Major Account Executive, Existing Accounts

Akamai Technologies

. Manage renewals for existing customers while achieving retention and net revenue retention goals across specified agencies and military programs .

Posted 10/14/2026full-timeRemote • Massachusetts • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise technology sales and account management, particularly within the DoD sector, with a strong focus on customer retention, upselling, and contract management. Proven ability to navigate complex DoD contracting processes and maintain high customer satisfaction through effective relationship management.

Highest-signal resume keywords

Enterprise Technology SalesAccount ManagementDoD Contracting ExpertiseCustomer Retention StrategiesActive U.S. Secret Clearance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementRenewal ForecastingUpsellingCross-SellingDoD ContractingBudget ManagementSalesforceCustomer Health TrackingRisk ManagementCybersecurity Discussion

Soft Skills

Customer-First MindsetEffective OrganizationFollow-ThroughRelationship BuildingCollaboration

Tools & Technologies

Salesforce

Certifications & Qualifications

Active U.S. Secret Clearance

Industry Keywords

DoD ClientsNavyMarine CorpsZero Trust StrategyICAMFiscal-Year Funding CyclesContract VehiclesMission OwnersSystems IntegratorsQuarterly Business Reviews

Tech Stack

Tools & technologies

Cyber SecurityTypeScript

About the role

Key responsibilities & impact

Manage renewals for existing customers while achieving retention and net revenue retention goals across specified agencies and military programs
Manage the renewal calendar by forecasting timelines, aligning with budgets, and collaborating with stakeholders to ensure uninterrupted service continuity
Expand accounts through upselling, cross-selling, introducing new services, and identifying opportunities for the sales and capture team
Run regular quarterly business reviews with customers, track customer health and satisfaction, and act early on usage, budget or risk
Collaborate with Technical Account Managers and Sales Engineers to maximize customer value and relay feedback to Product Management
Foster and sustain trusted relationships with program managers, CIO staff, mission owners, contractors, and systems integrators
Maintain accurate account plans, renewal forecasts and pipeline in Salesforce
Serve as the main commercial contact for customers throughout contract lifecycles

Requirements

What you’ll need

7+ years of enterprise technology sales or account management expertise
5+ years managing DoD clients
Familiarity with the Navy or Marine Corps
Track record of high renewal rates and growing existing accounts year over year against quota
Understanding of DoD contracting and budgeting, including period-of-performance renewals, option years, fiscal-year funding cycles, continuing resolutions and end-of-year spending
Experience working through prime contractors, resellers and contract vehicles
Ability to discuss DoD cybersecurity and modernization priorities, such as Zero Trust Strategy and ICAM, with technical and program audiences
Active U.S. Secret clearance (TS/SCI), or ability to obtain one
Customer-first mindset, effective organization and follow-through to manage many accounts and renewal dates simultaneously

Benefits

Comp & perks

Equity awards
Employee Stock Purchase Plan (ESPP)
Healthcare
401K savings plan
Company holidays
Vacation in the form of PTO
Sick time
Parental leave
Employee assistance program
Mental and financial wellness support
Flexible work arrangements: at home, in an office, or a combination of both