Senior Account Executive – Federal Civilian

Overview

Lead a strategic Federal Civilian (FedCiv) territory for Cloudera's Public Sector team, selling enterprise data, analytics and Private AI platform solutions to federal civilian agencies.

What you'll do

• Develop and execute a comprehensive territory strategy and business plan targeting key Federal Civilian agencies, driving net-new pipeline generation and expanding existing footprint.
• Lead complex, consultative sales cycles for Cloudera's enterprise Data, Analytics, and Private AI platform across multi-cloud and hybrid environments.
• Apply the MEDDPPICCC sales qualification methodology to manage pipeline, qualify opportunities, accurately forecast quarterly revenue, and accelerate deal velocity.
• Navigate federal procurement processes, working closely with contracting officers, prime contractors, System Integrators (SIs), and key channel partners across federal contract vehicles (e.g., SEWP, GSA, etc.).
• Orchestrate internal resources including Solutions Engineering, Value Management, Professional Services, Alliance Managers, and Customer Support to deliver seamless customer experiences and long-term mission success.
• Establish and nurture deep, trusted relationships with C-suite executives, senior agency decision-makers, and industry partners within greenfield and expansion accounts.

What you'll need

• 5–10+ years of direct, full-cycle enterprise software sales experience delivering technology solutions into the U.S. Federal Civilian market.
• Consistent history of meeting and exceeding annual quotas in complex, enterprise-level sales environments.
• Strong, demonstrated mastery of MEDDPPICCC (or MEDDIC) sales qualification and execution strategies.
• Bachelor's degree (BA/BS) or equivalent practical/military experience.

Nice to have

• Understanding of Data Management, Analytics, AI/ML, Open Source ecosystems, Database software, or Enterprise Application Integration.
• Network of existing relationships with System Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, General Dynamics), and government resellers in the FedCiv space.
• Familiarity with federal compliance and security frameworks (e.g., FedRAMP, FISMA, NIST, ATO processes).

Details

• Location: Maryland, United States (remote).
• Employment type and work mode as stated: remote.