PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 US hospitals and 15,000 clinical sites, PartsSource empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience.
PartsSource team members are deeply committed to our mission of Ensuring Healthcare is Always On®, which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems.
Government Account Manager, State
Location Preference: Hudson, OH | Charlotte, NC
About PartsSource
PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 U.S. hospitals and 15,000 clinical sites, we empower providers and service organizations to maximize clinical availability for patient care. Our platform digitizes and automates the procurement of parts, services, and training—creating a data-driven, reliable, and efficient digital supply chain for healthcare.
Our team members thrive when they feel ownership, respect, and success. We value collaboration, innovation, and diverse perspectives—fueling our performance, growth, and impact. Together, we’re committed to Ensuring Healthcare is Always On®, for our customers, patients, and communities.
About the Job Opportunity
As the Government Account Manager, State, you will drive full lifecycle revenue growth within assigned state government laboratory accounts. You will be accountable for a $1M+ annual quota, leading consultative selling, contract negotiations, renewals, and multi-year expansion strategies within highly regulated environments.
You will serve as the primary commercial owner for your portfolio—partnering with laboratory leadership, procurement, and operations teams to expand service adoption and deliver measurable value aligned to mission needs and funding cycles.
What You’ll Do
Full Lifecycle Sales & Quota Ownership
- Own a $1M+ quota across assigned state government laboratory accounts.
- Generate pipeline through targeted prospecting, expansion mapping, and opportunity creation.
- Lead discovery, solution shaping, proposals, pricing, negotiation, and close.
- Drive disciplined forecasting, pipeline hygiene, and account planning in CRM.
Strategic Account Management & Service Expansion
- Build and execute strategic account plans aligned to laboratory missions and funding cycles.
- Identify and close cross-sell, upsell, and new service opportunities across workflows and sites.
- Lead renewals, retention, and service expansions; proactively reduce churn risk.
- Conduct value-based business reviews that tie outcomes to compliance, uptime, and operational performance.
Commercial Execution, Contracting & Negotiation
- Position service offerings such as maintenance programs, compliance support, and operational services.
- Lead pricing discussions, proposals, and contract negotiations end-to-end.
- Ensure clear scope, service expectations, and success metrics are defined in agreements.
- Partner with internal teams to ensure execution matches sold outcomes.
Stakeholder Leadership & Cross-Functional Execution
- Build trusted relationships with laboratory leadership, procurement, and operations stakeholders.
- Act as a trusted advisor by aligning solutions to operational and regulatory challenges.
- Coordinate onboarding and implementation of new service programs.
- Proactively resolve issues to protect customer outcomes, retention, and expansion
What You’ll Bring
Your Background
- 5+ years of quota-carrying sales/account management experience with documented attainment.
- Experience working directly with state government laboratories.
- Proven ability to identify, advance, negotiate, and close complex service opportunities.
- Strong consultative selling, negotiation, and stakeholder management skills.
- CRM proficiency and disciplined pipeline management and forecasting.
Preferred (Not Required)
- Familiarity with public health, environmental, forensic, or research lab environments.
- Bachelor’s degree or equivalent experience.
Who We Want to Meet
- Act Like an Owner: Demonstrates Accountability & Execution and Results Driven behaviors by owning account outcomes, renewals, and quota attainment.
- Serve with Purpose: Applies Customer Centric focus and Relationship Management to align services to mission-critical laboratory outcomes.
- Adapt to Thrive: Uses Managing Ambiguity and Resilience to stay effective in regulated, complex government environments.
- Collaborate to Win: Leverages Influence & Communication and Alignment & Cohesion to align internal teams and external stakeholders.
- Challenge the Status Quo: Applies Curiosity & Problem Solving and Data-Informed Decision Making to uncover growth opportunities and improve outcomes.
Benefits & Perks
- Competitive compensation package with salary, incentives, company ownership/equity, and comprehensive benefits (401k match, health, college debt reduction, and more!)
- Career and professional development through training, coaching and new experiences.
- Hybrid culture with new & beautiful workspaces that balance flexibility, collaboration, and productivity.
- Inclusive and diverse community of passionate professionals learning and growing together.
Interested?
We’d love to hear from you! Submit your resume and an optional cover letter explaining why you’d be a great fit.
About PartsSource
Since 2001, PartsSource has evolved into the leading technology and software platform for managing mission-critical equipment, serving over half of the U.S. hospital infrastructure. Our digital systems modernize and automate the procurement of parts, services, technical support, and training for HTM professionals to efficiently and effectively maintain their mission-critical equipment. PartsSource employs over 700 employees nationwide that committed to supporting healthcare providers and ensuring healthcare always on.
In 2021, Bain Capital invested in the business, further accelerating our growth and positive impact within the healthcare industry.
Read more about us here:
· PartsSource Named to Newsweek’s List of the Top 200 America’s Most Loved Workplaces for 2024
· PartsSource® Named Among the Top 50 Healthcare Technology Companies of 2025
· PartsSource® Named Among the Top 25 Healthcare Software Companies of 2025
· PartsSource President and CEO Philip Settimi Named to Top 50 Healthcare Technology CEO List 2025
· WSJ: Bain Capital Private Equity Scoops Up PartsSource
Legal authorization to work in the U.S. is required.
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What We Do
PartsSource is the leading evidence-based B2B vertical marketplace and supply chain software platform used by the healthcare provider and supplier ecosystem to improve essential clinical operations, staff productivity, costs, asset uptime and supply chain resiliency. Today we help more than 5,000 member hospitals and more than 15,000 clinical sites achieve sustainable savings and efficiencies. As healthcare’s leading source of the knowledge, processes and components – we can transform your supply chain, the way you work and most importantly, ensure healthcare is always available. In addition to automating the highly complex workflow associated with procurement and vendor management, our team can work with you to identify new opportunities for efficiencies and improved availability, so that your healthcare is always on
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