Practice Director, Government Solutions

The Practice Director is responsible for managing the ongoing alignment between the company’s products and services with the needs, trends, and preferences of the assigned market segments. The Practice Director possesses a deep understanding of assigned market segments and is capable of developing effective near to long term market plans. Serves as an SME to help Sales, Product, D&A, Pricing and other COEs fully understand agencies, programs and policies. Serves as an SME to support development of product offerings that drive sustainable market share. The Practice Director leverages established and new relationships with federal, state and industry to maintain a high level of awareness and familiarity of key internal and external influencers – including state operations capabilities, economic shifts, compliance and regulatory issues and relevant technology advances.

Unlike a traditional Solutions Engineer or Technical Solutions Consultant—who focuses on technical validation, product demonstrations, and hands-on proof-of-concepts the Practice Director focuses on macro-level policy alignment, agency mission mapping, executive positioning, and deal strategy. You will sit at the intersection of domain policy, executive client advisory, and revenue generation.

What You'll Do:

• Serves as the subject matter expert (SME) for assigned market segment(s) for internal and external audiences.
• Works with internal and external research sources to maintain accurate market segment profiles to drive decision-making; commissions/conducts research as needed.
• Supports Development of effective go to market plans for assigned markets segment(s); serves as a content resource and company speaker.
• Conducts continuous market monitoring and impact analysis of needs, trends, compliance, and other key influencers; proactively recommends corrective action when appropriate.
• Works with counterparts in sales, government relations, product management, marketing, Finance, and D&A to maintain a current awareness and understanding of capabilities, existing and emerging regulatory shifts, and performance benchmarks

• Partner with Account Executives on high-value, complex public sector deals to craft compelling value propositions aligned with agency missions, mandates, and policy drivers.
• Serve as a peer-to-peer executive advisor during discovery, pitch, and strategy meetings with high-level government stakeholders (e.g., CIOs, Agency Directors, Program Managers).
• Identify hidden regulatory, policy, or budget catalysts that accelerate procurement and deal velocity.

• Translate complex government legislative changes, compliance frameworks, and funding initiatives into actionable sales opportunities.
• Guide positioning against public sector competitors and incumbent solutions.

What experience you need:

• 7+ years of experience working with state and federal government agencies specifically around SNAP, Medicaid, or other means-tested social service programs. Additional experience in solutions consulting or sales roles preferred.
• Bachelor’s Degree, or equivalent experience required

What could set you apart:

• Extensive experience with SNAP and/or Medicaid eligibility processes
• Prior Government or Open Banking experience a plus
• Understanding of technical configurations of state eligibility systems, API implementation, and batch processing
• Experience in a highly-regulated environment
• Understanding of data sources that are used in the benefit-eligibility lifecycle
• Ability to influence within a matrixed organization
• Experience working in cross-functional teams
• Consultative and engaging/dynamic presentation experience
• Ability to travel an estimated 50% of the time