smoothly for the client, both in the implementation process and then throughout the relationship;
• Manage, negotiate and execute client contracts;
• Supervise, manage, mentor and otherwise support the team to ensure compliance with best practices to achieve targets and objectives;
• Set and evaluate annual performance objectives of the people in the position, including periodic review and exploration of each team member’s potential.
• Desired profile
• Public sector and/or public procurement leadership background preferred;
• Be passionate about customer success and work across multiple functions within a diverse team to achieve outstanding results;
• Ability to conduct thorough research and analysis;
• Translate complex technical information into simple terms;
• Possess problem‑solving skills and present effective solutions, in a clear and concise manner with Microsoft Word, Excel and Power Point;
• Business acumen linking data to operational challenges and opportunities
• Ability to prioritize and balance multiple tasks, projects or initiatives.
• Demonstrated ability to impact, influence and interact within the various levels of an organization, achieving desired results through effective relationship building.
• Strong verbal and written communication skills.
• Considered a leader by their team members, with collaborative and consultative qualities.
• Great ease and presence with senior managers;
• Excellent negotiation and presentation skills;
• Available for regional travel (approximately 30 to 40%) by land and/or air;
• Excellent oral and written communication skills, mastery of a second language is an asset.

Qualifications

• Hold a bachelor’s degree or equivalent in either business, computer science or other related disciplines;
• 10+ years in sales/account management in the IT sector, preferably in complex software solutions and/or as a solution provider for government entities;
• Have experience in functional leadership.
• Required: Authorized to work in USA—unfortunately we are not able to sponsor work visas or transfers at this time.

Thank you for your interest in SOVRA. However, only selected candidates will be contacted.

At SOVRA, we are committed to fostering an inclusive and equitable workplace.

We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other characteristic protected by applicable laws.

We provide a work environment free from discrimination and harassment.

In addition, we are committed to ensuring pay equity across our organization and regularly review our compensation practices.

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