Senior Technical Account Manager – Public Sector and Military

Senior Technical Account Manager – Public Sector and Military

Requirements

• 5+ years of experience in enterprise or key account sales, with a focus on complex, high-tech B2B environments.
• Proven success in working through long sales cycles that involve multiple decision-makers and perceived risk aversion.
• Demonstrated experience working with military, defense, or public sector clients.
• Strong understanding of government contracting, procurement frameworks, and compliance standards.
• Experience selling high-technology or transformational systems, with the ability to engage confidently with both military officials, public sector executives, and operational stakeholders.
• Strong business acumen, with the ability to understand and prioritize strategic client needs and pivot as necessary.
• High emotional intelligence (EQ) to build trust and adapt communication styles to varied audiences.
• Exceptional organizational and prioritization skills for managing multiple high-value accounts.
• Excellent written and verbal communication skills, with the ability to influence at all organizational levels.
• Willingness to travel up to 50%.

Responsibilities

• Develop and manage a portfolio of strategic accounts, driving growth and building high-value relationships with Military Officials, Public Sector, & C-level executives, while establishing credibility with mid-level operational leaders.
• Conduct comprehensive needs assessments and deliver customized solutions that clearly articulate the strategic value of our offerings.
• Lead the deal process, including client visits, proposal development, negotiation, and closing, while collaborating with Cobot’s internal teams to ensure successful outcomes.
• Collaborate with the VP of Technical Strategy to stay informed on industry trends, emerging technologies, and evolving customer needs, refining and enhancing sales strategies accordingly.
• Work closely with the VP of Customer Success to maintain and grow long-term client partnerships, positioning Cobot as a trusted advisor for high-impact, enterprise-wide solutions.
• Demonstrate the ability to read and adapt to various audiences, building trust and effectively aligning solutions to client goals.
• Maintain organized records in CRM systems, strategically manage the sales pipeline, and report performance metrics to the leadership team.

Preferred Qualifications

• 7+ years of experience in enterprise or key account sales, with a focus on complex, high-tech B2B environments.
• Security clearance or eligibility for clearance is a plus.
• Familiarity with DoD procurement cycles & systems, SBIR/STTR programs, government grant mechanisms & systems (fedRAMP, CMMC).
• Background in management consulting, large-scale automation sales, enterprise ERP, robotics, or manufacturing systems.
• Experience working with global enterprise clients or significant exposure to international business environments.
• Military or public sector experience, or exposure to diverse business environments, is a plus.
• A focus on building and nurturing long-term client relationships, emphasizing strategic impact over short-term gains.
• Robust business acumen applied at different levels of decision makers from senior management to technical architects.
• Familiarity with robotics, automation, and AI technologies, and the ability to engage senior leadership in meaningful discussions on these topics.
• Evidence of rapid career progression or success in dynamic, high-growth environments.