Major Account Executive, New and Existing Accounts

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

📋 Description

• Oversee the DoD Fourth Estate territory by managing agencies and achieving targets for new logos, expansions, and renewals.

• Enhance the existing client base by securing renewals, broadening current programs, and facilitating enterprise-wide service adoption.

• Identify, cultivate, and secure new business prospects with Fourth Estate organizations that are not currently affiliated with Akamai.

• Guide the integrated account team by formulating strategies, conducting reviews, and directing resources towards valuable opportunities.

• Establish and maintain relationships with agency executives, program offices, mission owners, prime contractors, and systems integrators.

• Navigate various DoD procurement options, including contract vehicles, OTAs, cloud marketplaces, and reseller channels, while working in collaboration with Federal Solutions teams.

• Keep precise account plans, pipelines, and forecasts updated in Salesforce.

• Communicate customer requirements back to Product Management.

• Develop and manage significant account relationships, ensuring client satisfaction and meeting revenue goals.

• Work alongside internal teams to provide customized solutions for both new and existing clients.

⛳️ Requirements

• A minimum of 8 years of experience in enterprise technology sales.

• At least 5 years of specialization in Department of Defense Fourth Estate agencies.

• Proven success in growing large existing accounts and acquiring new logo business to meet quota.

• Experience in leading or coordinating a cross-functional account team comprising engineers, account managers, and business development partners.

• Strong understanding of DoD cybersecurity and modernization priorities, including the DoD Zero Trust Strategy, ICAM, and secure application delivery across the DODIN.

• Familiarity with DoD acquisition processes, including OTAs, IDIQs, GWACs, prime contractors, and resellers.

• Active U.S. Secret clearance (TS/SCI) or the capability to obtain one.

• Ability to thrive in long-cycle, mission-driven sales environments.

🏝️ Benefits

• Comprehensive healthcare coverage.

• 401K savings plan.

• Paid company holidays.

• Vacation time offered as PTO.

• Sick leave.

• Parental leave.

• Employee assistance program.

• Support for mental and financial wellness.

• Equity awards.

• Employee Stock Purchase Plan (ESPP).

• Flexible work arrangements available: at home, in an office, or a combination of both.