Strategic Account Director - Ohio

The Strategic Account Director – Ohio is responsible for driving growth, deepening executive relationships, and expanding Northwoods’ presence across priority accounts in the Ohio market. This role owns strategic account development within the state, with a primary focus on building trusted relationships, shaping opportunities early, and positioning Northwoods to win and grow across priority Ohio public-sector accounts, including Health and Human Services.

This is a senior individual contributor role within Sales that works closely with executive leadership, delivery, solutions, partnerships, and marketing. The role combines market presence, client strategy, opportunity creation, and disciplined account management to convert relationships into qualified pipeline and revenue growth.

Success in this position requires strong executive presence, political and organizational awareness, public-sector sales discipline, and the ability to align internal teams around high-value opportunities in a complex state environment.

• Own strategic account development and growth across Ohio priority accounts, with emphasis on Health and Human Services and related public-sector domains.
• Serve as Northwoods' market-facing account leader for assigned Ohio relationships, building credibility with executive, operational, and procurement stakeholders.
• Develop and execute account strategies that include relationship mapping, stakeholder engagement, whitespace analysis, and opportunity planning, translating market insight, client signals, and relationship intelligence into actionable plans.
• Identify, qualify, and shape new business opportunities aligned to Northwoods' strengths, market priorities, and long-term growth strategy.
• Build and maintain trusted relationships with state leaders, agency stakeholders, procurement contacts, and partner organizations; represent Northwoods through meetings, industry events, and ongoing client engagement across Ohio.
• Partner with internal leaders across sales, delivery, product, and executive leadership to align account strategy, pursuit priorities, and client engagement plans.
• Monitor policy, funding, procurement, and organizational developments within Ohio agencies and translate them into business implications and action.
• Maintain disciplined pipeline management, including opportunity tracking, CRM hygiene, forecasting, and internal reporting.
• Contribute to capture planning, proposal strategy, teaming discussions, and executive-level pursuit decisions as opportunities mature.

• Build and sustain senior-level client relationships that increase Northwoods’ relevance, access, and influence within Ohio accounts.
• Create a qualified pipeline and expand revenue opportunities through disciplined account planning, opportunity shaping, and cross-functional coordination.
• Demonstrate strong operating rigor in CRM hygiene, pursuit management, forecasting, and internal communication.
• Strengthen Northwoods’ market position in Ohio through credibility, consistency, and visible executive-level engagement.
• Maximizing hours under current Level of Efforts (LOEs) by identifying and solving buyer and user problems.
• Driving and expanding revenue through new projects.
• Secure EDMS 2-year contract renewal by 7/1/27.

• Bachelor’s degree or equivalent experience required.
• 8+ years of experience in enterprise software sales, strategic account management, or consultative business development.
• Experience selling into state government or similarly complex regulated environments.
• Proven success managing long sales cycles and multi-stakeholder accounts.
• Demonstrated ability to develop and execute account strategies that generate qualified pipeline and revenue growth.
• Strong working knowledge of CRM discipline, forecasting, and opportunity management.

• Experience in health and human services, workforce, eligibility systems, or closely related public-sector domains.
• Established relationships within Ohio State Government.
• Experience navigating state procurement processes, funding cycles, and…