Account Manager

Accountabilities: You will manage the commercial health and growth of an established public sector account portfolio, combining proactive relationship management, technical collaboration, and disciplined sales execution. Your responsibilities will include: Own the retention, commercial performance, and overall health of approximately 50 public sector accounts. Monitor contract expiration dates, government funding windows, and fiscal year-end deadlines to anticipate renewal requirements and reduce retention risks. Lead quarterly business reviews (QBRs), evaluating platform utilization, system health, service-level agreement (SLA) performance, and future architecture needs. Collaborate with delivery consultants and engineering teams to identify and resolve operational challenges, adoption barriers, and technical issues ahead of renewal cycles. Identify and close expansion opportunities involving software licensing, ingestion capacity upgrades, additional workloads, and new platform modules. Develop and sell professional services engagements, including technical consulting, cloud migrations, architecture modernization, and custom implementation projects. Secure multi-year managed services agreements covering ongoing operations, administration, monitoring, and staff augmentation. Manage commercial opportunities from initial identification through technical discovery, solution scoping, proposal development, statement-of-work (SOW) preparation, negotiations, and contract execution. Partner with Solutions Architects and Sales Engineers on technical discovery, architectural assessments, and solution demonstrations. Translate government compliance requirements, logging challenges, and security directives into clear technical solutions and actionable project opportunities. Navigate public sector procurement processes, including state term contracts, cooperative purchasing agreements, GSA schedules, and sole-source justifications. Maintain accurate, audit-ready CRM records covering renewals, pipeline stages, contract values, and opportunity probabilities. Deliver reliable monthly and quarterly revenue forecasts while maintaining strong pipeline discipline. Requirements The ideal candidate combines extensive account management experience with technical knowledge of enterprise observability solutions and a strong understanding of public sector sales environments. Key qualifications include: Bachelor's degree from an accredited college or university. At least 5 years of professional experience in enterprise logging, SIEM, or observability environments, such as Splunk, Elastic, Datadog, or Microsoft Sentinel. Proven success in Account Management or Commercial Customer Success roles, with responsibility for both contract renewals and account expansion targets. Direct experience managing relationships and commercial agreements with state, local, and higher education (SLED) organizations or federal government accounts. Understanding of public sector procurement processes, government contracting requirements, and fiscal budget cycles. Solid technical understanding of SIEM and logging architectures, data onboarding, ingestion-volume sizing, and relevant compliance frameworks. Ability to independently lead initial technical qualification and discovery conversations. Excellent organizational skills and attention to detail, particularly in contract management, renewal tracking, and pipeline governance. Strong commercial judgment and the ability to manage complex opportunities involving multiple stakeholders and solution components. Preferred qualifications include: Splunk certifications, such as Splunk Core Certified Power User, Advanced Power User, or equivalent platform credentials. Experience structuring integrated commercial agreements combining software licenses, professional consulting services, and recurring managed services. Familiarity with public sector contract vehicles, including NASPO ValuePoint, GSA Schedule 70/MAS, OMNIA, and statewide master contracts. Benefits Full-time opportunity. Remote work arrangement, with the role based in the United States. Opportunity to manage a substantial portfolio of established public sector customers. Exposure to enterprise observability, SIEM, cybersecurity, and complex government technology environments. Collaboration with specialized technical, consulting, and delivery teams. Opportunity to drive strategic account growth through software, consulting, and managed services offerings.