Principal Consultant - Sales Account Executive

Company Description

We are a Digital Product Engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at scale — across all devices and digital mediums, and our people exist everywhere in the world (18000+ experts across 37 countries, to be exact). Our work culture is dynamic and non-hierarchical. We are looking for great new colleagues.

That is where you come in!

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.

• 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.

• Lead capture planning, win strategy, and support proposal development
• Manage end-to-end NYC PASSPort 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.

• Maintain executive relationships; capture references and measurable outcomes.

• 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).

• Qualified pipeline created ($ and # of net-new opportunities) and pipeline coverage vs. quota.
• Win rate, average sales cycle length, forecast accuracy

• 5 to 10+ years B2B sales experience selling IT services/solutions (systems integration, cloud, app modernization, data, cybersecurity, managed services).
• Proven public-sector selling in NYC/NY metro (or comparable large municipal environment) with documented wins or proven experience of liaisoning with various NYC agencies
• Strong discovery, consultative selling, and executive storytelling skills.
• Experience leading complex RFP/RFx pursuits with cross-functional teams.
• Working knowledge of NYC procurement workflow and tools such as PASSPort (vendor enrollment, responding to RFx, contract actions).

• Familiarity with NYS procurement landscape and contract vehicles (e.g., OGS centralized contracts, state agency procurements).
• Network across NYC technology leadership, MOCS/procurement communities, and local primes.
• Experience with MWBE/SDVOB partnering strategies and compliant subcontracting plans.
• Background in selling modernization programs (ERP, CRM, case management, data platforms, digital services) and outcome-based delivery models.

• Reports to:
  
  Line of Business Director
• Works daily with:
  Solutions team, delivery leadership, proposal team, partners/ISVs

• Must have skills : Account Management and Business Development (Strong)
• Location: New York City
• Working Model: Hybrid (2-3 days in-office per week or as per business needs)
• Salary Range: $260K - $300K OTE, depending on skills and years of experience.

Nagarro is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will be afforded equal employment opportunities without discrimination based on race, creed, color, national origin, sex, age, disability, or marital status.