Job Title: Principal Public Sector Account Manager - Intelligence Community
Location: Washington, D.C. / Northern Virginia, with regular travel to customer and industry sites.
Security Clearance: Eligible for TS
The Principal Public Sector Account Manager is responsible for driving strategic growth across the Intelligence Community (IC) by identifying, qualifying, and advancing high-value opportunities. This role requires success in long-cycle federal sales, the ability to navigate complex acquisition pathways, and strong relationship-building skills across mission, technical, and procurement stakeholders. The ideal candidate brings a strong understanding of IC priorities, a disciplined approach to pipeline development, and the ability to connect technology solutions to measurable mission outcomes.
What You Will Be Doing- Core Responsibilities
- Pipeline Development: Build and maintain a qualified pipeline through strategic account planning, market intelligence, budget awareness, and alignment to relevant contract vehicles.
- Opportunity Strategy: Shape and execute win strategies for qualified pursuits, including stakeholder mapping, competitive positioning, teaming, and solution alignment.
- Mission Alignment: Translate technical capabilities into mission-relevant outcomes that resonate with operational, program, and IT leaders.
- Acquisition Navigation: Partner with internal teams and customer stakeholders to understand requirements, influence opportunity development where appropriate, and support responses to RFIs, market research, and solicitations.
- Forecast Discipline: Maintain accurate CRM hygiene and deliver reliable quarterly and annual forecasts.
- Relationship Development: Build trusted relationships across mission, technical, partner, and acquisition communities within assigned accounts.
- Security and Compliance: Operate effectively in secure environments while adhering to all customer security, compliance, and data-handling requirements.
To Be Successful in The Role, you will have:- 4+ years of successful enterprise or federal sales experience, including work with Intelligence Community, national security, or closely related public sector accounts.
- Domain Experience: Experience selling into secure, highly regulated, or mission-driven environments is strongly preferred. Prior military or government experience is a plus, but not required.
- Technical Literacy: Ability to discuss cloud, cybersecurity, data, AI, or enterprise software solutions credibly with both business and technical stakeholders.
Hard Skills- Strong understanding of the Federal Acquisition Regulation (FAR) and DFARS.
- Proficiency in using market intelligence tools such as GovWin, Bloomberg Government, and SAM.gov.
- Familiarity with federal procurement concepts, including contract vehicles, teaming models, and common acquisition practices.
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