Director, State Strategy

Director State Strategy is responsible for developing and maintaining strong relationships with state governments, state agencies, and other state and local bodies. This role will expand the company's presence within state government markets by being a "best-practices evangelist", enabling internal teams and partners to understand State and Local Government, and identifying opportunities for growth. This position plays a critical role in supporting sales teams, compliance, and driving business development initiatives.

Responsibilities:

• Serve as the primary point of contact for state government selling strategy.
• Identify and pursue contract vehicles (e.g., state-specific contracts, cooperative purchasing agreements) that enhance the company's ability to sell products and services to state government entities.
• Help manage state lobbying program efforts and initiatives, ensuring alignment with the company's business objectives.
• Monitor state legislative and regulatory developments to assess their impact on business opportunities and compliance.
• Collaborate with internal teams (sales, legal, compliance, and marketing) and external teams to develop and submit proposals for state government contracts.
• Develop and execute compliance plans for awarded state contracts, ensuring internal teams and channel partners adhere to contractual obligations.
• Lead training programs for sales teams and channel partners to effectively utilize state contract vehicles.
• Build relationships with prime contractors and partners to support state sales initiatives.
• Prepare and submit contract modifications, renewals, and administrative reports as required by state contracts.
• Develop strategic objectives and sales goals for state and local government markets with internal teams.

Required Skills/Qualifications:

• 8+ years of experience in Public Sector IT, with a focus on state government relations, contracting, and legislative policy.
• Interest in managing state lobbying efforts, with a proven ability to influence state policy and initiatives.
• Previous experience working in state government in a director or higher position, specifically in IT and security departments.
• Understanding federal funding and how those funds support state initiatives.
• Strong knowledge of state procurement practices, acquisition regulations, and compliance requirements.
• Proven ability to lead business development initiatives and secure multiple award contracts (MACs) or other state-specific contract vehicles.
• Excellent communication, negotiation, and presentation skills.
• Ability to collaborate with internal teams and external stakeholders to achieve strategic business objectives.
• Self-starter with strong organizational skills and the ability to manage multiple projects simultaneously.
• Travel required between 25-50%