[Hiring] Federal Account Sales Executive @Huron

Role Description

The Federal Account Sales Executive drives growth for Huron’s Digital business by shaping market and account strategy, developing pipeline, and leading complex sales pursuits across Department of the Army clients. This role serves as the primary client executive for assigned Army accounts, leading all aspects of the sales cycle from capture to contract close.

• Define win strategies, lead opportunity qualification, deal shaping and pricing, and proposal development.
• Collaborate closely with senior Army executives, solution architects, delivery teams, and alliance partners.
• Create differentiated value propositions and high-quality pursuit materials, including proposals, orals, and demonstrations.
• Ensure excellence in pursuit execution by managing timelines, coordinating cross-functional contributions, facilitating reviews, and proactively mitigating risks.
• Ensure a seamless handoff to delivery and may remain engaged post-sale to support project success, client satisfaction, and outcomes.
• Provide leadership across pursuits and contribute to the growth of Huron’s Army digital solutions.

Qualifications

• Effective communication skills and deep Army sales experience.
• Strong network within the Department of the Army, including the U.S. Army, Army National Guard, Army Reserve, and affiliated commands.
• Maintains market intelligence and drives business development outcomes.
• 6+ years of experience selling digital solutions within the Federal Government.
• Ability to activate executive-level relationships into qualified pipeline.
• Experience in Public Sector consulting with exposure to Army mission priorities.
• Demonstrated success leading business development efforts within the Army or broader defense federal community.
• Proven, trust-based relationships within the Army community.
• Excellent written and verbal communication skills.
• Ability to establish and maintain credibility with senior Army executive stakeholders.
• Demonstrated thought leadership through speaking engagements and/or publications.
• Ability to manage multiple initiatives of varying size and complexity.
• Experience in mentoring and developing consulting staff.
• Bachelor’s degree in a related field or equivalent experience.
• Willingness to travel up to 50%.
• Washington, DC–area location strongly preferred.

Requirements

• Originate $10-16M in sales in the first 2.5 years with a total pipeline expectation of approximately $30M.
• Develop and execute go-to-market and account strategies for Digital solutions with targeted Army clients.
• Build and qualify a robust pipeline focused on high-end Digital solutions.
• Shape opportunities and elevate the Huron brand through thought leadership, white papers, demonstrations, and related activities.
• Serve as sales solution architect for Army RFx responses.
• Build and maintain strong relationships with Digital vendor sales teams.
• Support oversight of active engagements, including project health and financial performance.
• Leverage deep, trust-based relationships within the Army enterprise.
• Collaborate closely with public sector industry leadership, federal market leaders, sales teams, and the Growth Enablement Team (GET).

Benefits

• Estimated base salary: $175,000 - $225,000 USD.
• Total estimated compensation range: $218,750 - $303,750 USD, including annual incentive compensation.
• Eligible to participate in Huron’s benefit plans, including medical, dental, and vision coverage.
• Participation in Huron’s annual incentive compensation program.