Federal Account Sales Executive

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Drive growth for Huron’s Digital division among Department of the Army clients.

• Act as the primary client executive for designated Army accounts.

• Oversee the complete sales cycle from capture to contract closure.

• Formulate winning strategies, qualify opportunities, shape deals and pricing, and create proposals.

• Develop and implement go-to-market and account strategies for Digital solutions.

• Construct and assess a strong pipeline centered on high-end Digital solutions.

• Generate $10–16M in sales within the initial 2.5 years and sustain around $30M in pipeline expectations.

• Shape opportunities and enhance Huron’s brand through thought leadership, white papers, demonstrations, and related activities.

• Function as the sales solution architect for Army RFx responses.

• Establish and sustain relationships with Digital vendor sales teams.

• Collaborate with senior Army executives, solution architects, delivery teams, alliance partners, public sector leadership, federal market leaders, sales teams, and the Growth Enablement Team.

• Develop value propositions and pursuit materials, including proposals, orals, and demonstrations.

• Manage pursuit timelines, coordinate cross-functional contributions, facilitate reviews, and mitigate risks.

• Ensure a smooth transition to delivery and remain engaged post-sale to support project success, client satisfaction, and outcomes.

• Assist in overseeing active engagements, including project health and financial performance.

• Provide leadership across pursuits in a matrixed environment.

⛳️ Requirements

• 6+ years of experience in selling digital solutions within the Federal Government.

• Proven experience and established relationships within the Department of the Army or related defense commands (e.g., AFC, AMC, TRADOC, FORSCOM).

• Capability to leverage executive-level relationships into a qualified pipeline.

• Experience in Public Sector consulting with significant exposure to Army mission priorities, acquisition processes, or defense command frameworks.

• Demonstrated success in leading business development initiatives within the Army or wider defense federal community.

• Strong understanding of FAR, DFARS, and the federal budget and authorization processes.

• Established, trust-based relationships within the Army community.

• Exceptional written and verbal communication skills.

• Ability to build and maintain credibility with senior Army executive stakeholders.

• Proven thought leadership through speaking engagements and/or publications.

• Capacity to manage multiple initiatives of varying size and complexity.

• Experience in mentoring and developing consulting staff.

• Bachelor’s degree in a relevant field or equivalent experience.

• Willingness to travel up to 50%.

• Washington, DC area location is strongly preferred.

🏝️ Benefits

• Annual incentive compensation program.

• Medical coverage.

• Dental coverage.

• Vision coverage.

• Wellness programs.

• Travel reimbursement or support may apply for required travel.