Federal Account Executive - DoW
About The Position
Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data. The Federal Account Executive is responsible for achieving revenue objectives by selling Commvault solutions across a defined territory of DoW accounts, Federal System Integrators (FSIs), and strategic partner organizations. This field-based role is responsible for expanding existing customer relationships, acquiring new business, and driving strategic growth through direct customer engagement and partner-led sales motions. The Federal Account Executive develops and executes territory and account plans that align Commvault’s cyber resilience, data protection, recovery, and mission assurance capabilities to customer modernization initiatives, operational requirements, and long-term mission outcomes. Success in this role requires the ability to navigate complex federal organizations, engage executive and technical stakeholders, leverage partner ecosystems, and position Commvault as a strategic platform supporting operational resilience, cyber recovery, mission continuity, compliance, and modernization across on-premises, hybrid, cloud, and classified environments.
Requirements
- Bachelor’s degree or equivalent experience.
- Minimum of five years of successful enterprise software sales experience within the U.S. Public Sector, DoW, Federal System Integrator, or related federal marketplace.
- Proven track record of achieving revenue targets and closing complex software platform opportunities.
- Experience developing strategic account plans and managing large, complex customer relationships.
- Understanding of federal procurement environments, partner ecosystems, and program-based sales motions.
- Experience identifying, developing, and managing relationships with Federal System Integrators, channel partners, and technology alliance partners.
- Ability to communicate effectively with executive, technical, operational, acquisition, and program stakeholders.
- Understanding of data protection, cyber resilience, storage, infrastructure, cloud, or security technologies.
- Strong consultative selling, presentation, negotiation, and relationship-building skills.
- Ability to work independently while leading cross-functional teams in a highly matrixed environment.
Responsibilities
- Achieve quarterly and annual revenue targets across assigned DoW accounts, Federal System Integrators, and strategic partner organizations.
- Develop and execute territory and strategic account plans that drive customer retention, account expansion, new logo acquisition, and long-term program growth.
- Maintain a high level of customer, prospect, and partner engagement through in-person and virtual meetings.
- Identify, qualify, and develop opportunities aligned to cyber resilience, mission assurance, cloud transformation, operational continuity, and infrastructure modernization initiatives.
- Build and maintain executive, technical, acquisition, and program stakeholder relationships within customer and partner organizations.
- Lead consultative sales engagements that align Commvault solutions to customer challenges, mission requirements, and strategic business objectives.
- Articulate compelling technical, operational, financial, and strategic value propositions that demonstrate measurable business outcomes, infrastructure optimization, and investment protection.
- Develop and execute Sell-To, Sell-With, and Sell-Through motions with Federal System Integrators, Value Added Resellers, alliance partners, and technology partners.
- Support partner capture efforts, proposal development, opportunity qualification, and strategic program pursuits.
- Lead cross-functional teams including Sales Engineering, Professional Services, Marketing, Contracts, Finance, Legal, and Partner organizations to advance opportunities through the sales cycle.
- Prepare and deliver customer presentations, executive briefings, business cases, and account reviews.
- Negotiate and close software, subscription, SaaS, and enterprise platform agreements in accordance with company policies and processes.
- Maintain awareness of federal market trends, acquisition strategies, emerging technologies, competitive dynamics, and Commvault solutions.
Benefits
- High income earning opportunities based on self performance
- Opportunity for Presidents Club
- New hire stock equity (RSU) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Sales qualification training in MEDDIC
- An inclusive company culture, opportunity to join our Community Guilds
- Generous global benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
