State and Local Account Director — Massachusetts (5474) at SMX

<div class="ui-form-item ui-form-item-horizontal" data-direction="horizontal"> <div class="ui-form-field lifesuite__rte--display"> <div class="ui-form-field lifesuite__rte--display"> <p>SMX is hiring an Account Director to own relationship management and organic growth across our Massachusetts state government portfolio. This is a senior, client-facing growth role — not a new-logo hunting position. You will be the day-to-day executive face of SMX to agency leadership across the Commonwealth: cultivating senior stakeholder relationships, expanding our footprint within and across agencies, stewarding contract vehicles, and ensuring that delivery excellence translates into durable, growing partnerships. You will work in close partnership with SMX's Business Development organization, Chief Growth Office, contracts team, and SLG program and technical leadership. BD retains ownership of net-new pursuit strategy; you own the health, depth, and organic expansion of the account base — and you help shape the account management and growth strategy alongside those partners. This role requires established, active relationships with Massachusetts state agency CIOs and IT executive leadership. Candidates without a current Massachusetts public-sector executive network will not be a fit for this position. <span data-teams="true">This position is based in New England (RI, MA, CT) and will be remote with frequent on-site customer visits.</span></p> <p><strong>Essential Duties &amp; Responsibilities:</strong></p> <ul> <li>Senior stakeholder engagement. Own the executive relationship cadence across SMX's Massachusetts portfolio, maintaining trusted-advisor standing with agency CIOs, CTOs, program executives, and procurement leadership.&nbsp;</li> <li>Organic growth. Identify, qualify, and drive expansion opportunities within existing accounts and into new agencies via RFQ response, and proposal and SOW development — task-order growth on existing vehicles, new workstreams, and cross-sell of SMX capabilities (cloud operations, application modernization, data &amp; analytics, cybersecurity, managed services).&nbsp;</li> <li>Account health and risk management. Serve as the client's senior escalation point during project challenges; partner with SMX program and technical leadership to manage risk, protect delivery quality, and preserve client confidence through difficult moments.</li> <li>&nbsp;Contract vehicle stewardship. Steward SMX's existing Massachusetts contract vehicles — renewals, extensions, modifications, and compliance — with support from the SMX contracts team.</li> <li>&nbsp;Opportunity tracking and qualification. Monitor and track RFQs, RFRs, and task-order releases across the Commonwealth for qualification; support response development in partnership with Business Development and the Chief Growth Office. &nbsp;Account planning. Maintain account plans, relationship maps, and growth forecasts for the Massachusetts portfolio; contribute voice-of-customer intelligence to SMX's solution and campaign teams.</li> <li>&nbsp;Strategy collaboration. Help shape SMX's Massachusetts account management and growth strategy in collaboration with Business Development leadership and SLG senior program and technical leadership.</li> </ul> <p><strong>Required Skills &amp; Experience:</strong></p> <ul> <li>10+ years of account management, client executive, or business development experience serving state and local government, with a personally managed portfolio of $25M+ in annual revenue.&nbsp;</li> <li>Established, active relationships with Massachusetts Executive Branch agency CIOs and senior IT leadership; demonstrated fluency in the Massachusetts state government ecosystem, including its procurement environment and contract vehicles.</li> <li>&nbsp;Demonstrated track record of account expansion and renewal — measurable organic growth within existing government accounts, not solely relationship maintenance.</li> <li>Working knowledge of cloud operations, managed services, and IT professional services delivery models.&nbsp;</li> <li>Experience navigating public-sector procurement: task orders, statements of work, competitive RFQ/RFR responses, and contract vehicle mechanics.&nbsp;</li> <li>Executive presence and communication skills appropriate to cabinet-level government audiences.</li> </ul> <p><strong>Desired Skills &amp; Experience:</strong></p> <ul> <li>Existing relationships within Massachusetts quasi-public authorities and independent agencies.&nbsp;</li> <li>Familiarity with cloud financial management (FinOps) and cloud resale/marketplace commercial models.&nbsp;</li> <li>Experience with regulated-workload environments and compliance frameworks (e.g., CJIS, IRS Pub 1075, HIPAA/MARS-E).&nbsp;</li> <li>Prior experience partnering with hyperscaler (AWS, Azure, Google Cloud) sales and partner organizations on joint go-to-market motions.&nbsp;</li> <li>Experience in a matrixed growth organization, partnering with capture, contracts, and delivery teams.</li> </ul> <p><strong><span data-contrast="auto">Application Deadline:</span></strong><span data-contrast="auto">&nbsp; 10-2</span><span data-ccp-props="{}">-2026</span></p> <p><span data-contrast="auto">#</span><span data-ccp-props="{}"> LI-SA-1</span></p> </div> </div> </div><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>&nbsp;</p> <hr> <p><span style="font-size: 16px;">The SMX salary determination process takes into account a number of factors, including but not limited to, geographic location, Federal Government contract labor categories, relevant prior work experience, specific skills, education and certifications. At SMX, one of our Core Values is to Invest in Our People so we offer a competitive mix of compensation, learning &amp; development opportunities, and benefits. Some key components of our robust benefits include health insurance, paid leave, and retirement.</span></p></div><div class="title">The proposed salary for this position is:</div><div class="pay-range"><span>$176,900</span><span class="divider">&mdash;</span><span>$265,300 USD</span></div></div></div><div class="content-conclusion"><p>&nbsp;</p> <p>At SMX®, we are a team of technical and domain experts dedicated to enabling your mission. From priority national security initiatives for the DoD to highly assured and compliant solutions for healthcare, we understand that digital transformation is key to your future success.</p> <p>We share your vision for the future and strive to accelerate your impact on the world. We bring both cutting edge technology and an expansive view of what’s possible to every engagement. Our delivery model and unique approaches harness our deep technical and domain knowledge, providing forward-looking insights and practical solutions to power secure mission acceleration.</p> <p>SMX is an Equal Opportunity employer including disabilities and veterans.</p> <p><span data-teams="true"><span id="message-body-1758638857922" class="fui-ChatMyMessage__body rcngbzt ___eyw0iv0 f10pi13n ftqa4ok f2hkw1w f8hki3x f1d2448m f1bjia2o ffh67wi f1j6vpng f1pniga2 f987i1v f1ffjurs f15bsgw9 f14e48fq f18yb2kv fd6o370 ffwy5si f3znvyf f57olzd f4stah7 f480a47 fs1por5 fk6fouc figsok6 fkhj508 f19n0e5 f9ijwd5 fzqqayd f10ostut f1o0qvyv f9ggezi f1xp5gbu f150uoa4 ffyari3 fo7qwa0 f16xkysk fxowb0n f11ghf3q f13aoclr flypziy f10kwr27 fquw1qa fftr39l f13lathq f15hsm81 f2ss68y ffb60jq f8nuap2 f13nk4fk f7jacry fq08z5q fd9af6s fr74w9q fcl9uv6 f13sm7pj f1u6qqly f16wpxbl faim3u9 f6cs3qo fa2w2z3 fd39nx6 f10gn8j9 frcqmxy f1w9ws4k f1ddxkqj fd10euv fvuz61 f1nbc6gw"><span id="content-1758638857922" class="fui-Primitive ___16zla5h f1oy3dpc fqtknz5 fyvcxda"></span></span></span></p> <div id="x_Signature"></div> <p>Selected applicant may be subject to a background investigation and/or education verification.</p> <p>SMX does not sponsor a new applicant for employment authorization or immigration related support for this position (i.e. H1B, F-1 OPT, F-1 STEM OPT, F-1 CPT, J-1, TN, E-2, E-3, L-1 and O-1, or any EADs or other forms of work authorization that require immigration support from an employer).</p></div>