Account Manager, US Federal Sales

Position Summary

Key Responsibilities

• Own and grow an assigned portfolio of federal government accounts, achieving annual revenue targets.
• Develop and maintain account plans that identify growth opportunities, competitive risks, and strategies for expanding the Company’s footprint within each agency.
• Build and sustain trusted relationships with key decision-makers, program managers, contracting officers, and end users within assigned accounts.
• Identify and qualify new opportunities within existing accounts, including expansion of current programs and introduction of new product and service lines.
• Manage the full sales cycle from opportunity identification through contract award, including requirements development, proposal support, and contract negotiation.
• Conduct regular business reviews with agency customers to assess performance, surface new requirements, and strengthen the overall relationship.

• Maintain an accurate, current pipeline; provide regular forecasts and account status updates to sales leadership.
• Monitor agency budgets, spending priorities, and procurement cycles to anticipate opportunities and align the Company’s solutions accordingly.
• Leverage and create new contract vehicles to position and close opportunities efficiently.
• Coordinate with technology leads at the Company to develop compelling, competitive responses to federal solicitations.
• Partner with technical pre-sales, program management, and delivery teams to ensure solutions are properly scoped, priced, and positioned.
• Provide market feedback and competitive intelligence to product management and marketing to inform go-to-market strategy.

Skills and Qualifications

• 3 to 7 years of experience in USG B2G IT sales, with a demonstrated track record of meeting or exceeding revenue targets in federal accounts.
• Established relationships with personnel at one or more U.S. federal agencies (e.g., DoW, civilian agencies, or intelligence community).
• Working knowledge of the federal acquisition process, including FAR/DFARS, contract vehicles, and the government procurement lifecycle.
• Experience managing complex, multi-stakeholder sales cycles with average deal values of $500K or greater.
• Strong written and verbal communication skills; ability to present effectively to both technical and executive audiences.
• Bachelor’s degree in Business, Marketing, Information Technology, or a related field, or equivalent practical experience.
• U.S. citizenship required; must be eligible for a security clearance.
• Active DoD or other federal security clearance (preferred).
• Experience selling to specific target agencies relevant to the Company’s customer base.
• Familiarity with IT solutions categories such as network infrastructure, cybersecurity, cloud services, or specialized hardware.
• Understanding of government requirements, programming, and budgeting cycle, PPBE process, and fiscal year spending patterns and in year opportunities.
• Cultivates and maintains trusted, long-term relationships with government customers and stakeholders.
• Federal IC, IT, and/or operational cyber experience is desired.
• Demonstrates consistent urgency and accountability in pursuing and closing revenue opportunities.
• Upholds the highest ethical standards in all customer and business interactions, in full compliance with federal procurement law.

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