Principal Account Manager – Federal Civilian
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Job Description
Account Manager focused on driving revenue growth, adoption, and retention within U.S. Federal Government customers. Managing account strategies and stakeholder relationships.
Responsibilities:
- Own and execute account strategies for assigned U.S. Federal customers, focused on driving adoption, expansion, and retention within existing agencies.
- Drive revenue growth through increased platform adoption and expansion across programs, bureaus, and mission areas.
- Manage renewals, contract modifications, and expansion opportunities to ensure strong net revenue retention and long-term customer relationships.
- Develop and maintain multi-year account plans aligned to Federal mission priorities, IT modernization initiatives, and budget cycles.
- Build and sustain strong relationships with Federal IT, cybersecurity, acquisition, program, and mission stakeholders at multiple levels.
- Serve as the primary executive point of contact for assigned accounts, ensuring alignment between customer objectives and solution outcomes.
- Partner closely with Account Technology Specialists, along with Channel and Alliance partners organizations to drive adoption and value realization.
- Maintain disciplined pipeline management, deal execution, and forecasting accuracy across expansion and renewal opportunities.
- Navigate Federal procurement processes, compliance requirements, and contracting vehicles to support timely customer outcomes.
- Provide customer feedback and market insights to inform go-to-market strategy, product roadmap priorities, and adoption programs.
Requirements:
- 7+ years of experience managing or selling enterprise technology solutions into U.S. Federal Government customers.
- Demonstrated success driving adoption, expansion, and retention within existing Federal Civilian accounts.
- Strong understanding of Federal procurement processes, acquisition cycles, and contracting vehicles.
- Proven ability to manage complex, multi-stakeholder customer environments and long sales cycles.
- Experience collaborating with technical teams, customer success organizations, and partners to deliver customer outcomes.
- Strong communication, negotiation, and account planning skills.
- Ability to operate effectively in secure, regulated Federal environments.
- Bachelor’s degree required.
Benefits:
- healthcare
- life insurance
- disability benefits
- 401(k) plan and company match
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