Job Description: Account Manager, US Federal Sales
Position Summary
VOSTROM builds products and services that improve the way organizations obtain data to inform vital decisions. The company equips many of the world’s most respected institutions with tools necessary to solve complex network monitoring challenges to protect people and defend critical systems. The Company was founded in 2005 and in headquartered in Virginia.
The Account Manager, Federal Government Accounts is responsible for managing and growing a defined portfolio of U.S. federal government accounts. This individual will serve as the primary point of contact for assigned agency customers, driving revenue growth through the expansion of existing relationships, identification of new opportunities within the account, and the strategic positioning of the Company’s IT solutions portfolio. The ideal candidate brings a proven record of success in federal IT sales, established agency relationships, and a deep understanding of the government acquisition process.
Key Responsibilities
Account Management & Growth
Own and grow an assigned portfolio of federal government accounts, achieving annual revenue targets.
Develop and maintain account plans that identify growth opportunities, competitive risks, and strategies for expanding the Company’s footprint within each agency.
Build and sustain trusted relationships with key decision-makers, program managers, contracting officers, and end users within assigned accounts.
Identify and qualify new opportunities within existing accounts, including expansion of current programs and introduction of new product and service lines.
Manage the full sales cycle from opportunity identification through contract award, including requirements development, proposal support, and contract negotiation.
Conduct regular business reviews with agency customers to assess performance, surface new requirements, and strengthen the overall relationship.
Pipeline & Opportunity Development
Maintain an accurate, current pipeline; provide regular forecasts and account status updates to sales leadership.
Monitor agency budgets, spending priorities, and procurement cycles to anticipate opportunities and align the Company’s solutions accordingly.
Leverage and create new contract vehicles to position and close opportunities efficiently.
Coordinate with technology leads at the Company to develop compelling, competitive responses to federal solicitations.
Partner with technical pre-sales, program management, and delivery teams to ensure solutions are properly scoped, priced, and positioned.
Provide market feedback and competitive intelligence to product management and marketing to inform go-to-market strategy.
Skills and Qualifications
3 to 7 years of experience in USG B2G IT sales, with a demonstrated track record of meeting or exceeding revenue targets in federal accounts.
Established relationships with personnel at one or more U.S. federal agencies (e.g., DoW, civilian agencies, or intelligence community).
Working knowledge of the federal acquisition process, including FAR/DFARS, contract vehicles, and the government procurement lifecycle.
Experience managing complex, multi-stakeholder sales cycles with average deal values of $500K or greater.
Strong written and verbal communication skills; ability to present effectively to both technical and executive audiences.
Bachelor’s degree in Business, Marketing, Information Technology, or a related field, or equivalent practical experience.
U.S. citizenship required; must be eligible for a security clearance.
Active DoD or other federal security clearance (preferred).
Experience selling to specific target agencies relevant to the Company’s customer base.
Familiarity with IT solutions categories such as network infrastructure, cybersecurity, cloud services, or specialized hardware.
Understanding of government requirements, programming, and budgeting cycle, PPBE process, and fiscal year spending patterns and in year opportunities.
Cultivates and maintains trusted, long-term relationships with government customers and stakeholders.
Federal IC, IT, and/or operational cyber experience is desired.
Demonstrates consistent urgency and accountability in pursuing and closing revenue opportunities.
Upholds the highest ethical standards in all customer and business interactions, in full compliance with federal procurement law.
Notice
This job description is intended to convey information essential to understanding the scope of this position. It is not an exhaustive list of responsibilities, duties, skills, or working conditions associated with the role. Vostrom is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
