Account Manager

Job Purpose

The Account Manager is responsible for developing and maintaining strong customer relationships within the Department of Defense (DoD) territory to drive customer satisfaction, retention, and revenue growth. This role serves as the primary point of contact for assigned accounts, ensuring customer needs are understood and aligned with company solutions and services. The Account Manager identifies opportunities to expand business within existing accounts while coordinating internal resources to deliver successful customer outcomes. The position exists to strengthen long-term customer partnerships and contribute to the organization's growth objectives across the DoD market.
RESPONSIBILITES:

- Develop and execute account strategies to achieve assigned revenue, growth, and retention objectives.

- Identify, qualify, and pursue opportunities within existing and prospective DoD accounts.

- Collaborate with channel partners, system integrators, and strategic alliances to expand market presence and customer reach.

- Establish and maintain trusted relationships with military, civilian, contractor, and acquisition stakeholders.

- Engage customers to understand mission requirements, operational challenges, and strategic priorities.

- Serve as the primary customer advocate and escalation point for assigned accounts while expanding engagement across customer organizations

- Create and maintain territory-specific business plans aligned with corporate growth objectives.

- Establish measurable objectives, priorities, and account strategies for assigned customers.

- Identify target programs, initiatives, and funding opportunities within the DoD market.

- Partner with business development, engineering, product management, contracts, and marketing teams to support customer requirements and business objectives.

- Coordinate activities with value-added resellers (VARs), systems integrators, and other channel partners.

- Communicate customer requirements, market intelligence, and competitive insights to internal stakeholders

- Demonstrate and communicate the value of the company's products, services, and solutions to customer decision-makers.

- Conduct customer presentations, solution discussions, and executive briefings tailored to mission requirements.

- Support technical evaluations and proof-of-concept activities in partnership with technical teams.

- Maintain accurate opportunity, pipeline, and account information within the CRM system.

- Prepare monthly, quarterly, and annual forecasts, business plans, and account reviews.

- Monitor performance against revenue and growth targets and provide regular status updates to leadership.

- Travel as required to support customer engagements, partner activities, industry events, and business development initiatives.

- Represent the company professionally while adhering to corporate policies and ethical business practices

SKILLS AND QUALIFICATIONS

- Understanding of Department of Defense (DoD) organizations, acquisition processes, and procurement environments.

- Familiarity with video communications, networking, ISR, edge computing, mission systems, or related technology solutions preferred.

- Working knowledge of CRM systems, account planning, sales forecasting, and pipeline management.

- Strong communication and presentation skills, with the ability to effectively engage executive, operational, and technical audiences.

- Proven ability to establish, develop, and maintain strong customer relationships.

- Strong organizational, time management, and problem-solving skills with the ability to manage multiple priorities.

- Demonstrated ability to work independently with minimal supervision while effectively managing priorities, customer engagements, and business objectives.

- Entrepreneurial spirit with a proactive approach to identifying opportunities, overcoming challenges, and driving business growth within assigned accounts and territory.

- Ability to identify,