Senior Major & Strategic Account Executive

UpToDate; Waltham (MA); Híbrido; USD 108 000 - 188 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Commission eligible

Resumo da oferta

Wolters Kluwer in Waltham, MA is seeking a Senior Major & Strategic Account Executive to lead Federal Government accounts, driving growth through strategic account planning, engagement, and capture of complex opportunities.

You will collaborate with delivery, contracts, legal, and executive leadership to align agency missions with our solutions, manage multi-year pursuits, and navigate procurement vehicles, pricing, and governance to advance revenue and customer success.

Qualificações

• Strong understanding of Federal Government procurement processes, acquisition regulations, contract vehicles, and agency buying behaviors.
• Experience identifying and pursuing opportunities through market intelligence, procurement forecasts, agency engagement, and competitive analysis.
• Ability to align customer mission requirements with business solutions that deliver measurable outcomes.

Responsabilidades

• Develop and execute strategic account plans for assigned Federal Government agencies and departments to achieve revenue and growth objectives.
• Build and maintain trusted relationships with agency leadership, contracting officers, program managers, procurement officials, and key influencers across customer organizations.
• Identify, qualify, and capture new business opportunities by understanding agency missions, funding priorities, procurement forecasts, and emerging requirements.
• Lead opportunity development activities, including account intelligence gathering, pipeline management, capture planning, and competitive positioning.
• Oversee the development of customer-facing proposals, solution strategies, pricing approaches, and business cases to support contract pursuits.
• Collaborate with internal delivery, solutions, finance, legal, contracts, and executive stakeholders to ensure successful customer engagement and service delivery.
• Monitor customer satisfaction and business performance metrics, proactively addressing risks and identifying opportunities for account expansion.
• Analyze market, contract, and customer data to refine sales strategies, forecast revenue, and improve win probability.
• Lead executive briefings, Quarterly Business Reviews (QBRs), strategic account reviews, and customer planning sessions.
• Resolve complex customer issues and contractual challenges while maintaining strong customer relationships and business continuity.
• Support marketing and business development initiatives, including industry events, agency engagement activities, and demand generation campaigns.
• Negotiate high-value contracts, task orders, modifications, and strategic agreements within established company guidelines.

Conhecimentos

Federal procurement knowledge

Strategic account management

Capture & sales leadership

Negotiation

Analytical thinking

Cross-functional leadership

Formação académica

Bachelor’s degree in Business, Marketing, Public Administration, Government, or related field

Descrição da oferta de emprego

***This is a hybrid position requiring weekly attendance at a designated Wolters Kluwer office***

About the Role

As a Senior Major & Strategic Account Executive, you will serve as the primary leader for high-profile Federal Government accounts, driving growth through strategic account planning, business development, and customer engagement. Leveraging your expertise in federal acquisition processes, agency priorities, and procurement vehicles, you will identify, pursue, and close complex opportunities that align customer mission objectives with company solutions.

This role requires a deep understanding of federal buying cycles, stakeholder engagement, contract vehicles, and competitive positioning. You will work cross-functionally with sales, delivery, contracts, legal, and executive leadership teams to develop and execute account strategies that drive long-term revenue growth and customer success.

Key Responsibilities

• Develop and execute strategic account plans for assigned Federal Government agencies and departments to achieve revenue and growth objectives.
• Build and maintain trusted relationships with agency leadership, contracting officers, program managers, procurement officials, and key influencers across customer organizations.
• Identify, qualify, and capture new business opportunities by understanding agency missions, funding priorities, procurement forecasts, and emerging requirements.
• Lead opportunity development activities, including account intelligence gathering, pipeline management, capture planning, and competitive positioning.
• Oversee the development of customer-facing proposals, solution strategies, pricing approaches, and business cases to support contract pursuits.
• Collaborate with internal delivery, solutions, finance, legal, contracts, and executive stakeholders to ensure successful customer engagement and service delivery.
• Monitor customer satisfaction and business performance metrics, proactively addressing risks and identifying opportunities for account expansion.
• Analyze market, contract, and customer data to refine sales strategies, forecast revenue, and improve win probability.
• Lead executive briefings, Quarterly Business Reviews (QBRs), strategic account reviews, and customer planning sessions.
• Resolve complex customer issues and contractual challenges while maintaining strong customer relationships and business continuity.
• Support marketing and business development initiatives, including industry events, agency engagement activities, and demand generation campaigns.
• Negotiate high-value contracts, task orders, modifications, and strategic agreements within established company guidelines.

Required Skills & Experience

Federal Government Business Development Expertise

• Strong understanding of Federal Government procurement processes, acquisition regulations, contract vehicles, and agency buying behaviors.
• Experience identifying and pursuing opportunities through market intelligence, procurement forecasts, agency engagement, and competitive analysis.
• Ability to align customer mission requirements with business solutions that deliver measurable outcomes.

Strategic Account Management

• Demonstrated success managing complex Federal Government accounts and developing executive-level customer relationships.
• Experience creating and executing account growth strategies across multiple stakeholders and buying centers.
• Proven ability to expand wallet share and drive long-term customer retention.

Capture and Sales Leadership

• Expertise in opportunity qualification, capture planning, proposal development, and strategic pursuit execution.
• Proven track record of winning and growing complex, multi-year government contracts.
• Strong pipeline management and forecasting capabilities.

Negotiation & Communication

• Advanced negotiation skills with experience supporting federal contract awards, renewals, and expansions.
• Exceptional verbal, written, and presentation skills with the ability to influence customer and executive stakeholders.
• Ability to lead strategic discussions and communicate complex business value propositions.

Analytical & Business Acumen

• Strong financial, operational, and market analysis skills.
• Ability to assess customer budgets, procurement trends, spending patterns, and competitive landscapes.
• Experience leveraging data and insights to inform account strategies and growth plans.

Cross-Functional Leadership

• Proven ability to lead and influence cross-functional teams without direct reporting authority.
• Experience coordinating sales, contracts, finance, legal, delivery, and executive stakeholders to achieve business objectives.
• Ability to navigate complex organizational structures and drive alignment across internal and external partners.

Experience Required

• 7+ years of progressive sales, business development, or strategic account management experience, preferably supporting Federal Government customers.
• Bachelor’s degree in Business, Marketing, Public Administration, Government, or a related field; or equivalent relevant work experience.

Preferred Qualifications

• Experience selling into Civilian, Defense, Intelligence Community, or Federal Healthcare agencies.
• Knowledge of FAR, agency acquisition practices, GWACs, IDIQs, BPAs, Schedule contracts, and task-order procurement.
• Demonstrated success managing large strategic accounts with annual revenue responsibility and growth targets.
• Established network of Federal Government relationships and industry contacts.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

$107,500.00 - $188,400.00 USDThis role is eligible for Commission.

Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

Additional Information:

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.