Role Overview
The Account Manager serves as the commercial and strategic relationship leader across a dedicated portfolio of approximately 50 existing public sector accounts. Operating in close partnership with dedicated Solutions Architects and delivery consultants, this individual is directly accountable for maximizing net revenue retention (NRR) through proactive contract renewals and targeted account expansion. Growth opportunities span the complete suite of Conducive's offerings: third-party software licensing and ingest tier upgrades, specialized professional consulting services, and long-term managed services contracts.
Key Responsibilities
1. Account Governance & Portfolio Retention (~50 Accounts)
• Portfolio Ownership: Own end-to-end commercial retention and health across ~50 public sector accounts, proactively tracking contract expiration dates, funding windows, and fiscal year-end deadlines.
• Executive Business Reviews: Lead structured quarterly business reviews (QBRs) to assess system utilization, platform health, SLA metrics, and future architecture roadmaps.
• Proactive Health Monitoring: Collaborate closely with delivery consultants and engineering teams to identify and remediate operational or adoption blockers well ahead of renewal cycles.
2. Multi-Stream Growth & Quota Execution
• Software & Licensing Expansion: Identify and close capacity ingest upgrades, additional workload licensing, and module additions across Splunk and associated observability/SIEM ecosystems.
• Professional Consulting Services: Scope and position technical consulting packages, cloud migrations, architecture modernizations, and bespoke implementation projects.
• Managed Services Engagements: Pitch and secure multi-year managed operations, continuous administration, monitoring support, and staff augmentation agreements.
• Commercial Deal Leadership: Shepherd opportunities from identification through technical scoping, proposal and statement-of-work (SOW) drafting, commercial negotiations, and contract closure.
3. Technical & Pre-Sales Collaboration
• Solutions Architecture Alignment: Partner with dedicated Solutions Architects and Sales Engineers to conduct technical discovery, architectural reviews, and solution demonstrations.
• Value Translation: Translate complex agency compliance mandates, logging bottlenecks, and security directives into clear, actionable technical workstreams.
4. Public Sector Procurement & Operational Diligence
• Procurement Navigation: Navigate government purchasing channels, state term contracts, piggyback mechanisms, GSA schedules, and sole-source justification requirements.
• CRM Hygiene & Forecasting: Maintain rigorous, audit-ready CRM documentation-tracking renewal pipelines, probability stages, contract values, and delivering highly dependable monthly and quarterly revenue forecasts.
Role Qualifications
Required Qualifications
• Education: Bachelor's degree from an accredited college or university.
• Domain Experience: Minimum of 5 years of professional experience directly within enterprise logging, SIEM, or observability domains (e.g., Splunk, Elastic, Datadog, Microsoft Sentinel).
• Account Management Track Record: Demonstrated success in a dedicated Account Management or Commercial Customer Success role with dual quota accountability for renewals and net-new expansions.
• Public Sector Acumen: Direct experience managing relationships and contracts within state, local, higher education (SLED), or federal government accounts, including understanding of fiscal budget cycles.
• Technical Literacy: Solid foundational understanding of SIEM/logging architectures, data onboarding, ingestion volume sizing, and compliance frameworks to independently lead initial qualification conversations.
• Exceptional Detail Orientation: High standard of organizational diligence, contract tracking rigor, and disciplined pipeline governance.
Preferred Qualifications
• Splunk Certifications: Splunk Core Certified Power User, Advanced Power User, or equivalent platform credentials.
• Blended Solution Selling: Proven background structuring blended deals combining software licenses, advisory consulting SOWs, and recurring managed services.
• Contract Vehicles: Working knowledge of major public sector contract vehicles (e.g., NASPO ValuePoint, GSA Schedule 70/MAS, OMNIA, state-wide master contracts).
