Federal Account Manager

Summary

Join OpenTeams, a services marketplace connecting open-source software users with providers, as a Federal Account Manager. You will drive revenue growth by leveraging strategic alliances with VARs and MSPs within the federal ecosystem. This role requires managing key federal accounts, expanding our presence across government agencies, and navigating complex procurement processes. The ideal candidate possesses extensive federal sales experience, strong reseller and MSP relationships, and a deep understanding of government procurement. Experience with open-source technologies and government IT modernization is highly desirable. Location is Washington, DC Metro preferred, with remote work and travel as needed. US Citizenship is required.

Requirements

• 5+ years channel and/or direct selling experience selling SaaS solutions and services to the Federal marketplace
• Relevant software industry experience in Software AI systems, enterprise, or infrastructure management; preferably SaaS expertise
• Deep understanding of the Federal contract vehicle landscape
• Exceptional interpersonal, writing, and presentation skills
• Thrives in a fast-paced, high-growth, rapidly changing environment
• Able to work independently and remotely from other members of your team and corporate
• Proven experience working with VARs, MSPs, and government integrators
• Strong knowledge of federal acquisition vehicles, such as GSA, SEWP, CIO-SP, and OTAs
• Established relationships within the federal reseller and MSP ecosystem
• Understanding of AI, open-source software, and emerging technologies in government applications
• Demonstrated success in achieving and exceeding federal sales targets
• Ability to travel as required for federal and partner engagements
• US Citizenship

Responsibilities

• Develop and execute a federal account strategy to drive revenue growth through VARs and MSPs
• Identify, recruit, and enable strategic VAR and MSP partners to enhance AI and open-source adoption within federal agencies
• Manage relationships with federal customers, ensuring successful adoption and expansion of AI and open-source solutions
• Navigate complex procurement cycles, leveraging GSA schedules, OTAs, and other contract vehicles
• Collaborate with internal teams, including sales engineering, marketing, and legal, to drive go-to-market strategies
• Monitor and report on federal market trends, competitor activity, and partner performance
• Drive pipeline growth and meet/exceed revenue targets through effective account management
• Ensure compliance with all federal contracting requirements and regulations
• Manage and be the main point of contact for VARs as they engage in contract capture, RFP responses, and dedicated campaigns

Preferred Qualifications

• Experience working with defense, intelligence, and civilian agencies
• Technical background or familiarity with AI-driven and open-source solutions
• Active security clearance (or ability to obtain one)

Benefits

• You'll become an important part of a collaborative, remote-first team
• We strive to provide a working environment that gives you room to learn and grow