Major Account Executive, Existing Accounts (DC Area)

Akamai Career Site; United States; Hybrid; USD 174,000 - 312,000; Full time

Benefits offered by this job

FlexBase program

Equity awards

Employee Stock Purchase Plan (ESPP)

Comprehensive benefits (healthcare, 40

Job summary

Akamai is seeking an experienced Major Account Executive for DoD-focused renewals and growth. You will oversee renewal management, forecast timelines, and coordinate with account teams to ensure uninterrupted service across DoD Fourth Estate, Navy, and Marine Corps programs.

You will drive account expansion through upsell and cross-sell opportunities, lead quarterly business reviews, and manage relationships with program managers and prime contractors.

Qualifications

• 7+ years in enterprise technology sales or account management.
• 5+ years managing Department of Defense (DoD) clients, Navy or Marine Corps familiarity preferred.
• Track record of high renewal rates and growing existing accounts.
• Understanding of DoD contracting, budgeting, and funding cycles.
• Experience working with prime contractors, resellers and contract vehicles.
• Ability to discuss DoD cybersecurity priorities with technical and program audiences.
• Active U.S. Secret clearance (TS/SCI) or ability to obtain one.

Responsibilities

• Manage renewals for existing customers and achieve retention and net revenue retention goals.
• Maintain renewal calendar, forecast timelines, and align with budgets with stakeholders for uninterrupted service.
• Grow accounts through upselling, cross-selling, and introducing new services.
• Lead quarterly business reviews, monitor health and satisfaction, and address risks early.
• Collaborate with Technical Account Managers and Sales Engineers to maximize value.
• Foster trusted relationships with program managers, CIO staff, contractors, and systems integrators.
• Maintain accurate account plans, renewal forecasts, and Salesforce pipeline.

Skills

Enterprise sales

Account management

DoD clients

Renewals management

Forecasting

Prime contractors

Security/Cybersecurity awareness

Clearance TS/SCI

Job description

Do you build customer relationships that last for years, and grow with every renewal?

Join our Public Sector Team!

Akamai supports the Department of Defense by securing digital properties and managing identity solutions for millions of users. Akamai seeks an executive to oversee customer renewals across the DoD Fourth Estate, Department of the Navy and Marine Corps.

Partner with the best

This role involves managing Akamai's accounts, ensuring contract renewals, expanding service adoption, and introducing new solutions. Responsibilities include collaborating with account teams and serving as the main commercial contact for customers throughout contract lifecycles.

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

• Managing renewals for existing customers while achieving retention and net revenue retention goals across specified agencies and military programs.
• Managing the renewal calendar by forecasting timelines, aligning with budgets, and collaborating with stakeholders to ensure uninterrupted service continuity.
• Expanding accounts by upselling, cross-selling, introducing new services, and identifying opportunities for the sales and capture team.
• Running regular quarterly business reviews with customers, tracking customer health and satisfaction, and acting early on usage, budget or risk.
• Collaborating with Technical Account Managers and Sales Engineers to maximize customer value and relaying feedback to Product Management.
• Fostering and sustaining trusted relationships with program managers, CIO staff, mission owners, contractors, and systems integrators.
• Maintaining accurate account plans, renewal forecasts and pipeline in Salesforce.

Do what you love

To be successful in this role you will:

• Bring 7+ of enterprise technology sales or account management expertise, including 5+ managing DoD clients, with Navy or Marine Corps familiarity.
• Have a track record of high renewal rates and of growing existing accounts year over year against quota.
• Understand DoD contracting and budgeting, including period-of-performance renewals, option years, fiscal-year funding cycles, continuing resolutions and end-of-year spending.
• Have experience working through prime contractors, resellers and contract vehicles.
• Discuss DoD cybersecurity and modernization priorities, such as Zero Trust Strategy and ICAM, with technical and program audiences effectively.
• Hold an active U.S. Secret clearance (TS/SCI), or be able to obtain one.
• Bring a customer-first mindset, effective organization and the follow-through to manage many accounts and renewal dates at once.

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.

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.

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.