Enterprise Global Account Manager

The US Federal Enterprise Global Account Manager - Info Scale is a senior sales role responsible for driving new and expansion revenue across a defined portfolio of US Federal Government agencies. This role focuses on helping agencies ensure continuous operations, cyber resilience, disaster recovery readiness, and infrastructure modernization for mission-critical systems.

You will own the full federal sales lifecycle and serve as a trusted advisor to government and contractor stakeholders responsible for availability, continuity of operations (COOP), and cyber recovery. Success in this role requires deep experience selling complex infrastructure software into federal environments and navigating multi-year procurement strategies.

The ideal candidate is a seasoned federal seller with strong executive presence, a history of closing seven-figure infrastructure or platform deals, and the ability to align technical resilience solutions to mission outcomes.

Key Responsibilities

• Own the end-to-end federal sales lifecycle for assigned agencies, from account planning and opportunity identification through negotiation, award, and renewal.

• Develop and execute account-based sales strategies aligned to agency missions, infrastructure priorities, and federal budget cycles.

• Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization
  .

• Build and deliver value-based business cases that demonstrate operational continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency.

• Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned territory.

• Serve as a trusted advisor to senior federal IT, infrastructure, operations, and cybersecurity leaders, articulating how Info Scale supports mission assurance and resilience mandates.

• Develop deep understanding of each customer's application landscape, infrastructure architecture, and resiliency requirements
  , including legacy modernization initiatives.

• Build and sustain strong relationships with government stakeholders, integrators, and channel partners involved in infrastructure and continuity programs.

• Navigate and manage complex federal procurement processes
  , including RFPs, IDIQs, GWACs, BPAs, and multi-year renewals.

• Orchestrate internal teams (Sales Engineering, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution.

• Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale obligations.

• Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.

• Take 360-degree ownership of territory execution while promoting a "win as a team" culture across internal and partner ecosystems.

Required Experience & Skills

• B.S. Degree of equivalent job experience

• 12+ years of enterprise sales experience within infrastructure software, availability, data protection, or resiliency solutions

• Significant experience selling into the US Federal Government
  , with a strong understanding of agency buying behaviors

• Proven track record of exceeding quota and closing large, complex, multi-year federal deals

• Deep familiarity with federal procurement processes
  , contracting vehicles, and budget cycles

• Experience selling through and with systems integrators and federal resellers

• Ability to build trusted relationships with senior government executives, program leaders, and technical decision-makers

• Strong understanding of federal priorities related to mission assurance, cyber recovery, COOP, and infrastructure modernization

• Demonstrated ability to quarterback complex, matrixed account teams

• Strategic mindset with strong account planning, opportunity management, and deal execution skills

• Comfortable navigating internal deal strategy, pricing, legal, and commercial approval processes

• Growth mindset with adaptability in dynamic federal environments

• Excellent verbal and written communication skills in English

• Ability to obtain or maintain a US Government security clearance may be required, depending on agency alignment

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.

NY generally ranges: $1-$CA generally ranges: $1-$All other locations fall under our General State range: $190,701-$286,052

Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.

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