Senior Account Manager - Federal Systems, Mission Critical Facilities & Data Centers

Accountabilities

The Senior Account Manager will own strategic customer relationships and lead business development activities across federal systems, mission-critical facilities, and data center markets. Key responsibilities include:

• Develop and execute strategic account plans to achieve bookings, revenue, profitability, and market-growth objectives.

• Identify, qualify, manage, and close complex sales opportunities while maintaining accurate sales pipelines and forecasts within CRM systems.

• Build and strengthen executive-level relationships with customers, consultants, contractors, system integrators, prime contractors, and strategic partners.

• Identify customer priorities and position solutions across building automation, energy management, fire protection, physical security, cybersecurity, software, digital services, and connected technologies.

• Lead account strategies for federal customers, including civilian government agencies, Department of Defense installations, intelligence community facilities, and government contractor environments.

• Develop relationships with federal procurement stakeholders, government integrators, consulting engineers, and prime contractors to influence specifications and generate qualified opportunities.

• Expand market presence across mission-critical facilities, including secure government locations, command centers, laboratories, and operational continuity environments.

• Drive business development within hyperscale, colocation, enterprise, and edge data center markets by addressing customer needs related to reliability, sustainability, cybersecurity, and operational efficiency.

• Position solutions that improve infrastructure uptime, operational resilience, energy performance, life safety, physical security, and regulatory compliance.

• Coordinate with engineering, operations, finance, service, legal, and leadership teams to develop proposals, negotiate commercial agreements, and ensure successful project handovers.

• Monitor account performance, competitive activity, customer satisfaction, and market developments to identify retention, expansion, and cross-selling opportunities.

• Ensure compliance with commercial procedures, governance standards, CRM requirements, and internal business policies.

• Track key performance indicators, including annual bookings, revenue, margins, forecast accuracy, pipeline health, strategic account penetration, and customer retention.

Requirements:

The ideal candidate is an accomplished sales and account management professional with experience in consultative selling, complex customer environments, and strategic business development. Required qualifications include:

• Bachelor's degree in Business, Engineering, Marketing, or a related discipline.

• At least 7 years of sales or account management experience in a consultative, solutions-based selling environment.

• Demonstrated success achieving or exceeding bookings, revenue, and business growth targets.

• Proven experience developing sales forecasts, managing pipelines, and executing strategic account plans.

• Ability to manage complex sales cycles involving multiple customer stakeholders and internal teams.

• Strong organizational and prioritization skills, with the ability to manage competing demands and a high volume of opportunities in a fast-paced environment.

• Excellent communication, presentation, negotiation, relationship management, and business development capabilities.

• Eligibility and willingness to obtain and maintain at least a TS/SCI security clearance to facilitate customer engagements, subject to applicable laws and organizational requirements.

• Must qualify as a U.S. Person under applicable export control regulations, meaning a U.S. citizen, lawful permanent resident, or individual with protected status under U.S. asylum or refugee provisions.

Preferred Qualifications:

• Active Intelligence Community TS/SCI clearance with Full-Scope Polygraph.

• Experience supporting federal systems, Department of Defense, Intelligence Community, or federal civilian customers.

• Proven success selling into data centers, mission-critical facilities, critical infrastructure, or other highly regulated markets.

• Experience selling building automation, energy management, cybersecurity, fire protection, life safety, software, industrial controls, or related technology solutions.

• Understanding of federal procurement processes, government contracting vehicles, and government contractor ecosystems.

• Knowledge of cybersecurity, physical security, building automation, and digital technologies supporting mission-critical operations.

• Experience navigating matrixed organizations and coordinating cross-functional sales and pursuit teams.

• Demonstrated ability to influence senior executives and key customer decision-makers.

Benefits:

• Annual target compensation ranging from $144,000 to $215,000, including base salary and Sales Incentive Plan (SIP). Actual incentive earnings depend on individual performance and applicable plan terms.

• Employer-subsidized medical, dental, vision, and life insurance.

• Short-term and long-term disability coverage.

• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).

• Employee Assistance Program (EAP).

• Educational assistance and professional development opportunities.

• Parental leave.

• Paid time off, including vacation, personal, and sick leave.

• Remote work opportunity within the Washington, DC metropolitan area, including Northern Virginia and Maryland.

• Opportunity to work on innovative technologies and strategic infrastructure projects alongside experienced professionals.