Senior Account Manager - Federal Systems, Mission Critical Facilities & Data Centers

The Senior Account Manager will own strategic customer relationships and lead business development activities across federal systems, mission-critical facilities, and data center markets. Key responsibilities include:

• Develop and execute strategic account plans to achieve bookings, revenue, profitability, and market-growth objectives.

• Identify, qualify, manage, and close complex sales opportunities while maintaining accurate sales pipelines and forecasts within CRM systems.

• Build and strengthen executive-level relationships with customers, consultants, contractors, system integrators, prime contractors, and strategic partners.

• Identify customer priorities and position solutions across building automation, energy management, fire protection, physical security, cybersecurity, software, digital services, and connected technologies.

• Lead account strategies for federal customers, including civilian government agencies, Department of Defense installations, intelligence community facilities, and government contractor environments.

• Develop relationships with federal procurement stakeholders, government integrators, consulting engineers, and prime contractors to influence specifications and generate qualified opportunities.

• Expand market presence across mission-critical facilities, including secure government locations, command centers, laboratories, and operational continuity environments.

• Drive business development within hyperscale, colocation, enterprise, and edge data center markets by addressing customer needs related to reliability, sustainability, cybersecurity, and operational efficiency.

• Position solutions that improve infrastructure uptime, operational resilience, energy performance, life safety, physical security, and regulatory compliance.

• Coordinate with engineering, operations, finance, service, legal, and leadership teams to develop proposals, negotiate commercial agreements, and ensure successful project handovers.

• Monitor account performance, competitive activity, customer satisfaction, and market developments to identify retention, expansion, and cross-selling opportunities.

• Ensure compliance with commercial procedures, governance standards, CRM requirements, and internal business policies.

• Track key performance indicators, including annual bookings, revenue, margins, forecast accuracy, pipeline health, strategic account penetration, and customer retention.

Requirements:

The ideal candidate is an accomplished sales and account management professional with experience in consultative selling, complex customer environments, and strategic business development. Required qualifications include:

• Bachelor's degree in Business, Engineering, Marketing, or a related discipline.

• At least 7 years of sales or account management experience in a consultative, solutions-based selling environment.

• Demonstrated success achieving or exceeding bookings, revenue, and business growth targets.

• Proven experience developing sales forecasts, managing pipelines, and executing strategic account plans.

• Ability to manage complex sales cycles involving multiple customer stakeholders and internal teams.

• Strong organizational and prioritization skills, with the ability to manage competing demands and a high volume of opportunities in a fast-paced environment.

• Excellent communication, presentation, negotiation, relationship management, and business development capabilities.

• Eligibility and willingness to obtain and maintain at least a TS/SCI security clearance to facilitate customer engagements, subject to applicable laws and organizational requirements.

• Must qualify as a U.S. Person under applicable export control regulations, meaning a U.S. citizen, lawful permanent resident, or individual with protected status under U.S. asylum or refugee provisions.

Preferred Qualifications:

• Active Intelligence Community TS/SCI clearance with Full-Scope Polygraph.

• Experience supporting federal systems, Department of Defense, Intelligence Community, or federal civilian customers.

• Proven success selling into data centers, mission-critical facilities, critical infrastructure, or other highly regulated markets.

• Experience selling building automation, energy management, cybersecurity, fire protection, life safety, software, industrial controls, or related technology solutions.

• Understanding of federal procurement processes, government contracting vehicles, and government contractor ecosystems.

• Knowledge of cybersecurity, physical security, building automation, and digital technologies supporting mission-critical operations.

• Experience navigating matrixed organizations and coordinating cross-functional sales and pursuit teams.

• Demonstrated ability to influence senior executives and key customer decision-makers.

Benefits:

• Annual target compensation ranging from $144,000 to $215,000, including base salary and Sales Incentive Plan (SIP). Actual incentive earnings depend on individual performance and applicable plan terms.

• Employer-subsidized medical, dental, vision, and life insurance.

• Short-term and long-term disability coverage.

• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).

• Employee Assistance Program (EAP).

• Educational assistance and professional development opportunities.

• Parental leave.

• Paid time off, including vacation, personal, and sick leave.

• Remote work opportunity within the Washington, DC metropolitan area, including Northern Virginia and Maryland.

• Opportunity to work on innovative technologies and strategic infrastructure projects alongside experienced professionals.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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