Senior Federal Account Executive – DOJ

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

📋 Description

• Oversee a specified enterprise territory and achieve an annual quota by balancing efforts between acquiring new logos and expanding existing accounts.

• Build, manage, and implement a comprehensive pipeline of intricate transactions from initial prospecting to closing.

• Engage with large enterprise organizations, interact with C-level and VP-level decision makers, and conduct structured, value-driven sales cycles.

• Create persuasive business cases that link Cohesity’s AI-powered data security platform to customer outcomes in areas such as security, resilience, compliance, and cost optimization.

• Collaborate closely with sales engineers, channel partners, and internal stakeholders to develop and execute coordinated account strategies.

• Ensure accurate forecasting, territory planning, and pipeline management within Salesforce.

• Utilize AI and productivity tools to enhance workflows, elevate deal quality, and facilitate data-informed decision-making.

⛳️ Requirements

• Proven experience in selling to and collaborating with Information Security / Cybersecurity teams, possessing a solid grasp of enterprise security frameworks, compliance standards, and the capacity to align solutions with customer security and risk needs.

• Significant achievement in a quota-carrying, customer-facing enterprise sales position focused on complex technology solutions.

• Demonstrated experience in selling to enterprise accounts involving multiple stakeholders and intricate sales cycles.

• Familiarity with data security architectures, ransomware resilience, and the competitive landscape.

• Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is highly preferred.

• Proficiency with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption.

• Strong history of successfully negotiating and securing high-value enterprise contracts.

• Exceptional executive-level communication and presentation skills, with the ability to clearly convey both technical and business value.

• Experience in collaborating with channel partners and cross-functional deal teams.

• Willingness to travel as necessary within the designated territory.

• Bachelor’s degree in Business or a related field, or equivalent experience.

• Proficient in professional English for both customer and internal communication.

🏝️ Benefits

• Health and wellness benefits

• Vacation

• Paid holidays and refresh days

• 401(k) retirement plan

• Life and disability insurance coverages