Customer Account Manager, Federal

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Customer Account Manager, Federal based in the United States.

Take ownership of strategic federal government customer relationships in a role focused on retention, recurring revenue, and long-term account growth. As a Customer Account Manager, you will partner with U.S. federal civilian agencies and public-sector organizations to align their connectivity and infrastructure needs with tailored service solutions. You’ll lead complex renewals, manage customer relationships at both operational and executive levels, and identify opportunities to expand existing accounts. Success requires a strong understanding of federal procurement, contracting mechanisms, budget cycles, and acquisition processes. Working across sales, finance, legal, engineering, and service delivery teams, you’ll help protect revenue while ensuring customer needs remain central to every decision. This remote opportunity is suited to an experienced account management professional who excels at negotiation, strategic planning, and navigating complex public-sector environments. \n

Accountabilities

Build and maintain strong operational, commercial, and executive relationships with federal government customers and their account teams.

Develop multi-year account and network strategies that reflect customer priorities, service requirements, contract terms, funding cycles, procurement timelines, competitive risks, and financial considerations.

Own customer retention, renewal execution, churn prevention, revenue protection, and expansion strategies across assigned accounts.

Lead complex renewals involving multiple services, locations, and contract periods, as well as RFP/RFQ responses and executive business reviews.

Align customer account strategies with agency missions, technology roadmaps, budgets, acquisition plans, and available service capabilities.

Identify and advance growth opportunities in collaboration with sales teams by understanding customer infrastructure needs, upcoming procurements, funding availability, and technology initiatives.

Navigate federal contract vehicles, government-wide acquisition contracts (GWACs), indefinite-delivery/indefinite-quantity (IDIQ) contracts, blanket purchase agreements (BPAs), GSA Multiple Award Schedule (MAS), NASA SEWP, task orders, and other relevant purchasing pathways.

Monitor churn forecasts and develop mitigation plans while balancing customer satisfaction, pricing discipline, contractual obligations, margins, capital recovery, and long-term account value.

Develop and negotiate customer retention and transition strategies, including service replacement, portability, migration, network redesign, relocation, decommissioning, and contract restructuring.

Provide commercial guidance on credits, early termination liability (ETL), portability, contract exceptions, rate increases, renewal pricing, and revenue treatment.

Coordinate customer requirements and decisions across sales, sales engineering, finance, billing, legal, deal management, service assurance, service delivery, product, and operations teams.

Advise customers on telecommunications and digital infrastructure services, ensuring alignment with federal requirements, procurement processes, and funding programs.

Monitor changes in government funding, procurement practices, and market conditions, translating insights into actionable account plans.

Lead customer business reviews and executive discussions covering service performance, business priorities, renewal readiness, upcoming procurements, funding opportunities, and future network needs.

Mentor less-experienced account managers and contribute to renewal playbooks, negotiation practices, training, and operating standards for federal and public-sector accounts.

Requirements:

Typically, at least 6 years of experience in customer retention, strategic account management, client services, sales, or a comparable customer-facing role; senior-level assignments may require 8 or more years.

Demonstrated success managing large, complex federal government accounts or similarly procurement-intensive organizations with multiple stakeholders and extended buying cycles.

Experience managing strategic or high-revenue customer relationships and navigating complex procurement, contracting, budgeting, and approval processes.

Ability to manage federal opportunities from qualification and RFI/RFP response through proposal development, negotiation, contract award, and implementation handoff.

Strong understanding of federal procurement processes, including RFP/RFQ development, formal bid procedures, federal contract vehicles, cooperative purchasing programs, and relevant public-sector purchasing arrangements.

Advanced experience in renewals, customer retention, commercial negotiations, contract execution, bid responses, and recurring-revenue preservation.

Strong understanding of churn management, gross and net revenue retention, renewal performance, discount management, and recurring-revenue metrics.

Telecommunications or digital infrastructure industry experience is strongly preferred.

Excellent executive-level communication, presentation, negotiation, and facilitation skills, with the ability to establish credibility across operational teams and senior decision-makers.

Strong analytical, organizational, project management, and problem-solving skills, including the ability to coordinate complex timelines and competing priorities.

Proven ability to collaborate effectively across sales, engineering, finance, legal, operations, product, and service delivery functions.

A bachelor’s degree or equivalent practical experience in business, sales, public administration, federal government, or a related discipline is preferred.

Willingness and ability to travel according to customer and business requirements.

U.S. citizenship is required. Candidates must be able to obtain a Secret security clearance.

Ability to work remotely from within the continental United States.

Benefits:

Estimated annual base salary: USD $75,390–$107,700.

Potential incentive compensation: Eligibility for a discretionary annual incentive plan or sales incentive plan, depending on the role’s classification and applicable program.

Health coverage: Medical, dental, and vision insurance.

Retirement benefits: Access to a 401(k) retirement savings plan.

Paid time off: Generous paid leave, including paid parental leave.

Remote work flexibility: Work remotely from an eligible location within the continental United States.

Strategic career experience: Opportunities to manage high-value federal accounts, lead complex commercial negotiations, and deepen expertise in public-sector procurement and digital infrastructure.

Cross-functional collaboration: Work with multidisciplinary teams to shape customer strategies, protect recurring revenue, and support long-term account growth.

Compensation flexibility: Final salary depends on geographic location, relevant experience, skills, certifications, and other business considerations.

Security requirements: Employment is contingent on meeting applicable security clearance eligibility requirements.

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