Federal SW Sales Account Manager

Quest Software • Maryland City, MD

2d

About The Position

Quest is seeking a Federal Software Sales Account Manager to join its Special Forces team in the DC/MD/VA region. The role focuses on selling Quest’s enterprise software solutions, including cybersecurity identity management, trusted data for AI readiness, and migration products, to customers in the federal ecosystem. The position calls for developing executive relationships, identifying mission-critical customer requirements, and building and closing large opportunities in a fast-paced, quota-driven sales environment.

The account manager will develop strategic account and action plans, align Quest solutions with customer value and return, and coordinate resources to address customer challenges. The role also involves expanding Quest’s presence within an installed customer base, increasing market share and bookings, and working collaboratively in a highly matrixed organization. Travel may be required as needed to support customers.

Requirements

• Must be a U.S. citizen.
• At least 5 years of successful experience in the federal ecosystem delivering enterprise software solutions in a fast-paced, quota-driven sales role.
• Excellent presentation, business, analytical, problem-solving, and communication skills, including the ability to communicate effectively with business and IT stakeholders at all levels.
• Strong prospecting skills.
• Proficiency with CRM tools; Salesforce.com is preferred.
• Strong written and oral communication skills, including cold calling, proposal preparation, presentations, and selling skills such as opening, probing, supporting, closing, and overcoming customer indifference.
• Knowledge of solutions and value-based selling techniques.
• Ability to sell to high-level executives using articulate value propositions.
• Strong teamwork skills and ability to work successfully in a highly matrixed environment.
• Willingness to travel as needed to support customers.
• Demonstrated tenure and success in roles of increasing responsibility and quota attainment.
• Demonstrated success driving large enterprise opportunities.
• Demonstrated success in highly qualified target opportunities to maximize use of available resources.
• Demonstrated proficiency working in a team environment to overcome challenges and deliver for customers.

Nice To Haves

• Bachelor of Science, Bachelor of Arts, or higher degree.
• Technical background.
• Active security clearance.
• Skill in leveraging CRM systems such as Salesforce.com.

Responsibilities

• Develop and maintain relationships with key executive-level decision-makers.
• Identify mission-critical requirements that can be addressed by the Quest solution portfolio.
• Prospect, develop, and close opportunities exceeding $1 million in the defined territory.
• Develop strategic account plans, mutual action plans, and value propositions to align Quest solutions with customer return.
• Recognize customer business challenges and drive or influence resources to address opportunities.
• Leverage the installed base to identify new opportunities, increase market share, and grow bookings.
• Travel as needed to support customers.

Benefits

• Competitive pay, annual bonuses, and top-performer recognition.
• Comprehensive health, family, and retirement benefits.
• Flexible work options.
• Generous paid time off.
• Wellness programs.
• Professional growth through learning platforms, mentorship, and leadership programs.
• Employee Resource Groups and an Equality & Inclusion Council.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed