Principal Account Manager - Federal Civilian

Role Summary 

The Federal Account Manager is responsible for driving sustained revenue growth within existing U.S. Federal Government customers by increasing adoption, expanding solution footprint, and ensuring long-term customer value. This role owns the day-to-day execution of account strategies across assigned Federal agencies, with an emphasis on customer expansion, platform utilization, and renewal success. 

This role requires a customer-focused Federal sales professional with the ability to navigate complex government environments, engage multiple stakeholders, and execute disciplined account plans. Success will be measured by net revenue retention, expansion within existing customers, increased agency-wide adoption, and strong customer satisfaction. 

Key Responsibilities  

• Own and execute account strategies for assigned U.S. Federal customers, focused on driving adoption, expansion, and retention within existing agencies. 

• Drive revenue growth through increased platform adoption and expansion across programs, bureaus, and mission areas. 

• Manage renewals, contract modifications, and expansion opportunities to ensure strong net revenue retention and long-term customer relationships. 

• Develop and maintain multi-year account plans aligned to Federal mission priorities, IT modernization initiatives, and budget cycles. 

• Build and sustain strong relationships with Federal IT, cybersecurity, acquisition, program, and mission stakeholders at multiple levels. 

• Serve as the primary executive point of contact for assigned accounts, ensuring alignment between customer objectives and solution outcomes. 

• Partner closely with Account Technology Specialists, along with Channel and Alliance partners organizations to drive adoption and value realization. 

• Maintain disciplined pipeline management, deal execution, and forecasting accuracy across expansion and renewal opportunities. 

• Navigate Federal procurement processes, compliance requirements, and contracting vehicles to support timely customer outcomes. 

• Provide customer feedback and market insights to inform go-to-market strategy, product roadmap priorities, and adoption programs. 

Required Qualifications 

• 7+ years of experience managing or selling enterprise technology solutions into U.S. Federal Government customers. 

• Demonstrated success driving adoption, expansion, and retention within existing Federal Civilian accounts. 

• Strong understanding of Federal procurement processes, acquisition cycles, and contracting vehicles. 

• Proven ability to manage complex, multi-stakeholder customer environments and long sales cycles. 

• Experience collaborating with technical teams, customer success organizations, and partners to deliver customer outcomes. 

• Strong communication, negotiation, and account planning skills. 

• Ability to operate effectively in secure, regulated Federal environments. 

• Bachelor’s degree required. 

Preferred Qualifications 

• Experience selling Citrix solutions or comparable enterprise platforms (e.g., VMware, Microsoft, AWS) within the Federal market. 

• Background in cloud, virtualization, networking, zero trust, or secure access technologies. 

• Experience leading growth initiatives during platform transitions, licensing changes, or go-to-market transformation. 

• Strong partner ecosystem experience across Federal system integrators and resellers.