Associate Major Account Manager (Federal)

Account Manager assigned to Federal Civilian accounts, with responsibility for driving growth across named agencies and programs. The role is focused on developing new business, expanding existing customer relationships, and delivering profitable revenue growth across complex enterprise technology solutions, including networking, security, data center, wireless, and related infrastructure solutions.

The ideal candidate will have experience selling into Federal Civilian agencies, with preferred coverage experience across Federal Financials, the Department of Transportation, the Department of Homeland Security, and the Department of Justice. This position requires the ability to understand customer mission priorities, business challenges, IT requirements, procurement processes, partner ecosystems, and federal acquisition cycles in order to position solutions that deliver measurable value.

This is a field sales role focused on direct customer engagement, partner collaboration, opportunity development, whitespace acquisition, accurate forecasting, and execution against quarterly and annual revenue targets. Accounts may be managed through a combination of in-person and remote engagement and will be supported by presales engineering, technical specialists, channel partners, systems integrators, account management peers, and sales leadership.

Travel is required and will typically average around 50%.

Preferred locations are within driving distance of Washington, DC. The role is open to U.S. citizens located within the continental United States. Due to the responsibilities and requirements of the role, U.S. citizenship is required.

Responsibilities

• Build, manage, and execute strategic account plans that identify growth opportunities across assigned Federal Civilian agencies.
• Develop new business opportunities while expanding existing customer relationships and revenue within assigned accounts.
• Coordinate with account management peers to identify, acquire, and develop whitespace opportunities across Federal Civilian accounts.
• Apply consultative-selling techniques to understand customer mission needs, business challenges, technical requirements, procurement priorities, and acquisition timelines.
• Engage directly with customers, including management-level contacts, key decision makers, technical stakeholders, procurement teams, and executive sponsors.
• Develop and maintain strong relationships with Federal customers, external partners, value-added resellers, and systems integrators to advance complex solution sales.
• Identify customer requirements, align them to company capabilities, and position appropriate solutions based on mission, technical, operational, and procurement needs.
• Manage end-to-end sales campaigns, including qualification, strategy, partner alignment, pricing, negotiation, and close.
• Own quarterly, half-yearly, and annual quota performance, including revenue, margin, pipeline generation, and forecast accuracy.
• Enter and maintain all opportunities in the company pipeline tool, ensuring updates are completed weekly with accurate next steps, close plans, and forecast status.
• Deliver regular account reviews and business plans to sales leadership, including pipeline development, customer priorities, partner strategy, forecast assumptions, competitive positioning, and support requirements.
• Identify and execute margin recovery strategies when needed.
• Maintain high levels of customer trust, loyalty, and professional credibility through consistent follow-up, business alignment, and execution.

Education and Experience Required

• U.S. citizenship required.
• 3+ years of field sales experience required, 5+ years of field sales experience preferred.
• Experience selling into Federal Civilian agencies required
• Travel is required and will typically average around 50%.
• Preferred locations are within driving distance of Washington, DC. The role is open to U.S. citizens located within the continental United States. Due to the responsibilities and requirements of the role, U.S. citizenship is required.
• Experience covering Federal Financials, Department of Transportation, Department of Homeland Security, and Department of Justice accounts preferred.
• Experience working with federal systems integrators, channel partners, and value-added resellers preferred.
• Experience managing complex technology sales cycles across networking, security, data center, wireless, or enterprise infrastructure solutions preferred.
• Demonstrated ability to build pipeline, develop whitespace opportunities, manage large opportunities, forecast accurately, and close business in the Federal market.
• Bachelor’s degree preferred. In lieu of a bachelor’s degree, equivalent Federal sales experience may be considered.

Knowledge and Skills

• Strong understanding of the Federal Civilian market, including agency missions, buying processes, procurement cycles, partner ecosystems, and systems integrator influence.
• Strong account planning, territory planning, whitespace development, and opportunity management skills.
• Ability to build trusted relationships with customers, partners, account management peers, and internal stakeholders at multiple levels.
• Strong consultative-selling skills with the ability to translate customer mission and business challenges into relevant technology solutions.
• Ability to coordinate internal teams, presales engineering, technical specialists, partners, integrators, and account management peers to execute account strategy.
• Strong negotiation, competitive selling, and deal-closing skills.
• Experience leading complex sales campaigns and managing large, strategic opportunities.
• Ability to provide accurate forecasts and clearly communicate deal status, risks, next steps, and executive support needs.
• Strong business acumen with the ability to understand customer priorities and align solutions to measurable outcomes.
• Excellent time management, prioritization, and follow-through.