Federal Account Manager

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

📋 Description

• Formulate and implement strategic account plans to meet revenue objectives for designated State Department accounts.

• Establish and nurture trusted relationships with senior leaders within the Department and industry collaborators.

• Discover, assess, and secure new business opportunities while broadening Avaya’s presence in accounts.

• Promote Avaya’s secure communications offerings, including FedRAMP cloud voice, Unified Communications, Contact Center, and collaboration solutions.

• Navigate intricate federal procurement processes, including FAR/DFARS regulations and relevant contract vehicles.

• Partner with Solution Engineering, Product Management, Contracts, Legal, Marketing, Customer Success, and Avaya’s partner network.

• Align account strategies with State Department modernization efforts, digital transformation, and mission goals.

• Ensure accurate sales pipelines, opportunity forecasts, and executive account reviews through CRM tools.

• Cultivate relationships with prime contractors, systems integrators, and channel partners engaged in State programs.

• Create opportunities that are in line with modernization priorities, budget cycles, acquisition strategies, and technology refresh initiatives.

• Lead intricate, multi-stakeholder sales processes from opportunity identification to contract award and implementation.

• Represent Avaya at federal industry conferences, customer meetings, and technology events.

⛳️ Requirements

• Over 10 years of proven experience in CX/UC/CC technology sales targeting the U.S. Federal Government.

• Extensive experience selling to the State Department and/or other federal entities.

• Proven track record in managing complex, strategic accounts while consistently surpassing sales targets.

• Established relationships within the U.S. State Department, federal systems integrators, or strategic contractors are highly preferred.

• Experience in selling enterprise communications, Unified Communications, Contact Center, CCaaS, cloud solutions, networking, cybersecurity, or mission-critical communications.

• Strong familiarity with FedRAMP cloud environments is preferred.

• Experience in supporting federal acquisition programs, modernization efforts, and technology procurement strategies.

• Comprehensive understanding of FAR, DFARS, federal procurement processes, and government contract vehicles such as GSA MAS and NASA SEWP.

• Proven ability to collaborate effectively with federal systems integrators, channel partners, and prime contractors.

• Strong executive presence coupled with outstanding communication, negotiation, presentation, and strategic account planning abilities.

• Self-driven, highly collaborative, and focused on achieving measurable customer results.

• Willingness to travel as necessary.

• Active U.S. TOP Secret Security clearance is mandatory.

• Bachelor’s degree or equivalent experience is required.

• Must currently be authorized to work in the United States without visa sponsorship, now or in the future.

🏝️ Benefits

• Equal Opportunity employer committed to fair treatment for all qualified applicants and employees.

• Employment context as a U.S. Federal Contractor.