Sr Account Manager - Federal & Classified Markets
NEC Smart Cities, Arlington, Virginia, United States, 22201
Overview
Sr Account Manager - Federal & Classified Markets at NEC National Security Systems Location: Arlington, VA or D.C. area (with regular travel to federal customers and partners). Hybrid work location. Clearance: Active Secret clearance or higher required. The Opportunity
NEC National Security Systems (NSS) is seeking a hands-on, growth-oriented
Sr. Account Manager – Federal & Classified Markets
to lead revenue expansion and market leadership across U.S. Federal Law Enforcement, Defense, and Classified programs. This role represents a rare opportunity to scale a high-impact, differentiated portfolio— biometrics, facial recognition, video analytics, and anomaly detection —at a time of unprecedented federal investment in border security, identity management, and mission-critical analytics. This is not a “manage from the sidelines” role. The successful candidate will directly shape strategy, engage senior government stakeholders, close complex deals, and build a scalable go-to-market engine that positions NSS as a world-class leader in biometric and analytics solutions and leverage NEC’s $2B spend in R&D. Why This Role Is a Career Move
Own and scale a federal and classified business currently generating ~$16M, with clear line-of-sight to $20M+ in orders and $15M+ in revenue. Compete, and win, against large incumbents by selling solutions, not services, in a market hungry for innovation. Establish NSS as a category leader during a once-in-a-decade funding cycle across border security, law enforcement, and defense identity programs. Build long-term enterprise value by shaping partnerships, pilots, and flagship wins that define the company’s future. Success will be measured by
Year-One impact , not Day-One optics. What You’ll Do (Performance Objectives)
Drive Revenue Growth & Market Expansion Deliver federal and classified market growth by expanding existing DHS, DoD, and Intelligence Community relationships while opening new “white space” accounts. Shape, pursue, and close large, complex solution sales including pilot programs and bake-offs with long-term revenue potential ($50M–$100M total program value). Personally engage with senior decision makers to structure, advance, and close strategic opportunities. Build and Execute the Go-To-Market Strategy Define and execute a focused GTM strategy centered on NSS’s biometrics and video analytics differentiation. Identify priority agencies and mission areas (e.g., federal law enforcement, Army AIE and biometrics data management, public facing identity solutions). Establish and scale 2–3 strategic partner channels (e.g., major SIs, VARs, OEM alliances) to accelerate reach and deal velocity. Create Sales Excellence & Predictability Implement disciplined sales processes that improve pipeline health, deal shaping, and forecast accuracy. Lead CRM (Salesforce) optimization to support pipeline visibility, reporting cadence, and executive decision-making. Provide accurate, data-driven forecasts and clear insight into risks, opportunities, and competitive dynamics. Lead Strategic Presence & Industry Influence Serve as a visible industry leader for NSS in the federal and classified ecosystem. Represent the company at key industry events, customer forums, and partner engagements. Continuously monitor market trends, funding patterns, and competitive activity to inform strategy and executive leadership. Note: This list is intended as a guide and summary of typical functions. It is not exhaustive or permanent and may be amended at any time in the Company’s sole discretion. What Success Looks Like in Year One
By the end of the first 12 months, top performance will be demonstrated by: A materially stronger, well-qualified federal pipeline with clear near and mid-term wins. Measurable progress toward $20M in orders and $15M in revenue. At least one flagship “must-win” account significantly advanced or closed. A repeatable GTM and partner model that scales beyond individual heroics. Recognition internally and externally as a trusted federal growth leader. Ideal Background & Experience
10+ years of successful sales leadership selling large, complex solutions into U.S. Federal and Classified markets. Proven ability to sell technology-driven solutions (not just services), ideally in biometrics, identity, video analytics, sensors, or advanced security platforms. Demonstrated track record of closing strategic, multi-year federal programs. Experience leveraging strategic partnerships and system integrators to accelerate growth. Executive presence with exceptional communication, negotiation, and presentation skills. Education:
Bachelor’s degree required; MBA or advanced technical degree preferred. Security Clearance:
Active Secret clearance or higher required. Who Thrives Here
This role is best suited for a leader who enjoys being in the field with customers as much as shaping strategy. Is energized by ambiguity, white space, and creating demand where solutions are new. Thinks long-term about market leadership while delivering short-term results. Wants to build something meaningful, not just carry a number. Salary and Benefits: The anticipated salary range for this position is $150,000 to $180,000 with a target annual sales incentive of $110,000; depending on experience, the exact salary may fall outside the range. Eligibility to participate in the Company’s bonus/incentive programs. NEC NSS offers extensive benefits including health, dental, vision, life, disability, retirement plans, PTO, and more (see below for details). About NEC Corporation of America
Headquartered in Irving, Texas, NEC Corporation of America (NEC) is a leading technology integrator providing solutions that improve the way people work and communicate. NEC creates safety, security, fairness and efficiency to promote a sustainable world. NEC has a global team and a broad portfolio of solutions in communications, analytics, security, biometrics, and technology. NEC Corporation of America is an equal opportunity employer. We provide equal opportunities to all employees and applicants without regard to race, color, religion, national origin, sex, sexual orientation, age, marital status, disability, or veteran status. Nearest Major Market:
Arlington, Virginia Nearest Secondary Market:
Washington, DC Apply now »
#J-18808-Ljbffr
Sr Account Manager - Federal & Classified Markets at NEC National Security Systems Location: Arlington, VA or D.C. area (with regular travel to federal customers and partners). Hybrid work location. Clearance: Active Secret clearance or higher required. The Opportunity
NEC National Security Systems (NSS) is seeking a hands-on, growth-oriented
Sr. Account Manager – Federal & Classified Markets
to lead revenue expansion and market leadership across U.S. Federal Law Enforcement, Defense, and Classified programs. This role represents a rare opportunity to scale a high-impact, differentiated portfolio— biometrics, facial recognition, video analytics, and anomaly detection —at a time of unprecedented federal investment in border security, identity management, and mission-critical analytics. This is not a “manage from the sidelines” role. The successful candidate will directly shape strategy, engage senior government stakeholders, close complex deals, and build a scalable go-to-market engine that positions NSS as a world-class leader in biometric and analytics solutions and leverage NEC’s $2B spend in R&D. Why This Role Is a Career Move
Own and scale a federal and classified business currently generating ~$16M, with clear line-of-sight to $20M+ in orders and $15M+ in revenue. Compete, and win, against large incumbents by selling solutions, not services, in a market hungry for innovation. Establish NSS as a category leader during a once-in-a-decade funding cycle across border security, law enforcement, and defense identity programs. Build long-term enterprise value by shaping partnerships, pilots, and flagship wins that define the company’s future. Success will be measured by
Year-One impact , not Day-One optics. What You’ll Do (Performance Objectives)
Drive Revenue Growth & Market Expansion Deliver federal and classified market growth by expanding existing DHS, DoD, and Intelligence Community relationships while opening new “white space” accounts. Shape, pursue, and close large, complex solution sales including pilot programs and bake-offs with long-term revenue potential ($50M–$100M total program value). Personally engage with senior decision makers to structure, advance, and close strategic opportunities. Build and Execute the Go-To-Market Strategy Define and execute a focused GTM strategy centered on NSS’s biometrics and video analytics differentiation. Identify priority agencies and mission areas (e.g., federal law enforcement, Army AIE and biometrics data management, public facing identity solutions). Establish and scale 2–3 strategic partner channels (e.g., major SIs, VARs, OEM alliances) to accelerate reach and deal velocity. Create Sales Excellence & Predictability Implement disciplined sales processes that improve pipeline health, deal shaping, and forecast accuracy. Lead CRM (Salesforce) optimization to support pipeline visibility, reporting cadence, and executive decision-making. Provide accurate, data-driven forecasts and clear insight into risks, opportunities, and competitive dynamics. Lead Strategic Presence & Industry Influence Serve as a visible industry leader for NSS in the federal and classified ecosystem. Represent the company at key industry events, customer forums, and partner engagements. Continuously monitor market trends, funding patterns, and competitive activity to inform strategy and executive leadership. Note: This list is intended as a guide and summary of typical functions. It is not exhaustive or permanent and may be amended at any time in the Company’s sole discretion. What Success Looks Like in Year One
By the end of the first 12 months, top performance will be demonstrated by: A materially stronger, well-qualified federal pipeline with clear near and mid-term wins. Measurable progress toward $20M in orders and $15M in revenue. At least one flagship “must-win” account significantly advanced or closed. A repeatable GTM and partner model that scales beyond individual heroics. Recognition internally and externally as a trusted federal growth leader. Ideal Background & Experience
10+ years of successful sales leadership selling large, complex solutions into U.S. Federal and Classified markets. Proven ability to sell technology-driven solutions (not just services), ideally in biometrics, identity, video analytics, sensors, or advanced security platforms. Demonstrated track record of closing strategic, multi-year federal programs. Experience leveraging strategic partnerships and system integrators to accelerate growth. Executive presence with exceptional communication, negotiation, and presentation skills. Education:
Bachelor’s degree required; MBA or advanced technical degree preferred. Security Clearance:
Active Secret clearance or higher required. Who Thrives Here
This role is best suited for a leader who enjoys being in the field with customers as much as shaping strategy. Is energized by ambiguity, white space, and creating demand where solutions are new. Thinks long-term about market leadership while delivering short-term results. Wants to build something meaningful, not just carry a number. Salary and Benefits: The anticipated salary range for this position is $150,000 to $180,000 with a target annual sales incentive of $110,000; depending on experience, the exact salary may fall outside the range. Eligibility to participate in the Company’s bonus/incentive programs. NEC NSS offers extensive benefits including health, dental, vision, life, disability, retirement plans, PTO, and more (see below for details). About NEC Corporation of America
Headquartered in Irving, Texas, NEC Corporation of America (NEC) is a leading technology integrator providing solutions that improve the way people work and communicate. NEC creates safety, security, fairness and efficiency to promote a sustainable world. NEC has a global team and a broad portfolio of solutions in communications, analytics, security, biometrics, and technology. NEC Corporation of America is an equal opportunity employer. We provide equal opportunities to all employees and applicants without regard to race, color, religion, national origin, sex, sexual orientation, age, marital status, disability, or veteran status. Nearest Major Market:
Arlington, Virginia Nearest Secondary Market:
Washington, DC Apply now »
#J-18808-Ljbffr