Sr Account Manager - Federal & Classified Market

Company: NEC National Security Systems (NSS)

Reporting To: President

Location: Arlington, VA or D.C. area (with regular travel to federal customers and partners)

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

This position offers the chance to:

• 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)

1. 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.

2. 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.

3. 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.

4. 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.

This list is intended only as a guide and summary of the typical functions of the position. It is not an exhaustive or comprehensive list of all possible responsibilities, tasks, and duties to which the employee may be assigned. An employee’s supervisor may ask the employee to perform additional duties or take on additional responsibilities without notice. This list is neither complete nor 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.

The anticipated salary range for this position is $150,000 to $180,000 with a target annual sales incentive of $110,000; depending upon the selected candidate’s relevant experience, the exact salary for the role may fall outside of this range. This role will also be eligible to participate in the Company’s bonus/incentive program(s). NEC NSS offers an extensive benefits program and the role will also include, a Health Insurance package with options that include multiple Medical and Dental coverage options, Pharmacy Insurance, Vision Insurance, Life and Accidental Death and Dismemberment Insurance, Salary Continuation and Voluntary Long-Term Disability Coverage, an Employee Assistance Program (EAP), Adoption Assistance Program, 401(k) with a 50% match up to 6% of employee contribution, 15 PTO days, 10 paid sick days, 11 paid public holidays, Continuing Education and Tuition Reimbursement, 2 paid Community Service Days, a Travel Assistance Program, Pre-Paid Legal plans and half day Fridays. 

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 the social values of safety, security, fairness and efficiency to promote a more sustainable world where everyone has the chance to reach their full potential.

With a global team of 100,000, and 64,000+ technology patents, we deliver one of the industry’s strongest and most innovative portfolios of communications, analytics, security, biometrics, and technology solutions that unleash customers’ productivity potential. Through these solutions, NEC combines its best-in-class solutions and technology to solve today’s most complex business problems. NEC Corporation of America is a wholly owned subsidiary of NEC Corporation, a global technology leader with a presence in 140 countries and $27 billion in revenues. Backed by 123 years of innovation and experience, NEC knows what it takes to change and stay ahead of technology's continuous evolution. It is our capability to leverage decades of award-winning technologies and research that has enabled NEC to remain an Information and Communications Technology (ICT) leader and through problem resolution, bring new value to people, organizations, and society.

NEC Corporation of America and its subsidiaries is committed to the maximum utilization of all human resources and the goal of Equal Employment Opportunity/Affirmative Action. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, marital status, disability, genetic characteristics, height, weight, arrest record pertaining to misdemeanors or status as a Vietnam era or special disabled veteran, or any other class protected by applicable federal, state, or local laws.

EOE-Minorities/Females/Protected Veterans/Individuals with Disabilities.