Federal Account Manager

Sales & Capture United States





Position Title:

Federal Account Manager


Remote - US


Full-Time- Regular

FLSA Category:



We are actively seeking an experienced and highly motivated Account Executive who will be responsible for selling Tribalco integrated solutions into the Federal Government including Department of Defense and Civilian Agencies.  The successful candidate will identify, qualify, develop, and win new business within the targeted agencies leveraging our Army ITES-3S, NASA SEWP V, Seaport NXG, GSA Schedule 70/84, GTACS, DHS TACCOM and other contract vehicles.


Minimum Qualifications


  •        Strong background in selling into the Federal Market
  •        Strong domain knowledge specific to services components within the public sector with a minimum of 7 years of experience.
  •        Must possess knowledge and skills needed to successfully manage client engagements and make decisions that accomplish strategic objectives.
  •        Should have advanced skills in leadership, communication, negotiation, and conflict resolution.
  •        Applicant needs a strong background in strategic thinking, presentation and delivery skills, quantitative and analytical skills.
  •        Strong computer skills, experience working with Word, Excel, Outlook
  •        Must have an understanding of the government procurement process.




Orders Generation

  •        Prospect to identify new opportunities and lead efforts to develop account revenues and relationships 
  •        Identify opportunities for new and/or incremental business
  •        Build successful and profitable teaming relationships with key partners and suppliers
  •        Assist in proposal responses that target Tribalco’s services, while assembling teaming partners, securing protected pricing, developing win themes, etc.
  •        Establish procuring cause for $25M+ in net new orders
  •        Maintain pipeline of qualified opportunities (4x quota)


Account Management and Business Development

  •        Leverage existing customer relationships to drive business to one of Tribalco’s contract vehicles thru shaping efforts
  •        Create a sales plan and projections, including customer/account management and key areas of opportunity for new business
  •        Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities
  •        Use every customer interaction as a potential opportunity to develop more business within the account through incisive and effective questioning (Set and manage expectation)
  •        Coordinate development efforts with other BDMs and AMs to maximize growth potential
  •        Query and monitor lead databases and prequalify potential business opportunities
  •        Manage opportunities thru the internal sales process (gating process)
  •        Maintain real-time activity logs in Salesforce
  •        Work cooperatively across departments with Contracts, Finance, Operations and Marketing


Personal & Professional Development

  •        Keep up to date with technical and solutions information within the industry to provide the best solutions for customers
  •        Seek feedback from a variety of sources to improve performance and develop capability
  •        Continuously evolve personal and professional capability in line with business needs
  •        Specific Skills:
  •        Experience selling on NASA SEWP
  •        DoD sales experience
  •        Sales experience with IT solutions or other technical offerings
  •        Written & verbal communication skills
  •        Negotiating skills
  •        Ability to use Microsoft Office and contact management tools
  •        Ability to understand and analyze the details of an RFP/RFQ and translate these needs into proper win themes, winning teaming structures, etc.
  •        Experience using CRM tools



Education and Certifications

  •        Bachelor’s degree required
  •        Successful candidates will have seven plus (7+) years’ experience in selling technology solutions/products to the federal government demonstrating increasing levels of responsibility. 
  •        Military experience is a plus.



  •        Not required but a plus



  • Compensation is competitive and is commensurate with experience.
  • All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.
  • Tribalco is an equal opportunity employer.


About Our Company:
Tribalco is a global systems integrator providing C5ISR and tactical survival, rescue, and safety systems to military, federal civilian, and commercial customers around the world. Since 2004, Tribalco has delivered and supported innovative technologies that protect our nation from evolving cyber threats and improve the safety and survivability of our armed forces and critical infrastructure.
 Tribalco is a CMMI® Level 3 appraised organization and ISO 9001:2015 certified enterprise. As a named NSA CSfC Trusted Integrator, Tribalco is at the forefront of technology advancement in engineering and deploying NSA compliant solutions that enable customers to securely access and share classified data across commercial networks, often in extremely challenging environments.
 Tribalco is headquartered in Maryland and maintains offices in Florida, California, South Korea, Germany, Hawaii, Japan, the Middle East, and Africa. For additional information, please visit www.tribalco.com.