Global Account Manager - US Federal Government

Washington, DC, United States

DomainTools is looking for an experienced Global Account Manager to help enable DomainTools customers to see the highest value from our data services. The ideal candidate will be a proven relationship builder with a deep passion and curiosity about technology and demands the highest level of customer support.

You will use your extensive experience and consultative selling skills to communicate our solutions to a highly technical audience at some of the largest companies in the world. You will be responsible for maintaining relationships with our customers to drive high retention rates and successfully position DomainTools as a critical element in their security architecture.

You will be responsible for managing accounts from initial onboarding through securing renewals while also having responsibility for expanding and growing bookings within your accounts.

We want a collaborative and energetic individual that will drive superior customer engagement. This role will contribute to the overall go-to-market (GTM) team, work in a dynamic environment and deliver messaging and product feedback back into the rest of the organization.

Location : Greater Washington D.C. / Beltway

Compensation : $150,000 - $200,000 OTE (50/50 split)

Requirements

The Global Account Manager role includes but is not limited to the following responsibilities:

Manage the customer lifecycle including onboarding, adoption, consumption, and training for active contract customers once a formal hand off occurs from the Account Executive (AE) to ensure continued high retention rates.

Become a trusted advisor, customer advocate, driving relationships with key customers and creating new champions within accounts.

Drive expansion in your accounts, managing your sales process from prospecting to close including forecasting, opportunity qualification, and meeting quota targets associated with Upgrades, New Departments, and Lift within assigned Book of Business.

Maintain consistent customer engagement throughout the year through quarterly business reviews (QBRs), product roadmap and feature release updates, and product consumption updates.

Complete renewals on-time for all active contracts within assigned Book of Business

Independently conduct effective discovery calls with customers ideally leveraging Force Management Command of Message and Command of Sales (MEDDICC) customer engagement methodology.

Collaborate with the Sales team and other stakeholders to ensure the existing customer base is receiving the value they expected from their scoped and designed solutions.

Build, maintain, and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools' data, as well as the competitive landscape.

Utilize Salesforce and Vitally the Customer Success Software, to maintain accurate and timely customer engagements, customer health, pipeline management, opportunity management, and forecasting data.

Requirements 12+ years experience in global multinational account management roles working with technology solutions

Direct account experience working with the largest global organizations (Global F100) and country governments.

Direct experience with cybersecurity solutions, DNS specific experience preferred

SaaS offerings experience, with a proven track record of success in both retention and expansion specifically in U.S. Federal Governments.

Ability to influence key decision makers and to negotiate effectively based on value and time to close

An analytical approach to customer engagement, pipeline management, and improving overall customer success and support

Ability to multitask and manage multiple priorities effectively, collaborate internally to get things done and be accountable for your performance based on assigned goals.

Be available to travel during the year to represent DomainTools at trade events and shows to help drive pipeline growth and increase DomainTools brand presence

Deep knowledge in working across Fed Gov Agencies including but not limited to DoD, DHS, CISA.

Understanding of budgetary and contracting/procurement processes specific to government agencies.

Prefer Experience working with Federal Partners and system integrators

Meet or exceed role specific KPIs

Benefits

DomainTools is the global leader for internet intelligence and the first place security practitioners go when they need to know. The world's most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain, website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time.

DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits.

DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.