DomainTools is looking for an experienced Federal Renewal 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 the Federal space, 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 US Federal Agencies in the country. 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 working in an account team with an expansion manager to grow bookings and drive adoption/enablement within your assigned 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.

REQUIREMENTS

• 3+ years experience in US Federal account management roles working with security technology solutions
• Direct account experience working with the largest US Federal organizations
• Direct experience with cybersecurity solutions, DNS specific experience preferred
• SaaS offerings experience, with a proven track record of success in retention and relationship building
• Experience with Federal Contract Vehicles Product Vehicles Relevant to DomainTools - NASA SEWP V, ITES-SW2, 2GIT, CIO-CS, OTA, GSA MAS, GSA EIS, etc.
• Experience working with Federal Resellers (VARS) and Contract Holders. Top Federal VARs in the space include GuidePoint Security, ThunderCat Technology, Red River, RavenTek, FCN, ClearShark, Squadra Solutions, & many more. These contract holders are required for most Federal procurements, and a basic understanding of the Federal partner ecosystem is required.
• Understanding of how Federal System Integrators work and experience navigating their process
• Familiarity with SEWP V & SEWP V Contract Holders and contract/procurement process a plus
• 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 (minimal)
• Meet or exceed role specific KPIs
• Must be located in Northern VA, Washington D.C. or Maryland

• 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.
• Work closely with the expansion partner in your accounts, helping to manage the sales process and meeting quota targets associated with renewals and Lift within the 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
• 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, Clari and Gainsight, the Customer Success Software, to maintain accurate and timely customer engagements, customer health, pipeline management, opportunity management, and forecasting data.
  Total Compensation: $100,000 - $150,000 USD