Account Executive 5, Business Development - State and Local Government

Account Executive, Business Development
State and Local Government Specialist

Do you have the State and Local Government expertise, executive presence, and business development acumen to drive market growth, create demand, and position Dell Technologies as the trusted partner for digital transformation across government agencies?

State and Local Governments are facing unprecedented challenges and opportunities driven by artificial intelligence, cybersecurity threats, aging infrastructure, workforce modernization, constituent service expectations, and increasing pressure to deliver more efficient, transparent, and secure public services. Dell Technologies partners with government organizations to modernize operations, enhance citizen experiences, strengthen cyber resilience, and accelerate digital transformation through secure, scalable, and cost-effective technology solutions spanning data centers, multicloud environments, edge computing, and AI-enabled platforms.

Government leaders increasingly look to Dell Technologies to modernize IT infrastructure, improve public safety outcomes, enable data-driven decision making, optimize service delivery, and support long-term modernization initiatives that improve outcomes for citizens and communities.

Role Overview

The State & Local Government Business Development Executive is responsible for identifying, developing, and advancing strategic sales opportunities across state and local government accounts. This role drives business growth by creating demand, building executive relationships, influencing customer strategies, and positioning Dell Technologies as a trusted advisor and innovation partner.

This is a highly strategic, customer-facing business development role focused on generating pipeline, creating opportunities, expanding executive access, and accelerating revenue growth.

The Business Development Executive engages directly with government executives, agency leaders, CIOs, CISOs, procurement officers, and line-of-business stakeholders to understand organizational priorities, identify transformation initiatives, and align Dell Technologies' solutions to address customer challenges. Working closely with account executives, sales leadership, partners, and technical teams, this individual helps open doors, influence decision-makers, shape large opportunities, and create competitive advantage.

The ideal candidate combines deep State & Local Government market knowledge with strong sales leadership, executive engagement experience, and a proven ability to develop strategic opportunities that result in measurable business growth.

What Success Looks Like in Year One

In your first year, you will have:

• Created and influenced $50M+ in qualified pipeline opportunities
• Developed executive relationships across 15-20 strategic State & Local Government accounts
• Expanded Dell's presence with key government decision makers and influencers across multiple agencies and jurisdictions
• Helped drive significant year-over-year revenue growth within assigned territories
• Led 10-15 executive engagements, workshops, briefings, or strategic planning sessions that resulted in new opportunities
• Established yourself as a trusted business advisor to both customers and internal Dell sales teams
• Delivered market insights and competitive intelligence that improved win rates within the State & Local Government segment

Key Responsibilities: EXTERNAL - State & Local Government Customers

Business Development & Opportunity Creation

• Develop and execute strategic business development plans designed to accelerate growth within State & Local Government accounts
• Identify, qualify, and influence opportunities before formal procurement processes begin
• Expand Dell's presence within targeted government organizations by opening new relationships and uncovering unmet needs
• Build and manage a robust pipeline of opportunities aligned to territory growth objectives
• Partner with account teams to create and execute strategies that increase wallet share and customer expansion

Executive Relationship Development

• Establish trusted relationships with State CIOs, CISOs, agency directors, procurement leaders, county executives, mayors, public safety leaders, and other senior government officials
• Expand Dell's reach beyond traditional IT contacts into operational, financial, and policy leadership
• Serve as a strategic business advisor capable of aligning agency priorities with Dell's technology solutions and services
• Develop executive sponsorship relationships that accelerate strategic opportunities

Strategic Customer Engagement

• Lead executive-level conversations focused on modernization, cybersecurity, AI adoption, cloud transformation, digital services, public safety, and operational efficiency
• Facilitate business value discussions that connect technology investments to measurable government outcomes
• Participate in executive briefings, strategy sessions, workshops, and customer planning engagements
• Help customers envision future-state operating models supported by Dell technologies

Market Development & Industry Presence

• Represent Dell Technologies at State & Local Government conferences, association meetings, industry events, and executive forums
• Deliver presentations, panel discussions, and thought leadership sessions that strengthen Dell's brand and market presence
• Build relationships with industry associations, government networks, cooperative procurement organizations, and channel partners
• Monitor market trends, legislation, funding initiatives, and technology priorities impacting government agencies

Key Responsibilities: INTERNAL - Dell Technologies

Revenue Growth & Sales Acceleration

• Partner with account executives and sales leadership to drive revenue growth across strategic accounts
• Support territory planning and account strategy development
• Facilitate executive alignment between Dell leadership and customer leadership teams
• Accelerate opportunity development through strategic engagement and executive influence

Account Strategy & Competitive Positioning

• Contribute State & Local Government expertise to account planning sessions
• Identify competitive threats, positioning strategies, and market opportunities
• Provide insights regarding budget cycles, funding programs, procurement strategies, and stakeholder dynamics
• Help sales teams navigate complex government decision-making processes

Cross-Functional Collaboration

• Partner closely with sales, presales, services, partners, and business units to develop customer engagement strategies
• Coordinate resources across Dell organizations to maximize customer impact and opportunity growth
• Support strategic pursuits by connecting internal capabilities with customer priorities
• Collaborate with partner ecosystems to expand Dell's reach and influence

Market Intelligence & Enablement

• Deliver market insights and government trends that strengthen Dell's competitive position
• Provide sales enablement focused on State & Local Government market dynamics
• Share customer feedback and emerging requirements with product, services, and business leaders
• Help improve Dell's understanding of evolving government technology priorities

Required Experience & Qualifications

Required

• Bachelor's degree and 10+ years of experience selling to or supporting State & Local Government organizations
• Demonstrated success developing and influencing large, complex technology opportunities within government accounts
• Proven ability to build trusted executive relationships with senior government leaders and decision makers
• Track record of generating pipeline growth and driving measurable revenue outcomes
• Strong understanding of State & Local Government procurement processes, budget cycles, funding mechanisms, and purchasing vehicles
• Experience leading executive-level customer conversations and strategic business engagements
• Knowledge of public sector technology trends including cybersecurity, cloud, AI, data management, and infrastructure modernization
• Strong communication, presentation, and relationship-building skills
• Ability to travel up to 60%

Preferred

• Master's degree in Business, Public Administration, Information Technology, or related field
• Direct experience working within a State or Local Government organization
• Experience selling infrastructure, cloud, cybersecurity, AI, data center, or digital transformation solutions
• Established relationships within State & Local Government agencies, associations, and industry networks
• Experience collaborating with system integrators, channel partners, and public sector ecosystems
• Prior success managing executive stakeholder engagement within large public sector accounts

Core Competencies & Attributes

• Executive Presence & Influence: Demonstrates credibility and confidence when engaging senior government leaders and stakeholders.
• Business Development Excellence: Consistently identifies, creates, and advances strategic opportunities that drive revenue growth.
• Strategic Account Planning: Understands complex stakeholder environments and develops effective engagement strategies.
• Public Sector Expertise: Deep knowledge of State & Local Government priorities, funding, procurement, and regulatory considerations.
• Consultative Selling: Aligns customer business challenges with Dell's technology solutions and measurable outcomes.
• Relationship Building: Develops trusted partnerships across agencies, departments, elected leadership, and Dell teams.
• Market Leadership: Recognized as a knowledgeable advocate for innovation and digital transformation within government organizations.
• Cross-Functional Leadership: Effectively coordinates resources and stakeholders to drive customer success and business growth.

Compensation

Dell is committed to fair and equitable compensation practices. The Total Target Compensation range for this position is $305,000 - 375,000, which includes base salary and commissions.

Benefits and Perks of working at Dell Technologies

Your life. Your health. Supported by your benefits. You can explore the overall benefits experience that awaits you as a Dell Technologies team member — right now at MyWellatDell.com

Who we are

We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.

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