Senior Account Executive – Federal Civilian

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

📋 Description

• Create and implement thorough territory strategies and business plans aimed at key Federal Civilian agencies.

• Develop new pipeline opportunities while broadening the existing customer base.

• Oversee intricate, consultative sales processes for enterprise Data, Analytics, and Private AI platform technologies across multi-cloud and hybrid settings.

• Utilize the MEDDPPICCC sales qualification framework to manage the pipeline, assess opportunities, predict quarterly revenue, and enhance deal velocity.

• Navigate the federal procurement landscape with contracting officers, prime contractors, System Integrators, and channel partners through vehicles like SEWP and GSA.

• Coordinate Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support resources effectively.

• Establish trusted relationships with senior federal leadership, C-suite executives, agency decision-makers, and industry collaborators.

• Manage a strategic agency territory and drive annual revenue growth.

• Align Cloudera capabilities with favorable agency mission outcomes.

⛳️ Requirements

• 5–10+ years of direct, full-cycle enterprise software sales experience delivering technological solutions to the U.S. Federal Civilian market.

• Proven track record of consistently meeting and surpassing annual quotas in complex, enterprise-level sales settings.

• Knowledge of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration is preferred.

• Strong, demonstrable expertise in MEDDPPICCC or MEDDIC sales qualification and execution methodologies.

• Established network of relationships with System Integrators and government resellers within the FedCiv sector.

• Familiarity with federal compliance and security frameworks, including FedRAMP, FISMA, NIST, and ATO procedures.

• Must not require immigration sponsorship.

🏝️ Benefits

• Generous PTO Policy.

• Unplugged Days supporting work-life balance.

• Flexible WFH Policy.

• Mental & Physical Wellness programs.

• Phone and Internet Reimbursement program.

• Access to Continued Career Development.

• Comprehensive Benefits and Competitive Packages.

• Paid Volunteer Time.

• Employee Resource Groups.