Federal Account Sales Executive – Department of the Army

Huron Consulting Services•Washington DC, WA

13d

About The Position

Huron is a global consultancy that helps clients drive strategic growth, innovation, and transformation. Its Digital team provides professional services in partnership with technology alliance partners, delivering solutions across data and AI, cloud and emerging technologies, and digital modernization for public sector clients. The Federal Account Sales Executive drives growth for Huron’s Digital business by shaping market and account strategy, developing pipeline, and leading complex sales pursuits across Department of the Army clients. The role is the primary client executive for assigned Army accounts and leads the sales cycle from capture through contract close, including win strategies, opportunity qualification, deal shaping and pricing, and proposal development. The executive works with senior Army leaders, solution architects, delivery teams, and alliance partners to develop value propositions and pursuit materials, including proposals, oral presentations, and demonstrations. The role coordinates pursuit timelines and cross-functional contributions, facilitates reviews, and mitigates risks. It also supports a smooth transition to delivery and may remain involved after the sale to support project success, client satisfaction, and outcomes. In a matrixed environment, the position leads pursuits and contributes to the growth of Huron’s Army digital solutions. The position is responsible for growing and supporting Army business, with an origination goal of $10–16 million in sales during the first 2.5 years and an approximately $30 million pipeline across the Army, Army National Guard, Army Reserve, and affiliated commands and programs. The estimated base salary is $175,000–$225,000 USD. The role is eligible for annual incentive compensation; the estimated total compensation range including incentive opportunity is $218,750–$303,750 USD. Benefits include medical, dental, and vision coverage and other wellness programs.

Requirements

At least 6 years of experience selling digital solutions within the Federal Government.
Demonstrated experience and established relationships within the Department of the Army or affiliated defense commands, such as AFC, AMC, TRADOC, or FORSCOM.
Ability to activate executive-level relationships into qualified pipeline by identifying client priorities, shaping early-stage opportunities, and connecting digital capabilities to mission-driven needs.
Experience in public sector consulting with meaningful exposure to Army mission priorities, acquisition processes, or defense command structures.
Demonstrated success leading business development efforts within the Army or broader defense federal community.
Strong working knowledge of FAR, DFARS, and the federal budget and authorization process.
Proven, trust-based relationships within the Army community that can be activated to drive revenue growth.
Excellent written and verbal communication skills.
Ability to establish and maintain credibility with senior Army executive stakeholders, including SES-level, General Officer, or equivalent clients.
Ability to manage multiple initiatives of varying size and complexity.
Bachelor’s degree in a related field or equivalent experience.
Willingness to travel up to 50%.

Nice To Haves

Contracting relationships within the Army community.
Washington, DC–area location.
Demonstrated thought leadership through speaking engagements and/or publications.

Responsibilities

Grow and support Huron’s Department of the Army business.
Originate $10–16 million in sales during the first 2.5 years and build an approximately $30 million pipeline across Army-related organizations and programs.
Develop and execute go-to-market and account strategies for Digital solutions with targeted Army clients.
Build and qualify a robust pipeline focused on high-end Digital solutions.
Shape opportunities and elevate Huron’s brand through thought leadership, white papers, demonstrations, and related activities.
Serve as the sales solution architect for Army RFx responses.
Build and maintain strong relationships with Digital vendor sales teams.
Support oversight of active engagements, including project health and financial performance, as directed by industry leadership.
Serve as the executive client relationship owner within the Army and activate relationships to drive revenue growth.
Lead sales pursuits from capture through contract close, including win strategies, qualification, deal shaping, pricing, and proposal development.
Coordinate pursuit timelines and cross-functional contributions, facilitate reviews, and mitigate risks.
Collaborate with public sector industry leadership, federal market leaders, sales teams, and the Growth Enablement Team.
Support seamless handoff to delivery and, as appropriate, remain engaged after the sale to support project success, client satisfaction, and outcomes.
Mentor and develop consulting staff.