Udacity Mid-Mkt Sales Account Exec Manager - Govt' Channel

Government Channel Account Executive

Accenture LearnVantage is the workforce reinvention platform of Accenture, combining the strengths of Udacity, Award Solutions, and Ascendient Learning to deliver AI-native digital learning, advanced wireless and 5G training, and instructor-led IT certification at enterprise scale. Our channel motion in the public sector is a critical growth lever and we are looking for an exceptional partner-led sales leader to build and scale LearnVantage revenue across federal, state, and local government through government-specialized resellers, aggregators, and prime contractors.

A high-impact Government Channel Account Executive with deep experience managing government-focused channel partners including Carahsoft, CDW-G, SHI Government Solutions, and defense and civilian prime contractors. You combine strategic vision with relentless execution, driving joint business planning, pipeline co-development, contract vehicle origination, and executive alignment with the partner ecosystem. You bring strong commercial instincts, a collaborative approach, and the presence to represent LearnVantage credibly at the partner executive level and in front of government end customers.

The Work:

• Own the primary relationships with Carahsoft Technology, CDW-G, SHI Government Solutions, and other Tier 1 government IT aggregators and resellers driving joint business planning, quota attainment, and pipeline co-development.
• Recruit, onboard, and enable prime contractors including Amentum, Parsons Government, ICF, Jacobs Technology, Noblis, and others as LearnVantage training subcontractors and teaming partners on active government pursuits.
• Set and track joint revenue targets with each partner, holding partners accountable to pipeline creation, deal registration, and bookings commitments on a monthly and quarterly basis.
• Co-develop account-level pursuit strategies with channel partners targeting specific federal agencies, state governments, municipalities, and DoD commands.
• Establish and maintain LearnVantage's presence on key government procurement vehicles including GSA Schedule, SEWP V, ITES-SW2, NASPO ValuePoint, and agency-specific BPAs and IDIQs.
• Coordinate with Accenture's Federal and State & Local Government practice teams and Client Account Leads (CALs) to prevent channel conflict and establish clear rules of engagement.
• Equip channel partners with insight-led narratives, AI workforce reinvention messaging, and outcome evidence that resonates with government workforce priorities.
• Deliver partner enablement sessions, solution workshops, and joint prospect presentations that position LearnVantage as a differentiated, mission-aligned workforce reinvention platform.
• Provide regular channel pipeline visibility into LearnVantage's Americas GTM reporting cadence, including partner-attributed ACV, deal stage, and vehicle utilization.
• Travel may be required for this role. The amount of travel will vary from 25% to 50% depending on business need and client requirements.
• Here's What You Need:
• Minimum of 7 years of channel sales, partner management, or government sales experience in technology services, software, IT certifications, workforce solutions, or SaaS platforms sold into public sector accounts.
• Minimum 5 years experience managing government-focused channel partners ideally including direct relationships with Carahsoft, CDW-G, SHI Government Solutions.
• Minimum 5 years experience with government procurement vehicles, including GSA Schedule, SEWP V, ITES-SW2, NASPO ValuePoint, and agency-specific BPAs and IDIQs.
• Track record of consistent overperformance against $2M annual quota in long-cycle, institutional sales environments.
• Minimum 5 years experience working with or selling through defense and civilian prime contractors (e.g., Amentum, Parsons Government, ICF, Jacobs Technology) as teaming or subcontracting relationships.
• Track record of building partner-sourced pipeline from scratch, setting joint business plans, and holding partners accountable to revenue commitments.
• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate's Degree, must have minimum 6 years work experience)
• Bonus Points If:
• You have experience in corporate learning, AI and digital skills platforms, IT certification training, or edtech sold through or into government channels.
• You are familiar with any LearnVantage solution area AI/ML (Udacity), advanced wireless and 5G (Award Solutions), or instructor-led IT certification (Ascendient).
• You have experience navigating and co-selling within large, matrixed organizations alongside a global systems integrator with a federal or SLED practice.
• You have a genuine passion for AI and its transformative potential in modernizing the public sector workforce.

Professional Skills:

• Excellent communication, executive presence, and the ability to represent LearnVantage credibly at the partner executive level and in front of government end customers.
• Accenture LearnVantage Helping the world's leading organizations reinvent through AI.