Position Title: Account Manager
Department: Business Development / Growth
Reports To: Vice President, Account Executive
Location: Tampa, FL (HQ-based)
Position Overview The Account Manager is responsible for shaping business, managing customer relationships, working IDIQs, and performing early capture activities. This role advances opportunities to the point of formal qualification and handoff to the Capture team in support of U.S. Special Operations Forces (SOF), SOCOM, DoD, and Intelligence Community missions.
As the primary customer-facing resource for assigned accounts, the Account Manager develops deep relationships, shapes requirements pre-RFP, and positions Endurion as the preferred provider. The role collaborates closely with Capture Managers, the Solution Architect, and proposal teams to ensure seamless transition of qualified opportunities.
Primary Responsibilities- Account Planning & Relationship Management
- Develop and execute account plans for assigned customers or market segments.
- Build and maintain trusted relationships with program offices, contracting officers, and end-users.
- Represent company capabilities and past performance in customer interactions.
- Opportunity Identification & Shaping
- Identify, shape, and advance opportunities through white papers, capability briefings, and engagement.
- Conduct early customer intelligence, requirements shaping, and preliminary teaming.
- Support or lead RFI responses and industry day participation.
- IDIQ & Task-Order Support
- Manage or support assigned IDIQ vehicles and task-order responses.
- Position the company for future work under existing contract vehicles.
- Early Capture & Qualification
- Perform early capture activities including rough-order-of-magnitude pricing and competitive assessment.
- Qualify opportunities against defined criteria and formally transition them to the Capture organization.
- Maintain accurate CRM records and contribute to pipeline forecasting.
- Cross-Functional Collaboration
- Partner with Capture Managers and the Solution Architect on opportunity handoffs.
- Support capture and proposal teams with customer insights and relationship leverage as needed.
Key Performance Indicators (KPIs)- Quality and volume of shaped opportunities advanced to formal capture.
- Customer engagement effectiveness and relationship strength on assigned accounts.
- Accuracy and timeliness of CRM and pipeline data.
- Contribution to IDIQ/task-order success and overall win rate.
- Successful handoff quality to the Capture organization.
Qualifications- 5-8+ years of experience in account management, business development, or related growth roles within defense, intelligence, or government contracting.
- Demonstrated success shaping opportunities and managing customer relationships in DoD/SOCOM/IC environments.
- Knowledge of federal acquisition processes and IDIQ management.
- Bachelor's degree required.
- Active DoD Secret clearance required; TS/SCI preferred.
Leadership Competencies- Customer Focus: Builds trust and influences outcomes through effective stakeholder engagement.
- Opportunity Ownership: Drives early-stage opportunities with discipline and urgency.
- Collaboration: Works seamlessly with Capture and Solutions teams.
- Execution: Maintains accurate pipeline data and delivers on account plans.
- Mission Commitment: Embodies Endurion's ethos of service, integrity, and excellence in support of SOF and national security.
