Strategic Major Account Exec: DoD New & Existing Growth

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

Job summary

Akamai is seeking a Major Account Executive to expand DoD Fourth Estate relationships and drive revenue growth in the Public Sector. You will lead an integrated account team from first meeting to renewal, managing both new logos and renewals across agencies and field activities.

You will build strategic plans, protect renewals, and pursue enterprise-wide opportunities while coordinating with Federal Solutions teams and agency executives.

Qualifications

• 8+ years in enterprise technology sales, including 5+ years specializing in Department of Defense Fourth Estate agencies.
• Track record of growing large existing accounts and closing new logo business against quota.
• Experience leading or coordinating a cross-functional account team of engineers, account managers and business development partners.
• Understand DoD cybersecurity and modernization priorities, including the DoD Zero Trust Strategy, ICAM, and secure delivery of applications across the DODIN.
• Be familiar with DoD acquisition, including OTAs, IDIQs, GWACs and working through prime contractors and resellers.
• Hold an active U.S. Secret clearance (TS/SCI), or be able to obtain one.
• Excel in long-cycle, mission-focused sales environments where customer trust, technical credibility and persistence matter.

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.

Job description

Akamai is seeking a Major Account Executive to expand DoD Fourth Estate relationships and drive revenue growth in the Public Sector. You will lead an integrated account team from first meeting to renewal, managing both new logos and renewals across agencies and field activities.

You will build strategic plans, protect renewals, and pursue enterprise-wide opportunities while coordinating with Federal Solutions teams and agency executives.