Job DescriptionKey Account Manager (KAM) - Mil/Gov & Regulated Markets - Service Sales Organization (SSO), AmericasOverviewWe are seeking a Key Account Manager (KAM) to join our Service Sales Organization (SSO) within the Americas. This role is responsible for retaining, expanding, and acquiring strategic customer relationships, driving renewals, new business growth, and long-term account success.
This is a remote, national role supporting U.S. and Canada-based Military/Government customers, prime contractors, and regulated markets, with up to 50% travel.
This position requires a strong hunter-farmer mindset, balancing account management and new business development, including pipeline creation, new logo acquisition, and expansion within complex, compliance-driven environments.
Role SummaryOwn a portfolio of strategic national accounts, with full lifecycle responsibility from pipeline development and new business acquisition through renewals and account expansion.
Core Accountabilities- Account Management (50%) - retention, renewals, expansion
- New Business Development (50%) - pipeline creation, hunting, new logos
- Contracting and compliance alignment
- Cross-functional execution
- Pipeline and performance management
Key Responsibilities- Own and grow a portfolio of mil/gov, prime, and regulated accounts
- Drive renewals, retention, and service expansion
- Build pipeline through outreach, partnerships, and industry engagement
- Identify and close new business opportunities and new logos
- Develop account plans and lead QBRs to drive value and growth
- Navigate complex procurement and compliance requirements
- Partner cross-functionally (Service Delivery, Sales, Legal, Finance) to deliver on commitments
- Develop proposals, pricing, and negotiate contracts
- Maintain accurate pipeline, forecasting, and CRM activity (Dynamics)
QualificationsRequired- Experience supporting Mil/Gov and/or prime contractors
- Proven success in B2B sales or account management in complex environments
- Ability to drive both renewals and new business (hunting)
- Experience with long, structured procurement cycles
- Strong communication, negotiation, and stakeholder management skills
Preferred- Experience in regulated or compliance-driven industries
- Experience leading QBRs or customer governance
- Familiarity with Dynamics CRM and SSO tools (CalWeb, quoting tools)
- Analytical skills (Excel, PowerPoint)
- Exposure to RBS/continuous improvement
Success Metrics- New business revenue and new logo acquisition
- Renewal and retention rates
- Account growth
- Pipeline generation and conversion
- Customer satisfaction
Position Details- Location: Remote (U.S. or Canada)
- Scope: National - Mil/Gov, Prime, Regulated Markets
- Travel: Up to 50%
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