Major Account Executive

Akamai; Washington (District of Columbia); Remote; USD 174,000 - 312,000; Full time

Benefits offered by this job

FlexBase program

Comprehensive benefits package

Job summary

Akamai is seeking a Major Account Executive for the DC area to lead hybrid sales efforts for the DoD Fourth Estate. You will manage DoD agencies, build relationships with executives, program offices, and prime contractors, and drive new logos, expansions, and renewals.

You will collaborate with internal teams to tailor solutions for both new and existing DoD customers and ensure successful, long-term partnerships. A TS/SCI clearance or ability to obtain is expected.

Qualifications

• 8+ years in enterprise technology sales, including 5+ years in Department of Defense Fourth Estate agencies.
• Experience leading or coordinating a cross-functional account team of engineers, account managers and business development partners.
• Strong knowledge of DoD cybersecurity and modernization priorities, including Zero Trust and ICAM.
• Ability to navigate DoD procurement options (OTAs, IDIQs, GWACs) and work with prime contractors and resellers.

Responsibilities

• Manage the DoD Fourth Estate territory, achieve new logo, expansion, and renewal targets.
• Grow installed base by protecting renewals and expanding programs to enterprise-wide adoption.
• Identify, develop, and secure new business opportunities with Fourth Estate organizations not currently partnered with Akamai.
• Drive integrated account team by setting strategy, coordinating reviews, and guiding resources to top opportunities.
• Establish and nurture relationships with agency executives, program offices, and prime contractors.
• Navigate DoD procurement options and collaborate with Federal Solutions teams.
• Maintain accurate account plans, pipeline, and forecasts in Salesforce.
• Bring customer requirements back to Product Management.

Skills

Enterprise technology sales

DoD Fourth Estate experience

Cross-functional leadership

DoD cybersecurity knowledge

Job description

Major Account Executive, New and Existing Accounts- DC Area

Location: United States; Remote

Are you eager to expand existing Department of Defense accounts and secure opportunities with those not yet within our portfolio?

Can you lead an integrated account team from first meeting to renewal?

Join our Public Sector team!

Akamai has supported the Department of Defense for over 20 years, securing digital properties and managing enterprise identity solutions. A new team is being built to serve the DoD Fourth Estate, encompassing defense agencies and field activities. This role involves leading hybrid sales efforts and overseeing this dedicated account team.

Partner with the best

Drive growth by developing and managing relationships with major accounts, ensuring client satisfaction and achieving revenue objectives. Collaborate with internal teams to deliver tailored solutions, addressing both new and existing customer needs. Leverage industry insights to identify opportunities, build trust, and maintain long-term partnerships that contribute to organizational success.

As a Major Account Executive New and Existing Accounts, you will be responsible for:

• Managing the DoD Fourth Estate territory, covering agencies, and achieving new logo, expansion, and renewal targets effectively.
• Growing the installed base by protecting renewals, expanding existing programs and turning current services into enterprise-wide adoption.
• Identifying, developing, and securing new business opportunities with Fourth Estate organizations not currently partnered with Akamai.
• Driving the integrated account team by establishing strategy, conducting reviews, and guiding resources toward the most valuable opportunities.
• Establishing and nurturing relationships with agency executives, program offices, mission owners, prime contractors, and systems integrators effectively.
• Navigating DoD procurement options, including contract vehicles, OTAs, cloud marketplaces, and reseller channels, while collaborating with Federal Solutions teams.
• Maintaining accurate account plans, pipeline and forecasts in Salesforce, and bringing customer requirements back to Product Management.

Do what you love

To be successful in this role you will:

• Demonstrate 8+ years in enterprise technology sales, including 5+ years specializing in Department of Defense Fourth Estate agencies.
• Have a track record of both growing large existing accounts and closing new logo business against quota.
• Have experience leading or coordinating a cross-functional account team of engineers, account managers and business development partners.
• Understand DoD cybersecurity and modernization priorities, including the DoD Zero Trust Strategy, ICAM, and secure delivery of applications across the DODIN.
• Be well-versed in DoD acquisition, including OTAs, IDIQs, GWACs and working through prime contractors and resellers.
• Hold an active U.S. Secret clearance (TS/SCI), or be able to obtain one.
• Excel in long-cycle, mission-focused sales environments where customer trust, technical credibility and persistence matter.

About us

At Akamai, we make life better for billions of people, trillions of times a day.
Whether you're streaming live events, scrolling social media, watching your favorite series, or managing your savings, we're the engine behind the scenes. We provide the world's most distributed platform from Cloud to Edge to help the giants of the digital world work faster and stay more secure, making the internet a better experience for everyone.
Our focus is simple:
Cloud and Edge: Running apps closer to users for instant performance.
Security: Neutralizing threats before they ever reach your data.
Content Delivery: Scaling the world's biggest moments without a glitch.
AI: Enabling our customers to build, secure, and scale AI apps on the world's most distributed cloud platform.
At Akamai, we don't just support the internet; we power and protect it, because behind every great digital experience is a massive hidden challenge. And we're the ones who solve it. When millions of people hit play or pay, Akamai ensures it just works.

Benefits at Akamai: We support your health, well-being, finances, and life beyond work. See our benefits.

FlexBase adapts to your job's needs

Akamai's FlexBase program is yet another way we show our commitment to providing employees with an exceptional workplace experience. It's not about telling employees where to work; it's about supporting employees to do their best work.
We trust our incredible employees to work in ways that suit them best: at home, in an office, or a combination of both.

Connect with us on social and see what life at Akamai is like!

Compensation

Akamai is committed to fair and equitable compensation practices. For US based candidates only - The On Target Earnings (OTE, base salary + commissions) for this position ranges from $173,600 - $312,400/year; a candidate’s OTE is determined by various factors including, but not limited to, relevant work experience, skills, certifications and location. Compensation for candidates outside the US will vary. The compensation package may also include equity awards and an Employee Stock Purchase Plan (ESPP). Akamai provides industry-leading benefits including healthcare, 401K savings plan, company holidays, vacation (in the form of PTO), sick time, family friendly benefits including parental leave and an employee assistance program including a focus on mental and financial wellness; Eligibility requirements apply.

Drive growth by developing and managing relationships with major accounts, ensuring client satisfaction and achieving revenue objectives. Collaborate with internal teams to deliver tailored solutions, addressing both new and existing customer needs. Leverage industry insights to identify opportunities, build trust, and maintain long-term partnerships that contribute to organizational success.