Senior DoD Major Account Executive — Hybrid Growth Leader

Akamai Technologies, Inc.; Washington (District of Columbia); Hybrid; USD 174,000 - 312,000; Full time

Job summary

Akamai Technologies, Inc. is seeking a Major Account Executive to lead hybrid sales efforts focused on the DoD Fourth Estate.

You will manage an integrated account team from first meeting to renewal, expanding the DoD footprint and driving revenue growth. The role requires deep DoD enterprise technology experience, a track record of growing large accounts, and the ability to navigate complex procurement paths.

Qualifications

• 8+ years in enterprise technology sales
• 5+ years specializing in Department of Defense Fourth Estate agencies
• Experience leading cross-functional account teams
• Understanding DoD cybersecurity and modernization priorities
• Familiarity with OTAs, IDIQs, GWACs and resellers
• Active U.S. Secret clearance (TS/SCI), or ability to obtain one
• Proven track record of growing large accounts and closing new logo opportunities

Responsibilities

• 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.

Skills

Enterprise technology sales

DoD Fourth Estate

Cross-functional leadership

Account management

Sales forecasting

Job description

Akamai Technologies, Inc. is seeking a Major Account Executive to lead hybrid sales efforts focused on the DoD Fourth Estate.

You will manage an integrated account team from first meeting to renewal, expanding the DoD footprint and driving revenue growth. The role requires deep DoD enterprise technology experience, a track record of growing large accounts, and the ability to navigate complex procurement paths.