Government Account Sales Manager – US DOD

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

📋 Description

• Develop and implement strategic account plans to meet revenue goals across designated Department of Defense accounts, with a particular emphasis on U.S. Army clients and related defense entities.

• Cultivate and sustain trusted relationships with senior leaders across the U.S. Army, Program Executive Offices, acquisition organizations, Army CIO/G-6, NETCOM, defense agencies, and industry collaborators.

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

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

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

• Work in collaboration with Solution Engineering, Product Management, Contracts, Legal, Marketing, Customer Success, and Avaya's partner ecosystem to create successful customer solutions.

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

• Keep an accurate sales pipeline, opportunity forecasts, and executive account reviews utilizing CRM tools.

• Build relationships with prime contractors, systems integrators, and channel partners involved in Army and Department of Defense programs.

• Develop opportunities in line with Army and DoD modernization priorities, budget cycles, acquisition strategies, and technology refresh initiatives.

• Lead intricate, multi-stakeholder sales pursuits from opportunity identification through contract award and deployment.

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

• Stay updated on Army modernization priorities, federal technology initiatives, cybersecurity requirements, FedRAMP, Zero Trust, and evolving Department of Defense mission requirements.

⛳️ Requirements

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

• Proven success in managing complex, strategic Army and Department of Defense accounts while consistently surpassing sales targets.

• Established 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 solutions, networking, cybersecurity, or mission-critical communications offerings.

• Strong familiarity with FedRAMP cloud environments, particularly IL2 and IL4, is highly desirable.

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

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

• Demonstrated ability to collaborate with federal systems integrators, channel partners, and prime contractors to develop and close complex opportunities.

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

• Self-motivated, highly collaborative, and focused on delivering measurable customer outcomes.

• Willingness to travel as necessary to support customer engagements, industry events, and executive meetings.

• This remote role is open to candidates based anywhere in the Midwest, Northeast, New England, or Southeast regions.

• Active U.S. Secret security clearance or the capability to obtain and maintain one is preferred.

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

• Applicants must be currently authorized to work in the United States without requiring visa sponsorship now or in the future.

🏝️ Benefits

• Commitment to equal opportunity employment.

• Capability to communicate effectively and utilize office technology.

• Flexible remote work arrangement.

• Opportunity to contribute to growth and support mission-critical customer outcomes.