Role Description The Account Executive is responsible for growing and expanding strategic federal relationships, with a focus on deepening engagement, increasing share of wallet, and aligning solutions to evolving agency priorities. - Build and maintain strong account plans. - Drive expansion pipeline within existing agencies. - Consistently deliver against annual growth and retention targets. - Develop long-term relationships and identify expansion opportunities. - Align solutions to mission needs across multiple stakeholders and business units. - Partner cross-functionally to deliver differentiated, mission-aligned solutions. - Ensure high retention, client satisfaction, and continuity of service. What You'll Do - Own revenue growth, retention, and expansion across a portfolio of strategic federal accounts. - Develop and execute multi-threaded account plans to deepen relationships and expand footprint across agencies and departments. - Identify and drive expansion opportunities within existing accounts, including new use cases, additional teams, and cross-agency adoption. - Build and maintain relationships with key decision-makers and influencers across Communications, Public Affairs, Digital, Procurement, and Executive Leadership. - Serve as a trusted advisor, aligning solutions to agency priorities, mission objectives, and evolving requirements. - Lead renewal strategy and execution, ensuring continuity while positioning for long-term growth. - Partner with internal teams to deliver tailored solutions, executive briefings, and strategic recommendations. - Support and contribute to capture efforts within existing accounts, including RFIs, RFQs, and RFPs tied to expansion opportunities. Partner & Ecosystem Strategy - Develop and manage relationships with system integrators (e.g., Accenture Federal Services, IBM, Deloitte, Booz Allen Hamilton, Leidos, SAIC, GDIT). - Engage channel and contract partners (e.g., Carahsoft, Four Inc., SHI) to optimize access through contract vehicles, streamline procurement, and accelerate deal execution. - Collaborate with technology and data partners (OEM ecosystem) to enhance solution offerings and support integrated, mission-aligned use cases. - Execute across multiple federal go-to-market motions. - Maintain awareness of federal procurement processes, contract vehicles, and compliance considerations. - Monitor account health, usage, and outcomes to identify risks and growth opportunities proactively. - Maintain disciplined execution across forecasting, account planning, and pipeline management. Qualifications - Bachelor's Degree required. - 8+ years of relevant experience, with a strong emphasis on public sector account management, federal SaaS sales, or strategic advisory roles within government environments. - Demonstrated success in growing and retaining strategic accounts within government environments. - Experience managing complex, multi-stakeholder relationships across large organizations or agencies. - Familiarity with federal procurement processes, contract vehicles, and partner ecosystems. - Experience partnering with system integrators and navigating prime/subcontractor dynamics within federal sales environments. - Proven ability to identify and close expansion opportunities within existing accounts. - Strong proficiency with sales tools (e.g., Salesforce, Office 365, sales engagement platforms). - Excellent communication, presentation, and negotiation skills — especially in executive-level and mission-driven conversations. - Strategic mindset with the ability to align solutions to agency priorities and long-term initiatives. - Preferred: experience supporting large-scale transformation or modernization programs within federal agencies. - Understanding of Earned, Owned, and Social media landscapes. - Willingness to travel to client locations 20%–40% for in-person meetings and relationship development. Benefits - Inclusive environment where all employees can be their authentic selves. - Commitment to diversity, equity, and inclusion. - Equal opportunity employer. - Reasonable accommodations for individuals with disabilities.

• Own full-cycle enterprise sales, from self-sourced pipeline through close • Build and convert pipeline in a high-velocity, high-ACV environment (now ~$400K+ enterprise deals) • Lead technical, consultative conversations around AI-driven observability and data strategy • Sell into engineering, SRE, and data leaders solving problems at TB-scale • Drive $500K plus land-and-expand motions with multi-million dollar growth potential • Work cross-functionally with Snowflake teams to capitalize on the massive opportunity within the Snowflake ecosystem • Stay committed to growth: learn fast, apply quickly, adapt constantly.

• Serve as the primary point of contact for a global data center client, managing relationships at executive levels • Understand client’s technology roadmaps, digital transformation initiatives, cloud strategies and infrastructure requirements to position appropriate solutions • Maintain a technical literacy sufficient to engage in detailed conversation about power, cooling, compliance and sustainability in data centers • Develop and execute account plans that align with corporate growth objectives and revenue targets while ensuring relevance to the applicable client’s needs • Navigate a highly matrixed environment to ensure local and cultural relevance while driving global performance and growth • Coordinate with internal colleagues across technical and support functions to ensure seamless execution and client satisfaction throughout the development life cycle • Effectively influence without direct authority to mobilize resources and drive collaborative outcomes • Build high performing teams who overdeliver on client commitments, including contractual SLAs and uptime • Track industry developments to anticipate client needs and leverage JLL’s SMEs to support them proactively

• Exceeding Client Expectations Across the Portfolio • Create and execute comprehensive account plans for each client • Drive portfolio growth by articulating JLL's value proposition • Develop deep understanding of each client's data center strategy • Navigate and optimize performance across varied contract models • Participate in new business pursuits • Design and implement portfolio-wide performance tracking systems • Establish standardized KPIs and benchmarks • Generate regular portfolio performance reports and executive dashboards • Leverage data analytics to identify trends and optimization opportunities • Continuously assess the data center services landscape • Build business cases for service expansion • Maintain strong alignment with JLL Work Dynamics leadership • Foster collaboration across internal business units • Proactively identify operational, financial, compliance, and reputational risks • Build actionable and measurable career development plans for all direct reports • Present comprehensive annual account plans