Government Account Manager – US DOD

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

📋 Description

• Create and implement strategic account plans to meet revenue goals for designated Department of Defense accounts, with a focus on U.S. Army clients and related defense entities.

• Establish and nurture trusted relationships with senior officials within the U.S. Army, Program Executive Offices, acquisition bodies, Army CIO/G-6, NETCOM, defense agencies, and industry collaborators.

• Identify, qualify, and secure new business prospects while broadening Avaya's presence within current DoD and Army accounts.

• Showcase Avaya's secure communications offerings, including FedRAMP IL2 and IL4 cloud voice, Unified Communications, Contact Center, and collaborative solutions.

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

• Work alongside Solution Engineering, Product Management, Contracts, Legal, Marketing, Customer Success, and Avaya's partner network to create customer solutions.

• Formulate account strategies that align with Army and Department of Defense modernization efforts, digital transformation, and mission objectives.

• Keep precise sales pipelines, opportunity forecasts, and executive account reviews updated using CRM tools.

• Cultivate relationships with prime contractors, systems integrators, and channel partners that support Army and Department of Defense initiatives.

• Identify opportunities that correspond with Army and DoD modernization priorities, budget schedules, acquisition strategies, and technology refresh initiatives.

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

• Represent Avaya at Army, Department of Defense, and federal industry conferences, customer interactions, and technology events.

• Remain informed about Army modernization priorities, federal technology initiatives, cybersecurity mandates, FedRAMP, Zero Trust, and evolving Department of Defense mission requirements.

• Avaya assists large organizations and government agencies in forming secure connections through enterprise communication software and the Avaya Infinity platform.

⛳️ Requirements

• Over 10 years of proven experience in CX/UC/CC technology sales supporting the U.S. Federal Government, with significant expertise in selling to the Department of Defense, U.S. Army, or other defense organizations.

• Proven track record of managing complex, strategic Army and Department of Defense accounts while consistently surpassing sales goals.

• Existing relationships within the U.S. Army, Department of Defense, defense agencies, federal systems integrators, or strategic defense contractors are highly preferred.

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

• Familiarity with FedRAMP cloud environments, particularly IL2 and IL4, is strongly preferred.

• Experience in supporting DoD acquisition programs, modernization initiatives, and technology procurement strategies.

• Strong comprehension of FAR, DFARS, federal procurement processes, and government contract vehicles such as GSA MAS, NASA SEWP, and other acquisition methods.

• Proven success in collaborating with federal systems integrators, channel partners, and prime contractors to develop and finalize complex opportunities.

• Strong executive presence complemented by exceptional communication, negotiation, presentation, and strategic account planning skills.

• Self-driven, highly collaborative, and committed to achieving measurable customer outcomes.

• Willingness to travel as required.

• This remote position can be based anywhere in the Midwest, Northeast, New England, or Southeast.

• An active U.S. Secret security clearance or the ability to obtain and maintain one is preferred.

• A Bachelor's degree or equivalent experience is required.

• Candidates must currently be authorized to work in the United States without the need for visa sponsorship now or in the future.

🏝️ Benefits

• Avaya fosters employee growth and values contributions.

• Equal Opportunity employer.

• Opportunity to travel as needed to support customer engagements, industry events, and executive meetings.

• U.S. Federal Contractor employment environment.