Senior DoD Major Accounts Executive (Remote)

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

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.