Federal SW Sales Account Manager

Quest Software Canada Inc; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Quest Software seeks a Federal Software Sales Account Manager to cover the DC/MD/VA region. You will build executive-level relationships, uncover mission-critical needs, and drive $1M+ opportunities with Quest solutions in a fast-paced, quota-driven environment.

The role emphasizes strategic account planning, cross-functional collaboration, and travel to support customers across the federal sector. Quest offers competitive pay and growth opportunities.

Qualifications

• Must have 5+ years of federal software sales experience.
• Ability to communicate with senior executives and IT leadership.
• Proven track record closing large, multi-million-dollar opportunities.
• Experience with value-based selling and CRM tools.

Responsibilities

• Develop relationships with executive decision-makers.
• Identify mission-critical requirements addressed by Quest solutions.
• Prospect and close $1M+ opportunities in the defined territory.
• Create strategic account and mutual action plans.
• Coordinate resources to address customer challenges and opportunities.
• Leverage installed base to grow market share and bookings.

Skills

Executive relationships

Quota-driven sales

Complex enterprise sales

High-level communication

Travel readiness

Teamwork in matrix orgs

Education

BS/BA Degree

Tools

Salesforce

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’s exciting, it’s rewarding, it’s 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
• 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’ll 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.