Account Manager

United StatesRemoteFull-timemid

SalesAccount Manager

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Quick Summary

Key Responsibilities

Own the retention, commercial performance, and overall health of approximately 50 public sector accounts. Monitor contract expiration dates, government funding windows,

Technical Tools

SalesAccount Manager

As an Account Manager, you will own and develop a portfolio of approximately 50 existing public sector accounts, driving customer retention and sustainable revenue growth.
You will serve as the primary commercial and strategic relationship partner, ensuring customers maximize the value of their technology investments.
Working closely with Solutions Architects, Sales Engineers, and delivery consultants, you will identify opportunities to expand software licensing, consulting engagements, and managed services.
You will lead renewal strategies, executive business reviews, commercial negotiations, and account expansion initiatives.
The role requires a strong understanding of enterprise logging, SIEM, and observability solutions, combined with the ability to navigate complex public sector procurement environments.
You will also maintain accurate pipeline reporting and revenue forecasts while building trusted relationships with government stakeholders.
This is an opportunity to influence long-term customer partnerships and contribute directly to business growth in a technically sophisticated environment.

You will manage the commercial health and growth of an established public sector account portfolio, combining proactive relationship management, technical collaboration, and disciplined sales execution. Your responsibilities will include:

Own the retention, commercial performance, and overall health of approximately 50 public sector accounts.
Monitor contract expiration dates, government funding windows, and fiscal year-end deadlines to anticipate renewal requirements and reduce retention risks.
Lead quarterly business reviews (QBRs), evaluating platform utilization, system health, service-level agreement (SLA) performance, and future architecture needs.
Collaborate with delivery consultants and engineering teams to identify and resolve operational challenges, adoption barriers, and technical issues ahead of renewal cycles.
Identify and close expansion opportunities involving software licensing, ingestion capacity upgrades, additional workloads, and new platform modules.
Develop and sell professional services engagements, including technical consulting, cloud migrations, architecture modernization, and custom implementation projects.
Secure multi-year managed services agreements covering ongoing operations, administration, monitoring, and staff augmentation.
Manage commercial opportunities from initial identification through technical discovery, solution scoping, proposal development, statement-of-work (SOW) preparation, negotiations, and contract execution.
Partner with Solutions Architects and Sales Engineers on technical discovery, architectural assessments, and solution demonstrations.
Translate government compliance requirements, logging challenges, and security directives into clear technical solutions and actionable project opportunities.
Navigate public sector procurement processes, including state term contracts, cooperative purchasing agreements, GSA schedules, and sole-source justifications.
Maintain accurate, audit-ready CRM records covering renewals, pipeline stages, contract values, and opportunity probabilities.
Deliver reliable monthly and quarterly revenue forecasts while maintaining strong pipeline discipline.

Requirements

~2 min read

The ideal candidate combines extensive account management experience with technical knowledge of enterprise observability solutions and a strong understanding of public sector sales environments. Key qualifications include:

Bachelor's degree from an accredited college or university.
At least 5 years of professional experience in enterprise logging, SIEM, or observability environments, such as Splunk, Elastic, Datadog, or Microsoft Sentinel.
Proven success in Account Management or Commercial Customer Success roles, with responsibility for both contract renewals and account expansion targets.
Direct experience managing relationships and commercial agreements with state, local, and higher education (SLED) organizations or federal government accounts.
Understanding of public sector procurement processes, government contracting requirements, and fiscal budget cycles.
Solid technical understanding of SIEM and logging architectures, data onboarding, ingestion-volume sizing, and relevant compliance frameworks.
Ability to independently lead initial technical qualification and discovery conversations.
Excellent organizational skills and attention to detail, particularly in contract management, renewal tracking, and pipeline governance.
Strong commercial judgment and the ability to manage complex opportunities involving multiple stakeholders and solution components.

Preferred qualifications include:

Splunk certifications, such as Splunk Core Certified Power User, Advanced Power User, or equivalent platform credentials.
Experience structuring integrated commercial agreements combining software licenses, professional consulting services, and recurring managed services.
Familiarity with public sector contract vehicles, including NASPO ValuePoint, GSA Schedule 70/MAS, OMNIA, and statewide master contracts.