Sector Lead - State Government

Shape the Future of State Government Solutions with HMA
Are you ready to lead transformative strategies for state agencies and public sector programs? As Sector Lead – State Government, you’ll define and execute HMA’s growth strategy in the state and local government space—partnering with key officials and decision-makers to deliver innovative solutions that address complex policy, operational, and technology challenges.

This high-impact leadership role combines strategic business development with internal collaboration, aligning marketing, sales, and delivery teams to expand market share and reinforce HMA’s reputation as a trusted advisor to state governments. You’ll drive thought leadership, foster executive relationships, and position HMA at the forefront of public sector modernization and health and human services transformation.

If you thrive on building partnerships, influencing policy, and leading growth in a dynamic government landscape, this is your opportunity to make a lasting impact.

The ideal candidate will have at least 10 years of experience shaping and executing growth strategies within the state and public sector market. This leader will be part of our Growth Office and requires significant experience partnering with practices and services lines to identify opportunities for consulting and advisory services. Specific expectations and responsibilities are outlined below.

Job Summary

The Sector Lead is responsible for driving HMA’s business growth, visibility and market leadership within an assigned sector.  This individual will develop and execute the sector business plan, align enterprise resources to support market pursuits, and lead direct client engagement and business development efforts.  The Sector Lead serves as a strategic and business development leader, ensuring HMA’s offerings, thought leadership, and brand prominence are effectively represented with the industry.

Work Performed and Job Requirements

• Strategic Planning and Market Leadership
  • Develop and implement the sector business plan and corresponding execution and marketing strategies aligned with HMA’s overall growth objectives.
  • Monitor market trends, client needs, and competitive positioning to inform business priorities and opportunities.
  • Maintain HMA’s thought leadership and market prominence with the assigned sector through publications, speaking engagements, and active participation in professional associations.
• Market Development and Pursuit Coordination
  • Coordinate market pursuits across the enterprise, ensuring collaboration among business units, practice leaders, and sellers to maximize client opportunities.
  • Ensure sales teams have the tools, materials, and support needed to successfully position and sell HMA’s services within the sector.
  • Lead development of sector-focused marketing collateral, case studies, and client presentations.
• Client Engagement and Sales Execution
  • Maintain personal visibility and credibility within the sector, leveraging deep subject matter expertise to build client trust and advance relationships.
  • Lead direct selling efforts to key clients and prospects, achieving or exceeding sales goals.
  • Represent HMA at industry conferences, trade shows, and networking events to promote capabilities and expand market presence.
  • Partner with internal teams to ensure client satisfaction and high-quality delivery of services.
• Leadership and Collaboration
  • Serve as a sector ambassador within HMA, fostering collaboration, knowledge sharing, and alignment across practices.
  • Provide coaching and mentoring to pursuit teams and emerging business developers within the sector.
  • Collaborate with marketing, communications, and service delivery leaders to align business develop efforts with client solutions and HMA strategy.
• All other duties as assigned.

Education/Training

Minimum of a bachelor’s degree in business, life sciences, public health, or a related field; however, we welcome candidates with significant, directly relevant work experience in place of a formal degree.

Experience

Minimum of 10+ years of experience in business development, client relationship management, or sector leadership within a professional services or consulting environment.  Proven track record of developing and executing business plans and achieving measurable sales growth.  Strong subject matter expertise and credibility within the assigned sector.  Excellent communication, presentation, and leadership skills along with demonstrated ability to lead cross-functional teams and influence without direct authority.

Knowledge, Skills and Abilities

• Deep knowledge of the assigned industry sector, market dynamics, and competitive landscape.
• Strong understanding of business planning, market strategy, and go-to-market execution.
• Strong understanding of at least one of HMA’s functional areas of expertise (actuarial services, healthcare policy and regulatory strategy, healthcare delivery and operations)
• Proven business development and relationship management skills
• Excellent strategic thinking, communication, and presentation abilities
• Demonstrated leadership and collaboration skills to drive cross-functional initiatives.
• Ability to analyze market data and translate insights into actional business plans.
• Ability to adapt strategies and priorities in response to changing market conditions. 

Core Competencies

• Strategic Execution - Drives strategic priorities through cross-functional leadership and accountability
• Resource Allocation - Anticipates long-term resource needs and aligns allocation with business growth
• Results Orientation - Leads teams to exceed performance expectations through continuous improvement and accountability
• Opportunity Development: Builds and advances new client opportunities by identifying needs, designing solutions, and supporting pursuit efforts.
  • Develops professional networks and leverages relationships for new leads.
  • Anticipates client challenges and translates them into consulting solutions.
  • Leads pursuit activities, proposal sections, and pricing strategies.
• Strategic Positioning: Aligns expertise and market knowledge to strengthen the firm’s relevance and differentiation within the sector.
  • Analyzes trends and policy shifts to identify growth potential.
  • Partners with Marketing, Strategy, and Thought Leadership to develop sector insights.
  • Contributes to thought leadership, panels, or publications.
• Pursuit Leadership: Leads proposals and pursuit efforts that align with client goals and firm capabilities.
  • Shapes pursuit strategy, proposal content, and pricing approaches.
  • Coordinates contributions across internal teams and SMEs.
  • Delivers compelling presentations and follow-up communications.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

#LI-DM

The Sector Lead – State Government is responsible for developing and executing the firm’s growth strategy within the state and public sector market, focusing on agencies, departments, and programs that shape health, human services, infrastructure, and workforce systems. This role drives market engagement, fosters relationships with key state officials and decision-makers, and positions the firm as a trusted partner in solving complex policy, operational, and technology challenges facing state governments.

The Sector Lead- State Government partners across the enterprise to ensure strong market engagement, coordinate pursuits, develop thought leadership, and expand the firm’s presence in the state government sector. This individual combine’s state government expertise with strong business development and leadership skills to grow revenue and enhance the firm’s visibility and credibility in the state government space.

Specific Responsibilities

Business Development (30-50%)

• Lead development and execution of the State Government sector business plan, including, coordinating business development approaches with local HMA leaders, targeting opportunities with state buyers, and ensuring a robust market awareness of HMA’s offerings.
• Build and maintain trusted relationships with state officials, procurement leaders, associations, and policy influencers to identify emerging opportunities.
• Lead and participate in capture and pursuit efforts, including RFP strategy, proposal development, and bid/no-bid decisions.
• Coordinate firmwide state government outreach on priority business development initiatives.
• Engage in direct outreach to key accounts, attend state and regional conferences (e.g., NASCIO, NGA, NASBO), and represent the firm at government forums.
• Support business developers and consultants in positioning firm capabilities to address client needs in policy, operations, technology, and transformation.
• Drive brand recognition and thought leadership within the state and local government marketplace.

Internal Seller Coordination Across the Firm (25%)

• Educate and align internal teams on the State Government sector strategy, trends, and procurement landscape.
• Ensure local HMA leaders and sellers have current sector materials, proposal content, and case studies tailored to government audiences.
• Collaborate with practice leaders to align services with client needs, identify partnership opportunities, and address capability gaps.
• Facilitate internal coordination for complex, multi-state opportunities requiring cross-functional collaboration.

Marketing Plan Execution (15%)

• Lead execution of the State Government marketing and engagement plan, including thought leadership, event participation, and public sector campaigns.
• Oversee creation of government-specific collateral, white papers, and success stories that demonstrate the firm’s impact and value.
• Partner with marketing and communications to amplify visibility through strategic sponsorships, conference participation, and digital outreach.

Management Reporting and Business Plan Development (10%)

• Develop and maintain the annual State Government business plan, tracking pipeline progress, win rates, and sector performance.
• Report regularly to leadership on revenue performance, market trends, opportunities, and risks.
• Provide insight into budget cycles, procurement trends, and legislative developments affecting client engagement.
• Recommend strategic adjustments to enhance competitiveness and market penetration.

Preferred Expertise and Knowledge

• Significant experience in the state or local government sector, with a focus on consulting, business development, or policy/program management.
• Deep understanding of state agency operations, including budgeting, procurement, and policy implementation processes.
• Proven success leading large-scale pursuits or contracts within the government market.
• Familiarity with government procurement processes (RFPs, RFIs, cooperative contracts, and master agreements).
• Established network of relationships with state officials, association leaders, and key influencers.
• Strong knowledge of public sector priorities, such as digital modernization, health and human services transformation, workforce development, and fiscal management.
• Demonstrated ability to navigate political environments and adapt strategies to varying state contexts.
• Recognized thought leader or subject matter expert in public sector consulting or related disciplines.

Performance Emphasis

Success in this State Government sector is measured through:

• Pipeline growth
• Sales and revenue growth
• Margin expansion
• Positive client feedback scores