Major Account Executive, New and Existing Accounts

Akamai Technologies

. Manage the DoD Fourth Estate territory, covering agencies and achieving new logo, expansion, and renewal targets .

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

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing enterprise technology sales within the Department of Defense Fourth Estate, focusing on account growth, client relationship management, and strategic collaboration with cross-functional teams. Proficient in navigating DoD procurement processes and understanding cybersecurity priorities to deliver tailored solutions.

Highest-signal resume keywords

Enterprise Technology SalesDepartment of Defense Fourth EstateDoD Cybersecurity and ModernizationCross-Functional Team LeadershipU.S. Secret Clearance (TS/SCI)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementBusiness DevelopmentSalesforceQuota AchievementClient Satisfaction

Soft Skills

Relationship BuildingStrategic ThinkingCollaboration

Tools & Technologies

Salesforce

Certifications & Qualifications

U.S. Secret Clearance (TS/SCI)

Industry Keywords

DoD ProcurementOTAsIDIQsGWACsZero Trust Strategy

Tech Stack

Tools & technologies

CloudCyber SecurityTypeScript

About the role

Key responsibilities & impact

Manage the DoD Fourth Estate territory, covering agencies and achieving new logo, expansion, and renewal targets
Grow the installed base by protecting renewals, expanding existing programs and turning current services into enterprise-wide adoption
Identify, develop and secure new business opportunities with Fourth Estate organizations not currently partnered with Akamai
Lead the integrated account team by establishing strategy, conducting reviews and guiding resources toward valuable opportunities
Establish and nurture relationships with agency executives, program offices, mission owners, prime contractors and systems integrators
Navigate DoD procurement options, including contract vehicles, OTAs, cloud marketplaces and reseller channels, while collaborating with Federal Solutions teams
Maintain accurate account plans, pipeline and forecasts in Salesforce
Bring customer requirements back to Product Management
Develop and manage major-account relationships, ensure client satisfaction and achieve revenue objectives
Collaborate with internal teams to deliver tailored solutions for new and existing customers

Requirements

What you’ll need

8+ years in enterprise technology sales
5+ years specializing in Department of Defense Fourth Estate agencies
Track record of growing large existing accounts and closing new logo business against quota
Experience leading or coordinating a cross-functional account team of engineers, account managers and business development partners
Understanding of DoD cybersecurity and modernization priorities, including the DoD Zero Trust Strategy, ICAM, and secure delivery of applications across the DODIN
Knowledge of DoD acquisition, including OTAs, IDIQs, GWACs, prime contractors and resellers
Active U.S. Secret clearance (TS/SCI), or ability to obtain one
Ability to excel in long-cycle, mission-focused sales environments

Benefits

Comp & perks

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