Key Account Manager - State & Local Government (California) at PartsSource

, , -

Full Time

Start Date

Immediate

Expiry Date

16 Mar, 26

Salary

0.0

Posted On

16 Dec, 25

Experience

2 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Business Development, Pipeline Generation, Public Sector Procurement, Communication, Presentation Skills, Interpersonal Skills, CRM Tools, Sales Engagement, Research, Relationship Building, Collaboration, Problem Solving, Adaptability, Customer Centric, Data Analysis, Market Intelligence

Industry

Medical Equipment Manufacturing

Description

PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 US hospitals and 15,000 clinical sites, PartsSource empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience. PartsSource team members are deeply committed to our mission of Ensuring Healthcare is Always On®, which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems. Location Preference: California - Remote About PartsSource PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 U.S. hospitals and 15,000 clinical sites, we empower providers and service organizations to maximize clinical availability for patient care. Our platform digitizes and automates the procurement of parts, services, and training, creating a data-driven, reliable, and efficient digital supply chain for healthcare. Our team members thrive when they feel ownership, respect, and success. We value collaboration, innovation, and diverse perspectives—fueling our performance, growth, and impact. Together, we’re committed to Ensuring Healthcare is Always On®, for our customers, patients, and communities. About the Job Opportunity We are seeking a mission-driven Key Accounts Manager to support PartsSource’s growing State & Local Government segment, with a focus on identifying, developing, and converting new business opportunities within high-value state and local government laboratory accounts, with a primary focus on city / county agencies and departments located in California. Additional Western State Governments are also in this position’s responsibility. This role focuses on pipeline generation, strategic prospecting, and early-stage sales engagement with public laboratories operating within state and local agencies such as Public Health, Forensics/Pathology, Environmental Protection, Transportation, and other scientific, regulatory, or analytical laboratories across California’s local government infrastructure. You will play a critical role in expanding PartsSource’s impact in the public sector by building relationships, uncovering operational needs, and positioning our industry-leading equipment service and procurement solutions. What You’ll Do Business Development & Pipeline Generation Identify, engage, and qualify new opportunities across California public laboratories through outbound calling, email outreach, LinkedIn engagement, events, and targeted campaigns. Research agencies to understand organizational structures, procurement pathways, budget cycles, and technical environments. Develop expertise in public sector procurement—including cooperative purchasing, state contracting vehicles, RFP processes, and compliance requirements. Maintain a strong pipeline of qualified opportunities and consistently meet activity and conversion metrics. Public Laboratory & Government Agency Engagement Lead discovery conversations to understand laboratory workflows, equipment service needs, and procurement challenges. Clearly communicate PartsSource’s value proposition to scientific, operational, procurement, and financial stakeholders across city, county, and state agencies. Build trusted relationships with laboratory leaders, procurement officers, and administrative decision-makers. Account Advancement & Expansion Identification Nurture early-stage relationships and seamlessly transition qualified opportunities to account leadership. Identify expansion opportunities across satellite labs, field operations, public health divisions, environmental services, forensics, transportation, and other scientific agencies. Conduct ongoing follow-up to maintain engagement and alignment to agency priorities. Cross-Functional Collaboration & Sales Support Collaborate with Sales leadership, Marketing, Contracts, Customer Success, and Operations to support territory strategy and opportunity development. Document all activities accurately in CRM systems and prepare reports on pipeline trends and performance. Share market intelligence from California public agencies to refine targeting and messaging strategies. What You’ll Bring Your Background 3–5+ years in business development, inside sales, or lead generation (required), ideally in B2B or public sector environments. Strong communication, presentation, and interpersonal skills. Ability to research complex public-sector accounts and identify decision-making structures and opportunity pathways. Experience using CRM tools (e.g., Salesforce) and sales engagement platforms. Strong comfort with activity expectations and metrics-driven goals. Preferred Qualifications Residence in California and familiarity with the state’s public sector ecosystem. Experience selling to or supporting State & Local Government or public laboratory environments. Knowledge of public health, environmental, forensic, or scientific laboratory operations. Bachelor’s degree in Business, Marketing, Public Administration, Life Sciences, or related field (preferred). Who We Want to Meet Act Like an Owner: You take initiative, follow through on commitments, and maintain a high-quality pipeline that supports organizational growth. (Accountability & Execution, Results Driven) Serve with Purpose: You listen carefully to public sector challenges and tailor solutions that reflect an understanding of customer needs. (Active Listening, Customer Centric) Adapt to Thrive: You remain effective while navigating evolving procurement processes, long sales cycles, and shifting public agency priorities. (Managing Ambiguity, Resilience) Collaborate to Win: You communicate clearly with cross-functional teams to ensure alignment and momentum on opportunities. (Influence & Communication, Alignment & Cohesion) Challenge the Status Quo: You ask insightful questions, diagnose root causes, and offer data-informed recommendations that introduce new ways for agencies to solve problems. (Curiosity & Problem Solving, Continuous Improvement) About PartsSource Since 2001, PartsSource has evolved into the leading technology and software platform for managing mission-critical equipment, serving over half of the U.S. hospital infrastructure. Our digital systems modernize and automate the procurement of parts, services, technical support, and training for HTM professionals to efficiently and effectively maintain their mission-critical equipment. PartsSource employs over 700 employees nationwide that committed to supporting healthcare providers and ensuring healthcare always on. In 2021, Bain Capital invested in the business, further accelerating our growth and positive impact within the healthcare industry. Read more about us here: · PartsSource Named to Newsweek’s List of the Top 200 America’s Most Loved Workplaces for 2024 · PartsSource® Named Among the Top 50 Healthcare Technology Companies of 2025 · PartsSource® Named Among the Top 25 Healthcare Software Companies of 2025 · PartsSource President and CEO Philip Settimi Named to Top 50 Healthcare Technology CEO List 2025 · WSJ: Bain Capital Private Equity Scoops Up PartsSource PartsSource values diversity and is committed to Equal Employment Opportunity, ensuring decisions are made regardless of race, gender, disability, or background. We welcome applicants from all walks of life and provide an accessible hiring process for everyone. Legal authorization to work in the U.S. is required.

Responsibilities

The Key Account Manager will identify, develop, and convert new business opportunities within state and local government laboratory accounts in California. This includes engaging with public laboratories, understanding their needs, and positioning PartsSource’s solutions effectively.