Federal Security Account Manager

Company•Columbia, DC

10h•$280,000 - $300,000

About The Position

Federal Security Account Manager (DOD / Intelligence) About NETSCOUT Systems, Inc.: NETSCOUT SYSTEMS, INC. (NASDAQ: NTCT) is a market leader in real-time performance management and cybersecurity solutions for today’s most demanding carrier, enterprise, and government networks. We provide real-time, pervasive visibility, and insights customers need to accelerate, and secure their digital transformation. Our mission is protecting the global leaders of industry from the risks of disruption, allowing them to solve their most challenging network performance and security problems, ensuring the connected world runs safely and smoothly. The connected world is only as strong as the people who protect it. NETSCOUT Guardians are an elite force of trailblazers, innovators, and problem solvers who take on the responsibility of tackling the world’s most pressing network challenges. Position Summary The Federal Cybersecurity Sales Account Manager is responsible for driving NETSCOUT’s cybersecurity revenue across the Department of Defense and Intelligence Community. This role is focused on positioning and selling NETSCOUT’s cybersecurity portfolio while managing complex, mission-driven accounts. Although business is fulfilled through NETSCOUT’s Federal reseller ecosystem, this role retains direct account ownership, responsible for strategy, opportunity creation, pipeline development, and overall account success. The ideal candidate brings strong experience selling into DOD/IC organizations, understands cybersecurity mission requirements, and can orchestrate opportunities through Federal channels and systems integrators.

Requirements

5 + years of cybersecurity and/or networking sales experience, preferably with visibility, monitoring, packet forensics, analytics, or threat detection solutions.5+ years selling directly into the DoD and/or Intelligence Community, with established contacts and demonstrated success navigating mission-driven environments.
5+ years’ experience working with the Federal Channel including resellers, distributors, and large systems integrators.
Strong knowledge of Federal Contracting vehicles, GWACs, and the procurement dynamics unique to the DOD/IC Agencies
Proven track record of achieving and exceeding quota in complex, competitive enterprise or Federal sales environments.
Strong understanding of cybersecurity market trends, customer pain points, and solution positioning strategies.
Ability to independently manage large, complex accounts with long sales cycles and multiple stakeholders.
Demonstrated ability to source, hunt, qualify, develop, and close new business in both existing and whitespace accounts.
Active security clearance is preferred; candidates must have the ability to obtain and maintain a clearance if required.

Responsibilities

Position, message, and present NETSCOUT’s Cybersecurity portfolio to senior leaders, operators, and mission stakeholders across DoD and the Intelligence Community.
Deeply understand each customer’s cybersecurity challenges, threat landscape, mission priorities, and technology stack to align NETSCOUT solutions to their operational needs.
Control and execute account strategy while collaborating heavily with systems integrators, resellers, and contract partners across the Federal channel ecosystem.
Own and drive opportunities through all stages of the sales cycle—from discovery to technical validation to contract alignment to close.
Maintain a 5–7x quota pipeline through rigorous prospecting, whitespace development, and expansion within assigned accounts.
Support and lead RFI, RFP, and RFQ responses, including collaborative team coordination, proposal development, solution alignment, and pricing strategy.
Develop and manage quotes, pricing configurations, and channel partner submissions, ensuring compliance with Federal procurement requirements.
Conduct and participate in pre-sales engagements (customer discovery, solution positioning, demonstrations, evaluations) and post-sales engagements (customer success alignment, adoption, and expansion strategies).
Engage at multiple levels across customer organizations ("high and wide"), including SOC leadership, cyber operators, architects, procurement, and executive sponsors.
Work closely with Sales Engineers to ensure both pre-sales support and successful post-sales customer adoption.
Leverage DoD/IC procurement vehicles (GWACs, BPAs, IDIQs, OTs, etc.) to advance opportunities through the appropriate acquisition paths.
Build, strengthen, and coach relationships within key accounts to influence both technical and business decisions.
Adhere to NETSCOUT sales process, booking policies, forecasting standards, and ethical sales practices.
Substantial Travel within territory is required