This Account Executive serves as the senior sales lead responsible for driving growth, customer engagement, and strategic expansion for assigned accounts. This role owns the development and execution of the go-to-market strategy, aligned with Procentrix’s corporate objectives. The Account Executive leverages deep knowledge of DOW mission priorities, acquisition processes, and stakeholder landscape to identify, shape, and capture new business. They are the point of contact for key customers and partners, while aligning internal leadership, delivery, and capture teams to achieve growth objectives. Responsibilities include the following:
- Develop and execute the strategy for assigned account, including pipeline development, prioritization, and bookings targets
- Partner with capture for strategic opportunities, including shaping, win strategy, and proposal oversight
- Build and expand mission-focused relationships across DOW stakeholders and industry partners
- Guide customers on acquisition approaches using Procentrix contract vehicles (IDIQs, GWACs, BPAs)
- Negotiate and close new business as prime or subcontractor
- Partner with delivery, marketing, and business development teams to align capabilities with customer needs
- Maintain accurate pipeline and forecasting data within CRM systems
Required Skills
- 15+ years of experience leading federal sales and account growth within Service accounts or broader DOW
- Proven track record of driving measurable revenue growth, pipeline expansion, and contract awards for technology programs
- Demonstrated success leading end-to-end capture and sales activities, from opportunity identification and shaping through contract award
- Deep understanding of federal acquisition processes, including task order competitions under IDIQs, GWACs, and BPAs
- Experience developing and executing multi-year account strategies aligned to customer mission priorities and funding profiles
- Strong ability to shape opportunities through early customer engagement and position solutions prior to solicitation release
- Hands-on experience contributing to winning federal proposals, including solution development and participation in color team reviews
- Excellent negotiation skills with experience closing deals as a prime and subcontractor
- Strong executive-level communication, presentation, and stakeholder engagement skills
- Position is based in Herndon, VA with flexibility to work in a hybrid arrangement
Desirable Skills
- Existing relationships within Services, program offices, or buying organizations
- Experience selling digital transformation, data, or mission IT solutions within DOW
- Familiarity with Procentrix core capabilities