Federal Account Manager - DOD

Checkmarx•Washington, DC

13d•$270,000 - $310,000

About The Position

Checkmarx delivers a FedRAMP "In Process” cloud-native AppSec platform purpose-built for federal agencies to empower secure, compliant development from the first line of code to cloud deployment. The platform enforces consistent policies, reduces tool sprawl, and provides full lifecycle risk visibility. With support for SAST, SCA, IaC, Container Security, Malicious Package Detection, and ASPM, Checkmarx One for Government helps agencies meet Zero Trust, NIST, and executive order mandates while streamlining AppSec operations across hybrid environments. The Opportunity Checkmarx is seeking a Strategic Account Manager to drive growth across Federal DOD (Air Force/Army) and Federal System Integrators. As a key member of our sales team, you’ll manage and expand strategic accounts, develop new business, and represent one of the most innovative leaders in Application Security.

Requirements

Proven track record of success selling Subscription, SaaS, and Cloud solutions to Federal DOD (Air Force/Army) and Federal System Integrators
Strong understanding and application of MEDDIC / MEDDPICC for opportunity qualification and deal management
Experience selling SaaS-based security or software security solutions
Demonstrated executive presence, professionalism, and excellent listening and communication skills
A true sales hunter with a proactive, results-driven mindset
High level of technical aptitude with proficiency in Microsoft Office, CRM, and Sales Force Automation (SFA) tools
Bachelor’s degree required
Willingness to travel as needed, primarily within the U.S.

Nice To Haves

Experience working in startup or international environments is a plus

Responsibilities

Develop and execute comprehensive sales and business plans for assigned accounts
Build and maintain strong, ongoing communication and relationships with target customers to manage expectations and drive engagement
Conduct strategic discovery sessions to uncover business needs, challenges, and growth opportunities
Establish and nurture trusted-partner relationships with key stakeholders across customer organizations
Understand and articulate each account’s vision, goals, and technology roadmap
Land, expand, and deepen customer relationships through effective account planning and execution
Manage and orchestrate complex sales cycles involving diverse business and technical stakeholders
Explore the full spectrum of business opportunities and relationships across the client’s organization
Leverage channel partners to identify, develop, and pursue new opportunities
Provide timely feedback and insights to internal teams to inform product, marketing, and strategy initiatives
Collaborate with cross-functional teams to broaden and strengthen account relationships
Partner with management to develop compelling proposals, pricing, and contracts
Build deep expertise in company solutions and effectively position their value to customers
Identify and recommend new solution opportunities or innovative approaches within target accounts
Stay current on industry trends, technologies, and competitive developments, and apply insights to customer engagements
Deliver engaging presentations and demonstrations that drive interest and expand account penetration
Maintain accurate and up-to-date account information and activity records in Salesforce
Represent the company at industry events, conferences, and trade shows as needed
Communicate account issues promptly and ensure timely resolution to maintain customer satisfaction
Regularly follow up with customers to measure satisfaction and identify upsell or cross-sell opportunities
Demo and close target clients on appropriate solutions to achieve or exceed sales goals