Major Account Executive, Existing Accounts (DC Area)

Akamai•Cambridge, MA

9h•$173,600 - $312,400•Hybrid

About The Position

Akamai supports the Department of Defense by securing digital properties and managing identity solutions for millions of users. Akamai seeks an executive to oversee customer renewals across the DoD Fourth Estate, Department of the Navy and Marine Corps. This role involves managing Akamai's accounts, ensuring contract renewals, expanding service adoption, and introducing new solutions. Responsibilities include collaborating with account teams and serving as the main commercial contact for customers throughout contract lifecycles.

Requirements

7+ years of enterprise technology sales or account management expertise, including 5+ managing DoD clients, with Navy or Marine Corps familiarity.
A track record of high renewal rates and of growing existing accounts year over year against quota.
Understanding of DoD contracting and budgeting, including period-of-performance renewals, option years, fiscal-year funding cycles, continuing resolutions and end-of-year spending.
Experience working through prime contractors, resellers and contract vehicles.
Ability to discuss DoD cybersecurity and modernization priorities, such as Zero Trust Strategy and ICAM, with technical and program audiences effectively.
An active U.S. Secret clearance (TS/SCI), or be able to obtain one.
A customer-first mindset, effective organization and the follow-through to manage many accounts and renewal dates at once.

Responsibilities

Managing renewals for existing customers while achieving retention and net revenue retention goals across specified agencies and military programs.
Managing the renewal calendar by forecasting timelines, aligning with budgets, and collaborating with stakeholders to ensure uninterrupted service continuity.
Expanding accounts by upselling, cross-selling, introducing new services, and identifying opportunities for the sales and capture team.
Running regular quarterly business reviews with customers, tracking customer health and satisfaction, and acting early on usage, budget or risk.
Collaborating with Technical Account Managers and Sales Engineers to maximize customer value and relaying feedback to Product Management.
Fostering and sustaining trusted relationships with program managers, CIO staff, mission owners, contractors, and systems integrators.
Maintaining accurate account plans, renewal forecasts and pipeline in Salesforce.