Federal Account Manager

Summary

Join OpenTeams, a leading AI company, as a Federal Account Manager. Drive revenue growth by leveraging strategic alliances with VARs and MSPs within the federal ecosystem. Manage key federal accounts and expand OpenTeams' presence across government agencies. The ideal candidate possesses extensive experience in federal sales, strong relationships within the reseller and MSP community, and a deep understanding of government procurement processes. Experience with open-source technologies is highly desirable. This role requires navigating complex procurement cycles and collaborating with internal teams. Success in achieving and exceeding federal sales targets is crucial.

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

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)