Senior Account Manager

Discover your career's true potential at Advanced Programs Inc. (API), leaders in national security solutions since 1969. Join a team where we focus on meaningful customer impact and practical, mission‑driven execution. Our environment enables people to grow while contributing directly to customer success.

API continues to advance national security capabilities by responding quickly to customer needs and building long‑term relationships across defense and intelligence markets. This role is a key part of that effort.

Position Summary

The Senior Account Manager serves as the primary customer lead for assigned U.S. defense and intelligence accounts. This role is responsible for owning customer relationships, driving revenue growth, identifying new opportunities, and ensuring alignment between customer requirements and API’s technical teams. The position requires someone who can operate independently, manage complex customer needs, and represent API in a senior, customer‑facing capacity.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Owns and manages key customer relationships, serving as the primary point of contact for assigned accounts.
• Develops and executes account plans focused on growth, customer retention, and long‑term opportunity development.
• Engages directly with customers to understand mission requirements, technical challenges, and program priorities.
• Leads the full sales lifecycle including qualification, pipeline management, capture efforts, and proposal coordination with internal teams.
• Works cross‑functionally with engineering, program management, operations, and leadership to ensure delivery expectations, documentation requirements, and compliance obligations are met.
• Oversees pricing, delivery commitments, and contract alignment by coordinating with the appropriate API personnel.
• Provides accurate forecasting of bookings and expected customer activity.
• Manages customer action items and ensures timely follow‑up across internal teams.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Bachelor’s degree or equivalent experience; 7–10 years of account management, business development, or customer engagement experience in defense, intelligence, or government contracting environments. Prior experience with State Department and managing multimillion‑dollar accounts or programs is strongly preferred.

Language Skills

Ability to interpret government regulations, technical documents, and contractual requirements. Ability to produce clear customer communications, proposals, and presentations. Ability to communicate effectively with customers, partners, and internal leadership.

Mathematical Skills

Ability to work with pricing models, discounts, financial projections, and other quantitative elements tied to customer proposals and forecasts.

Reasoning Ability

Ability to solve complex problems, interpret customer requirements, and work across multiple technical and operational domains. Ability to manage competing priorities and address issues with limited standardization.

Computer Skills

Proficiency with CRM tools, pipeline tracking, and Microsoft Office. Ability to understand and communicate basic technical concepts related to hardware and systems.

Other Skills and Abilities

Strong communication and relationship‑building skills. Ability to operate independently while ensuring cross‑functional alignment.

Other Qualifications

Familiarity with FAR/DFARS, ITAR, and government procurement processes. Strong customer presence and problem-solving skills, with experience supporting the Department of State required.

Certificates, Licenses, Registrations

Valid driver’s license. U.S. Citizenship is required due to government contract requirements. Ability to obtain and maintain a security clearance may be required.

Travel Requirements

This role requires both domestic and international travel, up to 25%. Travel will be driven by customer meetings, program reviews, on‑site support needs, and coordination with partners. Candidates should be able to travel independently and represent API effectively in customer‑facing environments.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; and sit. The employee is occasionally required to use hands to finger, handle, or feel and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

API offers a comprehensive benefits package, including 401(k) with matching, medical, dental, and vision plans, employee assistance programs, flexible spending accounts, company‑paid disability and life insurance, paid time off, and support for professional development and education.

API is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer. U.S. Citizenship is required for all positions involving government clearance or other restricted work.

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