The Federal Strategic Account Manager (Federal SAM) is responsible for managing a defined list of existing accounts within a technology hardware environment. This role focuses on revenue retention, incremental growth, and expansion of customer usage across our hardware portfolio. SAM's are expected to maintain strong relationships, identify cross-sell and up-sell opportunities, and support customers across ongoing hardware deployments. Accounts are primarily U.S. federal, DoD and defense industry customers, most of whom buy through channel partners such as distributors and resellers.
When customers identify needs requiring new solution designs or new hardware architectures, the SAM may escalate to the Growth Team for discovery and development. A critical part of this function is the ongoing mastery of our hardware portfolio, industry trends, and emerging technologies, supported by both structured training and self-directed learning. The SAM works alongside the Director, Federal Sales, who owns new logos and large programs, and the Federal Customer Success Manager, who owns quoting, orders and inbound support.
Essential Duties and Responsibilities:Federal Account Management & Revenue Growth
- Own and grow a high-value portfolio of federal tech hardware accounts, driving key annual revenue targets.
- Drive revenue retention and expansion by identifying cross-sell/up-sell opportunities, supporting ongoing deployments, and planning for hardware refresh or end-of-life (EOL) transitions.
- Cultivate long-term relationships with key customers and channel partners (distributors, resellers, OEMs), including leading Quarterly Business Reviews (QBRs) and managing partner deal registrations.
Pipeline Management, CRM & Forecasting
- Maintain strict CRM hygiene by accurately tracking account information, interactions, and pipeline stages in real time.
- Deliver accurate weekly forecasts aligned with federal procurement cycles, maintaining forecast accuracy within leadership guidelines and tracking against quarterly KPIs.
- Build and execute automated email sequences and follow-up workflows tied to the hardware lifecycle to nurture accounts.
Federal Compliance & Hardware Expertise
- Maintain up-to-date knowledge of our hardware portfolio, solution use cases, and broader industry trends in compute and edge hardware.
- Identify when federal requirements apply to an opportunity (e.g., TAA, Section 889, FIPS, export controls) and route those compliance questions to the correct internal owner rather than answering them directly.
Cross-Functional Collaboration
- Partner seamlessly with your dedicated Customer Success Manager (CSM) to offload basic quoting, order entry, and inbound support.
- Route net-new hardware design or complex architecture needs to the Growth Team for specialized development.
- Collaborate with Operations, Engineering, Procurement, and Finance to ensure successful hardware deployments.
Travel:- Ability to travel up to 60% of the time for client visits, company meetings, or industry events.
Working Conditions/Physical Demands:- Prolonged periods of sitting at a desk and working on a computer, requiring close vision and the ability to adjust focus
- Frequent use of video conferencing tools to participate in virtual meetings; occasional early morning or evening availability may be required to collaborate across global time zones
- Must be able to effectively communicate in a professional manner, both virtually and in person with clients and team members
- Physical mobility to navigate travel situations (e.g., airports, client facilities) and occasional lifting of travel bags, laptops, or demo equipment up to 25 lbs
- Work environment varies between a remote home office setting and travel-related environments
Requirements
- 2-5+ years in technology hardware sales, customer success, or inside account management
- Experience supporting federal or defense sales, including distributors, resellers and primes
- Ability to predict and navigate the long and complex sales cycle, and sustainment efforts
- Familiarity with FAR and DFAR
- Must be well versed in GWACs (e.g., SEWP, GSA, ITES, 2GIT, CCS2, DLA TLS, NIB )
- Understanding of hardware sales cycles, lead times, BOM considerations, and deployment schedules
- Experience managing a multi-million-dollar book of business
- Strong CRM discipline and organizational skills
- Excellent communication and relationship-building abilities
- Ability and desire to continuously learn evolving hardware technologies
- Must be a 'U.S. Person' as defined by ITAR (U.S. citizen, U.S. national, lawful permanent resident, asylee, or refugee) to access export-controlled technology
Compensation, Benefits & Total Rewards (U.S. Pay Transparency)The anticipated annual base salary range is $126,000-$140,000 USD. Actual compensation will be determined based on several factors, including the candidate's experience, skills, qualifications, geographic location, and internal equity.
Benefits & Total Rewards- Comprehensive medical, dental, and vision insurance for employees and eligible dependents with HSA seeding
- 401(k) retirement plan with 5% company matching
- Generous paid time off, company holidays, and paid parental leave
- 100% Company-paid life and disability insurance
- Flexible work arrangements, where applicable
- Professional development and learning opportunities
- Employee Assistance Program (EAP) and wellness resources
