Senior Account Manager - SoCal

As a Senior Account Manager, you will be focused on the Department of Defense (DOD), you will be responsible for driving strategic sales initiatives, building strong client relationships within the DOD ecosystem, and delivering IT solutions that meet mission-critical needs. This is a player-coach role that requires both individual sales execution and the ability to grow and potentially lead a high-performing team of account managers as the business scales. Success in this role requires a deep understanding of government procurement processes, federal IT priorities, and the ability to translate complex business requirements into technical solutions.

What Makes a Successful DOD Client Executive:

Proven ability to quickly build trust with federal clients and understand their mission needs. Strong collaboration skills, with the ability to work cross-functionally and communicate effectively across all levels of an organization. Ability to deliver results under pressure, manage complex sales cycles, and overcome procurement and organizational hurdles. Proven track record of meeting and exceeding sales targets through a strong network and disciplined sales execution.

Job Responsibilities:

Sales Execution:

• Execute a targeted sales strategy to identify, qualify, and win opportunities within assigned DOD accounts.
• Develop new business through multiple marketing and sales techniques including but not limited to in-person meetings, and strategic engagement with OEMs, partners, and system integrators.
• Build and maintain a strong understanding of customer missions, procurement cycles, and funding timelines.
• Consistently meet or exceed annual revenue and gross margin targets.
• Partner closely with inside sales teams to drive revenue growth and maintain high customer satisfaction.
• Ensure accurate forecasting and pipeline development through CRM tools and internal systems.
• Prepare and deliver high-quality proposals, presentations, and sales documentation aligned to customer requirements.

Leadership, Team Development, and Go-to-Market Strategy:

• Operate in a player-coach capacity, driving individual sales while helping to build and scale a high-performing DOD-focused account team from the ground up.
• Play a key role in shaping the federal go-to-market strategy by identifying gaps in coverage, aligning talent to opportunity, and defining the structure needed to support long-term growth.
• Recruit, onboard, and mentor new account managers as the business expands, fostering a culture of accountability, collaboration, and mission-driven execution.
• Provide day-to-day leadership and coaching to developing team members, supporting pipeline development, account planning, and sales execution excellence.
• Collaborate with internal stakeholders to align sales strategy with solution development, marketing, and partner engagement efforts.
• Act as a trusted advisor and field strategist, helping to position the team for success in complex government sales environments while ensuring alignment to customer priorities and procurement cycles.

Account Management:

• Own the full sales lifecycle for assigned DOD accounts, from prospecting to order fulfillment and post-sale engagement.
• Maintain up-to-date customer records, forecasts, and activity tracking in CRM platforms.
• Work collaboratively with inside sales, engineering, and operations teams to ensure accurate quoting, solution scoping, and delivery.
• Drive timely resolution of past-due invoices in partnership with finance and operations.
• Build and nurture multi-level relationships with key decision-makers, influencers, and stakeholders across customer organizations.
• Understand each client’s organizational structure, mission priorities, and unique technology requirements.

Strategic Planning and Client Development:

• Conduct strategic account analysis and territory heat mapping to identify high-impact opportunities.
• Create and execute comprehensive account and territory business plans to accelerate growth.
• Participate in account planning sessions with OEM and manufacturer partner teams.
• Deliver formal Quarterly Business Reviews (QBRs) to sales leadership focusing on performance metrics, key wins, pipeline health, and development goals.
• Collaborate with internal teams and external partners to uncover new business opportunities and promote solution adoption.
• Maintain and grow vendor partnerships to maximize joint selling efforts and solution alignment.
• Leverage pipeline management and forecasting best practices to ensure consistent sales performance.

Required Skills:

• Bachelor’s degree or equivalent experience, with military experience highly valued.
• 10 or more years of outside sales experience in IT solutions, including infrastructure, cloud, cybersecurity, managed services, or professional services.
• Experience working with DOD or federal civilian agencies, with knowledge of federal procurement processes such as FAR, DFARS, GWACs, and IDIQs.
• Familiarity with advanced technologies and vendor ecosystems, including Cisco, Arista, Dell/EMC, Palo Alto, AWS, Azure, HP, Citrix, and others.
• Strong written and verbal communication skills, with the ability to articulate technical value propositions to both technical and non-technical government audiences.