Federal SW Sales Account Manager

Quest Software Canada Inc; Maryland; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive pay & bonuses

Health & retirement benefits

Flexible work options

Professional growth

Inclusive culture

Job summary

Quest Software is seeking a Federal Software Sales Account Manager to join our Special Forces team covering the DC/MD/VA region. You will develop relationships with executive decision-makers, identify mission-critical requirements, and pursue $1M+ opportunities within your defined territory.

The role requires 5+ years in federal enterprise software sales, outstanding communication, and the ability to articulate value to CIOs and IT leaders. Willingness to travel and a BS/BA are preferred.

Qualifications

• US citizen required.
• 5+ years in the Federal ecosystem delivering enterprise software in a quota-driven sales role.
• Excellent presentation, business, analytical and communication skills with all levels of the customer.
• Strong prospecting abilities and proven CRM proficiency.
• Ability to sell to high-level executives with articulate value propositions.
• Willing to travel as needed to support customers.

Responsibilities

• Develop and maintain relationships with executive-level decision-makers.
• Identify mission-critical requirements addressable by Quest solutions.
• Prospect, develop, and close $1M+ opportunities in your territory.
• Develop strategic account plans and value-based prompts to maximize ROI.
• Leverage installed base to identify new opportunities and grow bookings.

Skills

Federal sales

Prospecting

CRM (Salesforce)

Executive communication

Quota-driven sales

Team collaboration

Travel willingness

Education

BS/BA Degree or greater

Tools

Salesforce.com

Job description

Overview

FEDERAL SOFTWARE SALES ACCOUNT MANAGER - DC/MD/VA region

Quest is an award-winning software provider offering leading edge solutions in the areas of Cybersecurity Identity Management, Trusted Data for AI readiness, and Quests World Class Migration suite. We are currently looking for a Federal Software Sales Account Manager to join our Special Forces team in the DC/MD/VA area.

Quest strives to be the best of the very best in everything we do. We are fanatically customer-focused and are proud to support the most complex customers who have the highest IT demands in the world. It is exciting, it is rewarding, it is hard work, and it offers career and personal growth.

Responsibilities

• Developing and maintaining relationships with key executive-level decision-makers.
• Identifying mission-critical requirements that can be addressed by the Quest solution portfolio.
• Prospecting, developing, and closing $1M plus opportunities in your defined territory.
• Developing strategic account plans, mutual action plans, and value prompters to align Quest solutions with the maximum potential for return to our customers.
• Recognizing customer business challenges and driving/influencing resources to address opportunities.
• Leveraging a significant installed base, focusing on identifying new opportunities to increase market share and bookings growth.

Qualifications

• Must be a US Citizen
• 5+ years of successful experience in working within the Federal ecosystem to deliver enterprise software solutions in a fast-paced, quota-driven sales capacity
• Excellent presentation, business, analytical, problem-solving, and communication skills, with the ability to effectively communicate with business and IT individuals at all levels of the customer’s organization
• Strong prospecting skills
• Proficient with CRM tools - Salesforce.com preference
• Strong written and oral communication skills, including cold calls, proposal preparation, presentation, and selling skills: Opening, probing, supporting, closing, and overcoming customer indifference
• Knowledge of solutions and value-based selling techniques
• Ability to sell to high-level executives using articulate value propositions
• Strong teamwork skills are required to successfully work in a highly matrixed environment
• Willing to travel as needed to support our customer
• Demonstrated tenure and success in roles of increasing responsibility and quota retirement
• Demonstrated success in driving large enterprise opportunities
• Demonstrated success in highly qualified target opportunities to maximize the utilization of available resources
• Demonstrated proficiency in working in a team environment to overcome challenges and deliver for our customers

Preferences

• BS/BA Degree or greater
• Technical background
• Active security clearance
• Skilled in leveraging CRM systems such as Salesforce.com

Company Overview

Quest Software builds the foundation for enterprise AI with solutions in data governance, cybersecurity, and platform modernization. More than 45,000 companies - including 90% of the Fortune 500 - trust Quest to solve their most critical IT challenges. From securing identities and modernizing platforms to preparing data for AI, we help enterprises unlock their full potential.

Why Quest

At Quest, your work makes an impact. You will help organizations get AI-ready while building your career with a global team of innovators. We offer:

• Competitive pay, annual bonuses, and top-performer recognition.
• Comprehensive health, family, and retirement benefits.
• Flexible work options, generous PTO, and wellness programs.
• Professional growth through learning platforms, mentorship, and leadership programs.
• Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.

Quest is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Quest is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Quest are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Quest will not tolerate discrimination or harassment based on any of these characteristics. Quest encourages applicants of all ages.