Role summary
Own the full sales cycle for services and systems integration deals across New York City government. Generate qualified pipeline, shape requirements early, respond to RFx/RFPs, and close new logos and expansion business while navigating NYC procurement and compliance.
Core responsibilities
Pipeline & lead generation
- Build and execute an account-based outreach plan across NYC agencies, authorities, and related entities (CIO/CTO orgs, program owners, procurement, and prime/subcontractor ecosystems).
- Qualify opportunities (need, budget, timeline, procurement path) and convert them into a forecastable pipeline.
- Create partner-led leads with OEMs/ISVs and prime contractors (co-selling, teaming, subcontracting).
Opportunity shaping (pre-RFP)
- Map stakeholders and decision drivers; drive discovery workshops and value engineering.
- Support translating agency outcomes into solution vision, ROI, and implementation approach (roadmap, operating model, security/compliance).
- Influence requirements by providing market research, reference architectures, and options for contract vehicles.
Proposal/RFx execution
- Lead capture planning, win strategy, and support proposal development
- Manage end-to-end lifecycle actions relevant to solicitations and contracting (finding/responding to RFx, completing required disclosures, e-signing, etc.).
- Coordinate payment enablement steps where needed
Deal closing & commercial ownership
- Support negotiation of scope, terms, risk posture, and pricing in coordination with delivery leadership.
- Drive approvals, award-to-contract transition.
Customer success
- Maintain executive relationships; capture references and measurable outcomes.
Compliance & public sector fluency
- Stay current on NYC/NYS procurement realities (RFx processes, contract vehicles, subcontracting, M/WBE considerations where applicable).
- Leverage statewide/centralized contract pathways when they accelerate time-to-contract (e.g., NYS OGS centralized contracts).
Key deliverables / KPIs
- Qualified pipeline created ($ and # of net-new opportunities) and pipeline coverage vs. quota.
- Win rate, average sales cycle length, forecast accuracy