Enterprise Sales Account Director – DHS/DOJ

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Formulate and execute thorough business plans for DOD accounts, aligning Adobe's digital transformation capabilities with the mission priorities of various agencies.

• Establish and nurture relationships with C-suite executives, including Senior Executive Service (SES) leaders, CIOs, and program directors.

• Propel revenue growth by expanding strategic accounts and facilitating the adoption of new solutions.

• Convert intricate technical capabilities into compelling business value propositions for executives in law enforcement and border security.

• Perform return on investment analyses showcasing operational and mission-related benefits.

• Guide cross-functional teams comprising presales engineers, solution consultants, and partner managers to create and deliver proposals.

• Oversee complex, multi-million dollar contract negotiations that involve procurement regulations, security prerequisites, and compliance requirements.

• Ensure accurate pipeline forecasting and offer strategic insights to senior leadership.

• Navigate the federal acquisition landscape, including GSA schedules, SEWP contracts, and agency-specific procurement vehicles.

• Verify that solutions comply with federal security standards, including FedRAMP, FISMA, and agency-specific ATOs.

• Collaborate with security and compliance teams concerning law enforcement data handling protocols.

• Stay updated on federal cybersecurity frameworks and emerging threats.

⛳️ Requirements

• A bachelor's degree is mandatory.

• Over 7 years of experience in enterprise software sales targeting federal DOD agencies.

• A proven history of sales success with DHS/DOJ agencies.

• An active federal security clearance is required (Secret minimum; Top Secret/SCI is strongly preferred).

• Candidates must be U.S. citizens and capable of passing detailed background checks.

• Demonstrated expertise in consultative sales methodologies such as Challenger, Value Selling, and SPIN.

• Familiarity with cloud technologies, specifically SaaS solutions within federal environments.

• Knowledge of federal IT modernization initiatives and digital transformation goals.

• Understanding of federal procurement processes and contract vehicles.

• Exceptional executive presence with the ability to influence without direct authority.

• Excellent written and verbal communication skills, including strong presentation capabilities.

• Experience in managing cross-functional teams and complex collaborative relationships.

• Cultural competence in working with federal law enforcement communities.

• Ability to obtain and maintain a federal security clearance.

• An MBA from an accredited institution is preferred.

• Previous experience with Adobe products or document management solutions is advantageous.

• A background in cybersecurity, data analytics, or workflow automation is preferred.

• Familiarity with immigration law, border security operations, or law enforcement processes is a plus.

• Experience with federal modernization programs such as FITARA and CIO Council initiatives is preferred.

🏝️ Benefits

• Sales commission plans tailored for sales positions.

• Some roles may qualify for a new hire equity award.

• Comprehensive benefits programs available.

• Reasonable accommodations provided during the recruiting process.