Senior Major & Strategic Account Executive

Wolters Kluwer•Waltham, DC

1d•Hybrid

About The Position

The Senior Major & Strategic Account Executive serves as the primary leader for high-profile Federal Government accounts, driving growth through strategic account planning, business development, and customer engagement. The role uses expertise in federal acquisition processes, agency priorities, and procurement vehicles to identify, pursue, and close complex opportunities that align customer mission objectives with company solutions. It requires a deep understanding of federal buying cycles, stakeholder engagement, contract vehicles, and competitive positioning. The position works cross-functionally with sales, delivery, contracts, legal, and executive leadership teams to develop and execute account strategies that support long-term revenue growth and customer success. This is a hybrid position requiring weekly attendance at a designated Wolters Kluwer office. Applicants may also be required to appear onsite at a Wolters Kluwer office during the recruitment process. The role is eligible for commission, with a stated compensation range of $107,500 to $188,400 USD based on the primary position location. Actual base salary offers may vary based on factors including skills, experience, and hiring location.

Requirements

At least 7 years of progressive sales, business development, or strategic account management experience; Federal Government customer experience is preferred.
Bachelor’s degree in Business, Marketing, Public Administration, Government, or a related field, or equivalent relevant work experience.
Strong understanding of Federal Government procurement processes, acquisition regulations, contract vehicles, and agency buying behaviors.
Experience identifying and pursuing opportunities using market intelligence, procurement forecasts, agency engagement, and competitive analysis.
Ability to align customer mission requirements with business solutions that deliver measurable outcomes.
Demonstrated success managing complex Federal Government accounts and developing executive-level customer relationships.
Experience creating and executing account growth strategies across multiple stakeholders and buying centers.
Proven ability to expand wallet share and drive long-term customer retention.
Expertise in opportunity qualification, capture planning, proposal development, and strategic pursuit execution.
Proven track record of winning and growing complex, multi-year government contracts.
Strong pipeline management and forecasting capabilities.
Advanced negotiation skills and experience supporting federal contract awards, renewals, and expansions.
Exceptional verbal, written, and presentation skills, with the ability to influence customer and executive stakeholders.
Ability to lead strategic discussions and communicate complex business value propositions.
Strong financial, operational, and market analysis skills.
Ability to assess customer budgets, procurement trends, spending patterns, and competitive landscapes.
Experience using data and insights to inform account strategies and growth plans.
Proven ability to lead and influence cross-functional teams without direct reporting authority.
Experience coordinating sales, contracts, finance, legal, delivery, and executive stakeholders to achieve business objectives.
Ability to navigate complex organizational structures and drive alignment across internal and external partners.

Nice To Haves

Experience selling into Civilian, Defense, Intelligence Community, or Federal Healthcare agencies.
Knowledge of FAR, agency acquisition practices, GWACs, IDIQs, BPAs, Schedule contracts, and task-order procurement.
Demonstrated success managing large strategic accounts with annual revenue responsibility and growth targets.
Established network of Federal Government relationships and industry contacts.

Responsibilities

Develop and execute strategic account plans for assigned Federal Government agencies and departments to achieve revenue and growth objectives.
Build and maintain trusted relationships with agency leadership, contracting officers, program managers, procurement officials, and key influencers.
Identify, qualify, and capture new business opportunities by understanding agency missions, funding priorities, procurement forecasts, and emerging requirements.
Lead opportunity development activities, including account intelligence gathering, pipeline management, capture planning, and competitive positioning.
Oversee development of customer-facing proposals, solution strategies, pricing approaches, and business cases for contract pursuits.
Collaborate with internal delivery, solutions, finance, legal, contracts, and executive stakeholders to support customer engagement and service delivery.
Monitor customer satisfaction and business performance metrics, address risks, and identify account expansion opportunities.
Analyze market, contract, and customer data to refine sales strategies, forecast revenue, and improve win probability.
Lead executive briefings, Quarterly Business Reviews, strategic account reviews, and customer planning sessions.
Resolve complex customer issues and contractual challenges while maintaining customer relationships and business continuity.
Support marketing and business development initiatives, including industry events, agency engagement activities, and demand generation campaigns.
Negotiate high-value contracts, task orders, modifications, and strategic agreements within established company guidelines.