Nationwide Government Sales Specialist – High Value Accounts

What you'd do

• Be a proactive, account-owning seller — responsible for generating pipeline, advancing opportunities, and driving revenue across an assigned portfolio of high-value government accounts nationwide.
• While you will at times be brought in to support Account Executives on active pursuits, the primary weight of this role is on independent outbound selling, with defined account accountability and quota attainment.
• You will prospect into state and major local agencies, departments, executive offices, and cabinet-level organizations across the country — building relationships and connecting decision-makers with the right Thomson Reuters solutions.
• Own and exceed the quota for your assigned portfolio of high-value accounts and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals
• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on senior decision-makers at the largest government accounts nationwide, including agency directors, CIOs, chief procurement officers, cabinet secretaries, and legislative staff
• Independently generate, qualify, and advance opportunities within your assigned high-value accounts — from initial outreach through to close or handoff in collaboration with Account Executives
• Support Account Executives on active high-value pursuits when brought in, contributing your knowledge of Thomson Reuters solutions and the government market to help advance deals
• Build and develop trusted relationships with state and major local agencies, departments, executive offices, and multi-jurisdictional organizations, connecting them with the right Thomson Reuters solutions based on their operational needs and strategic priorities
• Demonstrate a solid understanding of how government procurement works at scale, including state and local RFPs, cooperative purchasing agreements, procurement regulations, and fiscal year budget cycles
• Travel nationwide as required to attend prospect meetings, agency visits, industry events, and conferences (e.g., NASCIO, NASPO, State Attorneys General Summit, PSMLS, national procurement associations) to build relationships and represent Thomson Reuters in the field
• Conduct ongoing market analysis of the government technology landscape nationwide, leveraging competitor insights, policy trends, legislative developments, and customer feedback to sharpen outreach strategies and identify new opportunities
• Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce

What they want

• Bachelor's degree preferred, or equivalent work experience in lieu of a degree
• Demonstrated experience in a quota-carrying sales role, with a track record of meeting or exceeding targets — government, enterprise SaaS, or large/strategic account sales strongly preferred
• Experience running or contributing to complex, multi-stakeholder pursuits — coordinating pursuit teams across sales, solution consulting, legal, pricing, and executive sponsors to win large, long-cycle deals
• A track record of developing and closing $500K - $1M opportunities — building deals from initial qualification through business case, pricing strategy, and executive approval
• Solid familiarity with government structures at the state and major local levels, including agencies, departments, cabinet offices, executive staff, and legislative bodies
• Working understanding of government procurement processes, including state and local RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles
• Knowledge of government policy priorities and challenges (e.g., public safety, economic development, healthcare, justice operations) is a strong plus
• Excellent verbal and written communication skills, with the ability to tailor messaging for senior government and agency audiences
• Strong interpersonal and relationship-building skills; ability to quickly establish credibility and trust with government executives and agency leadership at all levels
• Active listening skills to identify an agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions