Major Account Executive, New and Existing Accounts- DC Area

Akamai•Washington, DC

10h•$173,600 - $312,400•Hybrid

About The Position

This role involves leading hybrid sales efforts and overseeing a dedicated account team within Akamai's Public Sector team, which serves the DoD Fourth Estate. The position focuses on expanding existing Department of Defense accounts and securing new opportunities. The Major Account Executive will drive growth by developing and managing relationships with major accounts, ensuring client satisfaction, and achieving revenue objectives. This involves collaborating with internal teams to deliver tailored solutions, leveraging industry insights to identify opportunities, build trust, and maintain long-term partnerships.

Requirements

Demonstrate 8+ years in enterprise technology sales, including 5+ years specializing in Department of Defense Fourth Estate agencies.
Have a track record of both growing large existing accounts and closing new logo business against quota.
Have experience leading or coordinating a cross-functional account team of engineers, account managers and business development partners.
Understand DoD cybersecurity and modernization priorities, including the DoD Zero Trust Strategy, ICAM, and secure delivery of applications across the DODIN.
Be well-versed in DoD acquisition, including OTAs, IDIQs, GWACs and working through prime contractors and resellers.
Hold an active U.S. Secret clearance (TS/SCI), or be able to obtain one.
Excel in long-cycle, mission-focused sales environments where customer trust, technical credibility and persistence matter.

Responsibilities

Managing the DoD Fourth Estate territory, covering agencies, and achieving new logo, expansion, and renewal targets effectively.
Growing the installed base by protecting renewals, expanding existing programs and turning current services into enterprise-wide adoption.
Identifying, developing, and securing new business opportunities with Fourth Estate organizations not currently partnered with Akamai.
Driving the integrated account team by establishing strategy, conducting reviews, and guiding resources toward the most valuable opportunities.
Establishing and nurturing relationships with agency executives, program offices, mission owners, prime contractors, and systems integrators effectively.
Navigating DoD procurement options, including contract vehicles, OTAs, cloud marketplaces, and reseller channels, while collaborating with Federal Solutions teams.
Maintaining accurate account plans, pipeline and forecasts in Salesforce, and bringing customer requirements back to Product Management.