Enterprise Account Manager, Fed Combatant Commands
Core
Manage a defined sales territory within the US Department of Defense (DOD)/War (DOW) to identify, qualify, and close new business for cybersecurity SaaS products.
Role type
Enterprise Account Manager (Federal Defense)
Builds
Cybersecurity SaaS solutions for US Department of Defense Unified Combatant Commands and Fourth Estate accounts
Domain
Cybersecurity / Identity Management / Federal Government Sales
Deliverable
client delivery
Required skills
quota achievement, full sales lifecycle management, go-to-market planning, federal buying vehicle navigation (ESI, GSA, CHESS/ITES), federal channel management (VADs, VARs), RFP leadership, product demonstration, sales forecasting, lead generation, account management, whitespace data maintenance, channel partner alignment, SDR collaboration, trade show participation, Salesforce pipeline management
Preferred skills
Sandler/SPIN/DISC/TAS/Miller sales training, established network with senior IT professionals in DOD
Technologies
Salesforce
Responsibilities
Develop new and existing accounts within DOD/DOW; complete and maintain territory sales plans; meet or exceed monthly and annual quotas; proactively prospect for all product lines; manage sales forecasting and lead generation; maintain accurate whitespace data; partner with VP, SEs, PAMs, and POD; align with Channel team and partners; align with SDR team; attend corporate trade shows; maintain Salesforce pipeline activity; conduct product demonstrations and presentations; lead RFP responses
Seniority
Mid-Senior, hands-on IC