Federal Account Executive

The Opportunity

The Federal Account Executive (FAE) is responsible for driving revenue growth and market expansion across U.S. Department of Defense (DoD), Defense Agencies, and Federal System Integrators (FSIs) by aligning Commvault’s data protection, cyber resilience, and mission assurance solutions to operational, mission, and program outcomes.

This role operates at the intersection of enterprise IT, mission systems, and operational environments, engaging both end‑user warfighting organizations and prime and subcontracted system integrators that design, build, integrate, and sustain mission platforms. The FAE leads consultative, outcome‑based sales motions that support mission continuity, cyber survivability, compliance, and operational resilience across classified, unclassified, on‑prem, hybrid, and cloud environments.

The position requires the ability to sell strategic software platforms into complex federal environments while navigating program(s) capture cycles, partner ecosystems, and multi‑year mission programs.

**Candidates must live in the Washington, DC Metropolitan area in order to be considered for this role.**

 

What you’ll do…

• Achieve quarterly and annual revenue targets across Defense Agencies, Services, and aligned Federal System Integrators through direct end‑user sales and partner‑led programs.
• Own and execute territory and named‑account strategies aligned to DoD mission sets, program lifecycles, and integrator portfolios.
• Build deep relationships with FSI BD/Capture, program, solution engineering, and Sector Level leaders.
• Create sale campaigns into target accounts and closely coordinate company executive involvement with customer/prospect leadership.
• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Manage a matrixed sales team; liaison with clients, Deal Desk, inside sales, partners, channels, sales engineers, professional services, finance and legal to drive a prospect to close
• Establish and maintain a productive, professional relationship with key personnel in assigned customer/prospect accounts.
• Construct and deliver tangible business and mission cases at the CXO level including financial (ROI & TCO), technical and strategic value propositions.
• Prepare and present sales proposals and presentations to new and existing clients.
• Identify and build strategic relationships with partners and alliances and FSIs that have existing relationships and contracts with the assigned target accounts.
• Negotiate and close deals following the company’s practices and processes
• Ensure orders meet all legal and financial requirements.
• Maintain a high level of relevant industry, Commvault and competitive knowledge
• Plan, attend and coordinate executive briefings.
• Leverage internal sales tools and processes to drive opportunities to a successful close.

 

Who you are…

• Bachelor’s degree and proven sales experience in the US Department of Defense 4^th Estate Agency
• 10+ Years Serving U.S. Public Sector or Service with Demonstrated success selling enterprise software or platforms into DoD, Intelligence, or Federal Civilian markets.
• Demonstrable success in software sales at the enterprise level; selling six-and-seven figure deals and managing an integrated selling team
• Experience in the storage management and data protection industry
• Strong understanding of data protection, cyber resilience, storage, or infrastructure platforms in Federal Regulated and/or mission‑critical environments.
• Experience with federal IT, Defense Programs, mission systems, or operational technology environments.
• Excellent communication skills, persuasive, listening skills
• Background in IT infrastructure; SaaS Experience Preferred

 

Meet the Hiring Manager:  Josh Nickell – Director, Federal Sales FSIs

 

You’ll love working here because:

• High income earning opportunities based on self-performance
• Opportunity for Presidents Club
• Employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• Sales training in MEDDIC and Command of the Message
• Generous competitive benefits supporting your health, financial security, and work-life balance

 

Ready to #makeyourmark at Commvault? Apply now!

 

#LI-JM1