Overview
Skills
Job Details
Federal Security Account Manager (DoD)
About the Role:
This position is part of a global leader in real-time performance management and cybersecurity solutions serving enterprise, carrier, and government environments. The organization provides deep, real-time visibility and insights that help customers accelerate and secure their digital transformation efforts. Its mission focuses on safeguarding major industries from disruption by addressing complex network performance and security challenges, ensuring that the connected world operates safely and reliably. With thousands of employees worldwide and a strong presence across the Global 5000, government agencies, and telecommunications providers, the company is seeking exceptional talent to join its team.
Position Summary:
The Federal Security Solution Sales Account Manager is responsible for presenting and delivering the company s security value proposition to prospects while achieving annual sales targets. Although federal sales are booked through reseller and distribution channels, this role directly manages and develops assigned accounts. The Account Manager will work to understand each customer s security challenges and priorities, identify opportunities, build and position tailored security solutions, and demonstrate their value in order to win technical decisions.
Essential Duties and Responsibilities:
Adhere to company policies and ethical guidelines.
Follow a defined sales process.
Book business in alignment with company booking and revenue recognition policies.
Understand the customer s mission and how offered solutions impact their operations.
Build strong relationships and trusted coaching positions within accounts.
Maintain a pipeline at least 4x quota, actively prospecting in both new and existing accounts.
Engage with contacts across multiple levels and functions within the customer organization.
Collaborate closely with Sales Engineers to ensure technical support and account success.
Align with company strategy and direction.
Travel extensively within the region, with occasional travel outside the region as needed.
Preferred candidate location: Washington, DC area.
Education Requirements:
Bachelor s degree in Computer Science or a related field.
Experience Requirements:
5+ years of sales experience in networking and cybersecurity.
5+ years of experience selling to the Department of Defense and Federal Intelligence agencies.
Demonstrated, quantifiable record of territory growth and professional success.
Strong understanding of the relevant technology landscape, market, and customer profile.
Consistent history of exceeding quota.
Proven success with customer engagement, contact development, and territory management.
Ability to independently manage large, complex accounts.
Strong capability to source, pursue, and close new business opportunities.
Physical Demands:
This role requires regular communication and active listening. Occasional lifting of products and supplies up to 50 pounds may be required. Visual requirements include close, distance, color, peripheral vision, depth perception, and the ability to adjust focus.