Senior Major & Strategic Account Executive

wk; Washington (District of Columbia); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Wolters Kluwer in Washington, DC seeks a Senior Major & Strategic Account Executive to lead federal government accounts via strategic account planning, business development, and customer engagement. You will leverage federal procurement knowledge to close opportunities aligning agency missions with company solutions.

This role requires deep experience in federal buying cycles, contract vehicles, and cross-functional collaboration with sales, contracts, and executive leadership to drive revenue

Qualifications

• Federal Government Business Development expertise
• Strong understanding of federal procurement processes, acquisition regs, contract vehicles, and agency buying behaviors
• Experience identifying opportunities via market intelligence, procurement forecasts, agency engagement, and competitive analysis
• Ability to align customer mission requirements with business solutions delivering measurable outcomes
• Strategic account management with success across complex government accounts
• Experience creating/account growth strategies across multiple stakeholders and buying centers
• Proven ability to expand wallet share and drive long-term retention
• Proven track record of winning and growing multi-year government contracts
• Strong pipeline management and forecasting capabilities
• Advanced negotiation skills supporting federal contract awards, renewals, expansions
• Excellent verbal, written and presentation skills to influence stakeholders
• Ability to lead strategic discussions and communicate complex business value
• Analytical and business acumen with strong financial and market analysis
• Experience leveraging data to inform account strategies and growth plans
• Cross-functional leadership across sales, contracts, finance, legal, delivery and executives
• Ability to navigate complex org structures and drive alignment with partners

Responsibilities

• Develop and execute strategic account plans for Federal Government agencies and departments
• Build trusted relationships with agency leadership, contracting officers, program managers, and procurement officials
• Identify, qualify, and capture new business opportunities via missions, funding priorities, and forecasts
• Lead opportunity development: intelligence, pipeline, capture planning, competitive positioning
• Oversee development of proposals, pricing, and business cases for pursuits
• Collaborate with delivery, finance, legal, and executives to ensure engagement and delivery
• Monitor customer satisfaction and commercial performance; address risks and identify expansion opportunities
• Analyze market and contract data to refine sales strategies and forecast revenue
• Lead executive briefings, QBRs, and customer planning sessions
• Resolve complex issues and maintain strong customer relationships
• Support marketing and BD initiatives, including industry events and agency engagement
• Negotiate high-value contracts, task orders, and strategic agreements within guidelines

Skills

Federal Government BD

Procurement regulations

Strategic account management

Cross-functional leadership

Negotiation & communication

Pipeline forecasting

Executive stakeholder engagement

Market intelligence

Contract vehicle knowledge

Win probability analysis

Budget and procurement analysis

Education

Bachelor's degree in Business/Marketing/Public Administration/Government

Job description

***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 re