Federal Account Executive – Civilian Agencies
US - Eastern - Remote; Washington, D.C. - RemoteFull-TimeSenior
Salary not disclosed
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Job Details
- Required Skills
- SalesforceAccount Management
Requirements
- Proven experience in complex enterprise software sales within the US Federal Civilian sector.
- Deep understanding of federal procurement processes, contract vehicles (e.g., SEWP, GSA, CHESS), and regulatory frameworks.
- Experience navigating multi-stakeholder environments at agencies like DHS, HHS, DOT, or Treasury.
- Ability to align technical solutions with federal cyber mandates and executive orders.
- Proficiency in managing complex sales lifecycles and pipeline velocity.
- Strong skills in relationship management and account mapping with Federal Systems Integrators (FSIs).
- Experience using Salesforce.com for pipeline management and forecasting.
Responsibilities
- Architect, iterate, and execute a comprehensive strategic territory plan designed to penetrate, hunt, and expand Sonatype’s presence across assigned Federal Civilian Agencies.
- Drive complex, multi-stakeholder federal software procurement cycles from initial technical discovery and mission mapping through to vehicle selection, contract award, and post-sale deployment velocity.
- Run deep, problem-centric discovery sessions with public sector software development, AppSec, and IT operations teams to surface hidden software supply chain vulnerabilities and policy gaps.
- Co-sell actively through the Federal channel infrastructure, aligning field activities with Federal Systems Integrators (FSIs), specialized contractors, and distributors.
- Maintain impeccable CRM data quality, demonstrating command of your business through precise opportunity staging, look-ahead pipeline analysis, and objective deal risk mitigation.
- Lead the virtual internal team to optimize deal velocity and deliver flawless proof-of-concept executions.
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