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NETSCOUT · 5 days ago

FEDERAL SECURITY ACCOUNT MANAGER

City of Washington County, DC

Full-time

Onsite

Senior Level

$280K/yr - $300K/yr

5+ years exp

NETSCOUT Systems, Inc. is a market leader in real-time performance management and cybersecurity solutions for various sectors, including government networks. The Federal Security Account Manager is responsible for driving cybersecurity revenue across the Department of Defense and Intelligence Community, focusing on strategy, opportunity creation, and account success.

Computer Software

No H1B

U.S. Citizen Only

Responsibilities

Position, message, and present NETSCOUT’s Cybersecurity portfolio to senior leaders, operators, and mission stakeholders across DoD and the Intelligence Community

Deeply understand each customer’s cybersecurity challenges, threat landscape, mission priorities, and technology stack to align NETSCOUT solutions to their operational needs

Control and execute account strategy while collaborating heavily with systems integrators, resellers, and contract partners across the Federal channel ecosystem

Own and drive opportunities through all stages of the sales cycle—from discovery to technical validation to contract alignment to close

Maintain a 5–7x quota pipeline through rigorous prospecting, whitespace development, and expansion within assigned accounts

Support and lead RFI, RFP, and RFQ responses, including collaborative team coordination, proposal development, solution alignment, and pricing strategy

Develop and manage quotes, pricing configurations, and channel partner submissions, ensuring compliance with Federal procurement requirements

Conduct and participate in pre-sales engagements (customer discovery, solution positioning, demonstrations, evaluations) and post-sales engagements (customer success alignment, adoption, and expansion strategies)

Engage at multiple levels across customer organizations ('high and wide'), including SOC leadership, cyber operators, architects, procurement, and executive sponsors

Work closely with Sales Engineers to ensure both pre-sales support and successful post-sales customer adoption

Leverage DoD/IC procurement vehicles (GWACs, BPAs, IDIQs, OTs, etc.) to advance opportunities through the appropriate acquisition paths

Build, strengthen, and coach relationships within key accounts to influence both technical and business decisions

Adhere to NETSCOUT sales process, booking policies, forecasting standards, and ethical sales practices

Substantial Travel within territory is required

Qualification

Cybersecurity sales experienceDoD/IC sales experienceFederal contracting knowledgeAccount managementSales cycle managementActive security clearanceNetworking solutions knowledgeProposal developmentCustomer engagement

Required

5 + years of cybersecurity and/or networking sales experience, preferably with visibility, monitoring, packet forensics, analytics, or threat detection solutions

5+ years selling directly into the DoD and/or Intelligence Community, with established contacts and demonstrated success navigating mission-driven environments

5+ years' experience working with the Federal Channel including resellers, distributors, and large systems integrators

Strong knowledge of Federal Contracting vehicles, GWACs, and the procurement dynamics unique to the DOD/IC Agencies

Proven track record of achieving and exceeding quota in complex, competitive enterprise or Federal sales environments

Strong understanding of cybersecurity market trends, customer pain points, and solution positioning strategies

Ability to independently manage large, complex accounts with long sales cycles and multiple stakeholders

Demonstrated ability to source, hunt, qualify, develop, and close new business in both existing and whitespace accounts

Bachelors (or equivalent work experience)

Preferred

Active security clearance is preferred; candidates must have the ability to obtain and maintain a clearance if required

Benefits

Liberal vacation policy

Matching 401k plan

Tuition reimbursement

Medical

Dental

Domestic partner benefits

Company-paid life insurance

Short- & long-term disability & AD&D

Flexible Medical & Childcare Spending Account

Company

NETSCOUT

Glassdoor3.7

We provide the data that drives observability, fortifies cybersecurity, and keeps the world's most essential organizations resilient against disruptions of any kind.

Founded in 1984

Westford, MA, US

1001-5000 employees