MUNICIPALITY SPECIALIST - Maryland

Job Summary

This Account Manager role is responsible for managing and growing relationships with city and municipal government clients. This role focuses on understanding public-sector needs, navigating procurement processes, identifying opportunities for expansion within existing accounts, and delivering solutions that help local governments improve operations, services, and efficiency. The Account Manager serves as the primary point of contact, ensures high client satisfaction, drives revenue growth through sales, and collaborates with internal teams to support successful implementations and ongoing partnerships in a highly regulated, relationship-driven environment.

Key Responsibilities

•  Serve as the primary relationship owner for assigned city and municipal accounts, building trust and long-term partnerships with key stakeholders (procurement officers, department heads, elected officials, and administrative leaders).

•  Develop and execute account plans that identify growth opportunities, including renewals, expansions, cross-sells, and new solution adoption aligned with municipal priorities and budgets.

•  Navigate public-sector procurement processes, including RFPs, RFIs, bids, cooperative purchasing agreements, and compliance requirements.

•  Conduct regular business reviews, needs assessments, and strategic discussions to understand client challenges in areas such as infrastructure, public safety, administration, sustainability, or citizen services.

•  Collaborate with sales, solutions, implementation, and support teams to ensure seamless onboarding, delivery, and ongoing value realization for government clients.

•  Track and manage the full account lifecycle, including contract renewals, amendments, pricing negotiations, and multi-year agreements while adhering to public-sector contracting norms.

•  Maintain accurate forecasts, pipeline updates, and account activity records in the CRM system.

•  Monitor municipal budgets, funding sources (grants, bonds, federal/state programs), legislative changes, and local priorities that influence purchasing decisions.

•  Provide market feedback and competitive intelligence from the public sector to inform product, pricing, and go-to-market strategies.

•  Ensure high levels of client satisfaction and retention throug

h proactive communication, issue resolution, and demonstration of measurable outcomes.

•  Represent the company at relevant industry events, municipal association meetings, and public-sector conferences as needed.

•  Adhere to all ethical standards, transparency requirements, and compliance obligations specific to selling to government entities.

Required Skills and Qualifications

•  Strong relationship management and consultative selling skills, with the ability to build credibility and trust with public-sector stakeholders at multiple levels (procurement, department leadership, elected officials, and administrative staff).

•  Proven ability to navigate complex, lengthy government sales cycles, including RFPs, competitive bids, cooperative purchasing contracts, and formal procurement processes.

•  Familiarity with cooperative purchasing programs (e.g., Sourcewell, NASPO, or state contracts) and grant-related funding processes.

•  Working knowledge of public-sector procurement practices, contracting vehicles, and compliance considerations.

•  Ability to travel as needed to meet with municipal clients and attend relevant industry or association events.

•  Strong professional references and a commitment to ethical standards required when working with government customers.

•  Prior experience in government technology, infrastructure, professional services, or other solutions commonly purchased by municipalities.

•  Excellent written and verbal communication skills, including the ability to prepare clear proposals, present to municipal boards or committees, and translate technical solutions into public-sector value and outcomes.

•  Strong negotiation and contract management skills tailored to government contracting norms, compliance requirements, and multi-year agreements.

•  Analytical and strategic planning abilities to assess municipal budgets, funding sources (including grants and federal/state programs), and develop account growth plans.

•  Proficiency with CRM systems (e.g., Salesforce or equivalent) for accurate pipeline management, forecasting, and activity tracking.

•  High level of organization, attention to detail, and persistence needed to manage multiple accounts with varying procurement timelines and bureaucratic processes.

•  Collaboration and cross-functional teamwork skills to coordinate effectively with internal sales, solutions, implementation, legal, and support teams.

•  Adaptability and political awareness to operate successfully within the unique culture, transparency expectations, and decision-making structures of local government.

•  Demonstrated track record of managing and growing accounts in complex, relationship-driven, or regulated environments.

Performance Measures 

• Revenue growth achievement 
• Drive results to achieve established annual budget objectives. 
• New customer acquisition 
• Customer retention and satisfaction 
• CRM adoption and compliance 
• Market share growth 
• Achievement of territory strategic objectives 

Working Conditions

• Regular travel throughout the assigned territory is required, including occasional overnight stays 

Physical Requirements

• Occasional lifting of 10-50 pounds
• Ability to sit for at least 8 hours per day

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.