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Milestone Systems · 4 months ago

Key Account Manager - Federal Government

, , , VA 99999, US

Full-time

Hybrid

Senior Level, Lead/Staff

$190K/yr - $230K/yr

10+ years exp

Milestone Systems is a company focused on delivering open-platform video management solutions, and they are seeking a Key Account Manager for the Federal Government vertical. In this role, you will develop and grow strategic relationships across federal agencies while leading the go-to-market strategy and ensuring alignment with Milestone's growth objectives.

EventsInformation ServicesSoftwareTrainingVideo

Responsibilities

Serve as the strategic business leader and subject matter expert for the Federal Government vertical. Shape and execute vertical-specific strategies aligned with Milestone’s growth objectives

Build and grow trusted relationships with decision-makers across federal agencies, including procurement, operations, and IT/security leaders

Identify and pursue new business opportunities across the federal landscape. Own the full sales cycle from account mapping and opportunity creation to proposal development, value positioning, and close

Demonstrate deep experience working within IDIQs, GWACs, GSA schedules, and agency-specific contracting vehicles. Lead RFP responses and complex proposal submissions

Collaborate closely with key channel partners, consultants, and Milestone’s internal overlay teams to deliver joint value and ensure consistent federal messaging and execution

Represent Milestone at key industry events, trade shows, and federal working groups. Drive awareness, thought leadership, and technology evangelism across the public sector ecosystem

Partner with Solutions Engineers, Channel Business Managers, Marketing, and Product teams to influence the roadmap, support enablement, and close vertical-specific gaps

Maintain a disciplined sales process, ensuring pipeline health and forecast accuracy via Salesforce. Track engagement activities, meeting reports as well as opportunity progression, and KPI attainment

Qualification

B2B sales experienceFederal procurement knowledgeStrategic account planningSalesforce experienceCross-functional team influenceNetworking within federal agenciesMilitary backgroundPublic safety experienceAdvanced degreeCertifications