Position: Account Executive, Army
Reports To: VP, Sales
Position Summary:
The Army Account Manager owns the strategy, relationships, and revenue for an assigned portfolio of U.S. Army accounts. This is a strategic, quota-carrying role responsible for the full account lifecycle - from territory and account planning through capture, proposal, close, and post-award expansion. The ideal candidate combines a proven track record of selling complex IT solutions into the DoW with deep knowledge of the Army organization, its acquisition process, and the contract vehicles (such as ITES-4H) that serve it.
In 2025 Epoch Concepts was awarded a position on the U.S. Army's Information Technology Enterprise Solutions - 4 Hardware (ITES-4H) contract, one of just 49 companies selected to support the Army's critical technology needs. We are expanding our Army account team to capitalize on this and other strategic vehicles.
Who you are:
- A self-directed seller who can maintain strategic account control.
- Own the account plan, orchestrating internal and partner resources.
- Guide multi-stakeholder pursuits to a disciplined close while consistently growing wallet share.
What you'll do:
- Strategic account control: Build, own, and execute account and territory plans for assigned Army accounts; maintain command of the customer's mission, org structure, budget cycles, and decision process, and drive the deal strategy end to end.
- Revenue ownership: Carry and exceed an assigned bookings/revenue quota; forecast accurately and maintain a healthy, multi-quarter pipeline.
- Opportunity management: Own end-to-end management of sales opportunities, including bid/win strategies, pricing, teaming, and proposal strategy in coordination with capture, solution architects, and contracts teams.
- Relationship development: Establish and deepen trusted relationships with Army program offices, contracting officers, end users, and key influencers; develop and execute call plans that keep deals multi-threaded.
- Partner and vehicle strategy: Leverage Epoch's 250+ OEM partner network and contract vehicles (e.g., ITES-4H and other GWAC/IDIQ vehicles) to position competitive, compliant solutions.
- Solution selling: Translate Army mission requirements into tailored IT solutions spanning infrastructure, cybersecurity, cloud, and hyperconverged technologies, working closely with technical and pre-sales resources.
- Pipeline and CRM discipline: Maintain accurate account, opportunity, and activity data in CRM (e.g., Salesforce); deliver reliable forecasts and reporting to leadership.
- Market intelligence: Track Army modernization priorities, budgets, and upcoming procurements to identify and shape new opportunities ahead of solicitation.
What qualifications you'll bring:
- Minimum 3-5 years of proven, quota-carrying account management or field sales experience with a documented track record of meeting or exceeding targets selling IT or technology solutions to the federal government, preferably the U.S. Army or broader DoD.
- Demonstrated strategic account control - ownership of complex account plans, multi-stakeholder pursuits, and the full sales cycle from prospecting through close and expansion.
- Active U.S. Secret security clearance at minimum (higher clearance a plus), and able to maintain eligibility.
- Working knowledge of the DoW/Army acquisition and procurement process and relevant contract vehicles (e.g., ITES-4H, GWAC/IDIQ).
- Strong consultative, presentation, and negotiation skills, with the ability to engage both technical and senior decision-makers.
- Proficiency with CRM (Salesforce preferred) and Microsoft Office.
- Bachelor's degree or equivalent professional experience.
- Ability to travel to customer sites, installations, and industry events as required.
- Existing relationships within Army program offices, PEOs, and contracting commands, preferred.
- Experience as a value-added reseller (VAR) or solutions integrator and familiarity with an OEM partner ecosystem, preferred.
- Knowledge of cybersecurity, cloud, data center, or hyperconverged infrastructure solutions, preferred.
- Familiarity with federal compliance frameworks (e.g., CMMC), preferred.
What We Offer:
- Progressive Compensation Package
- Healthcare Benefits (Medical, Dental, Vision and Prescription Drugs)
- Wellness program
- 401k with Company match
- Flexible Paid Time Off
- 12 Paid Holidays
- Life Insurance and Disability Coverage
- On site gym (Littleton facility)
- On-Going Training & Development
Our comprehensive, competitive benefits program is an important part of your total compensation package. We offer a variety of plans and coverage including health and welfare, retirement, unlimited PTO and voluntary benefits as well as resources to help you make cost-effective decisions for you and your family.
Location: DC Metro or near Army installations preferred but not required
Time Type: Full time
Anticipated Application Closing Date on or before 07/26/2026
