Associate Principal Consultant - Senior 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 28 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!

Job Description

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

Qualifications

• 5–10+ years B2B sales experience selling IT services/solutions (systems integration, cloud, app modernization, data, cybersecurity, managed services).
• Proven corporate selling to Fortune 100 companies
• Strong discovery, consultative selling, and executive storytelling skills.
• Experience leading complex RFP/RFx pursuits with cross-functional teams.

Preferred / “nice to have”

• Background in selling modernization programs (ERP, CRM, case management, data platforms, digital services) and outcome-based delivery models.

Reporting & interfaces

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

Additional Information

• Location: New York City
• Salary Range: $200K - $250K OTE, depending on skills and years of experience.

Disclaimer: 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.