Manager, Government Accounts

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Manager, Government Accounts based in United States.** This role will lead strategic account development and business growth across U.S. Department of Defense and military markets. You will drive adoption of innovative fluid analysis and testing technologies across military organizations and maintenance environments. The position combines strategic planning, hands-on customer engagement, program management, and complex business development. You will build trusted relationships with military stakeholders, identify new opportunities, and translate customer needs into growth strategies. Working closely with engineering, product, operations, sales, and quality teams, you will help bring differentiated solutions to market. The role offers significant visibility across the defense ecosystem, including U.S. and international military markets. Based on the East Coast, you will play a key role in expanding strategic government accounts and achieving ambitious growth objectives. ### Accountabilities - Develop and execute strategic account plans for military and government customers in collaboration with senior sales and business development leadership. - Drive new business development across the Department of Defense, building relationships with stakeholders across branches, organizational levels, and military maintenance environments. - Manage account forecasts and sales plans to support targeted revenue and profitability objectives. - Take a hands-on approach to customer engagement by establishing credibility, trust, and long-term relationships with key decision-makers and end users. - Lead the development and management of customer proposals, including fixed-price, time-and-materials, and manufacturing-related opportunities. - Coordinate with engineering, operations, product management, sales channels, customer service, and quality teams to develop value-added solutions and expand existing and new accounts. - Provide market intelligence, including customer feedback, emerging trends, competitive activity, and opportunities for future product development. - Represent the organization at industry conferences, trade shows, professional events, and relevant social media channels to strengthen its position within military markets. - Manage relationships with consultants, industry experts, and other external stakeholders to support strategic account growth. - Lead complex projects by developing plans, coordinating cross-functional activities, communicating progress and changes, and ensuring delivery within established timelines and budgets. - Support financial planning and reporting activities, including forecasting, budgeting, and quarterly business reviews. ### **Requirements** - 10+ years of experience in the defense industry, with a demonstrated record of developing new business and strategic accounts within military markets across multiple branches and levels of the Department of Defense. - Experience with Foreign Military Sales programs is highly desirable. - Strong understanding of Department of Defense budgeting, procurement, and acquisition processes, with knowledge of legislative affairs considered an advantage. - Familiarity with military maintenance, repair, and overhaul practices, particularly within aviation environments. - Ability to quickly understand technical concepts related to analytical science, fluid analysis, and test and measurement technologies. - Knowledge of reliability, safety, and quality best practices. - Strong project and program management capabilities, including planning, execution, coordination, budget management, and timely delivery. - Proven ability to lead, influence, and develop cross-functional teams while aligning diverse stakeholders around shared objectives. - Excellent written and verbal communication, organizational, analytical, decision-making, and problem-solving skills. - Ability to prioritize high-impact activities, make timely decisions, and manage multiple strategic initiatives effectively. - Demonstrated experience leading complex contract negotiations and developing commercially sound agreements. - Strong business development mindset with the ability to identify opportunities, build relationships, and convert strategic prospects into long-term customers. - Willingness and ability to travel up to 50% as required. - Prior military service is a plus. - The position is based in the East Coast region of the United States, with a preference for candidates located in Massachusetts. ### **Benefits** - Opportunity to lead strategic growth initiatives across U.S. military and government accounts. - High-impact role supporting the adoption of advanced technology within defense and military maintenance environments. - Exposure to senior stakeholders across the Department of Defense, international military organizations, and the broader defense industry. - Significant cross-functional collaboration with engineering, product management, operations, sales, customer service, and quality teams. - Opportunity to influence product strategy through direct customer and market feedback. - Travel opportunities across the United States and potentially international markets in support of strategic accounts and industry events. - Opportunity to contribute to the expansion of established government programs and emerging defense technology initiatives.