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Job #: R-00057943
Location: Reston, VA
Category: Account Management
Schedule (FT/PT): Full Time
Travel Required: Yes, 25% of the time
Shift: Day
Potential for Telework: Yes, 50%
Clearance: Top Secret/SCI
Referral Eligibility: Ineligible
Group: Corporate

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Job Description:

Job Description: U.S. Army & Joint Defense Strategic Account Executive.

Leidos has a career opening for a U.S Army & Joint Defense Strategic Account Executive (SAE), located at Leidos Global Headquarters, Reston VA.  This position is “mobility employment” eligible, whereby remote work is authorized and a local home address is not considered a condition of employment.

The SAE is the lead Leidos executive responsible for building, sustaining and advancing trusted relationships with strategic-level U.S. Army, Joint Military, Department of Defense and other Federal Government officials’ assigned U.S. National Security and National Military strategy and policy roles and responsibilities.  The candidate will serve as the senior Leidos executive responsible for customer relationships and engagements, and will be a key contributor to business development strategy to expand and grow Leidos business.  The candidate will communicate and collaborate extensively with Company technical matter experts, including CIO & CTO leaders internal to Leidos and its subsidiaries to develop strategies to serve the operational needs of the military customers as well as disrupt the traditional platform providers.  Finally, the SAE will work to identify customer IT and technology requirements and facilitate discussions to inform technology and capability development efforts, including Leidos Internal and Commercial R&D investments.

The SAE should be knowledgeable of, and maintain working relationships with, U.S. Army, Joint & Combatant Command senior leaders and decision makers, as well as concerning other senior executives and leaders across the Department of Defense, Intelligence Community and Federal Government.   Specifically, the SAE will seek to strengthen Leidos customer relations and enhance business growth across the company’s defense & intelligence portfolio of National Security programs, services and solutions.  The SAE must thoroughly understand key influencers and decision makers within the Department of Defense, including the Military Services and all Fourth Estate Agencies, the Intelligence Community, other Federal Government Agencies and strategic customers and partners with essential roles in U.S. military operations and matters.  The candidate must demonstrate a working knowledge of the roles and responsibilities of each Department/Agency, including where it concerns organizational design, acquisition and procurement, governance and funding mechanisms.  Additionally, the candidate will demonstrate significant career government and/or industry credentials including: executive-level leadership experience, extensive operational experience and background, a comprehensive understanding of current and evolving missions, operational concepts, policy, doctrine, acquisition and procurement, contracting and funding.

The position reports to SVP – Strategic Accounts & Government Relations.

Core Responsibilities:

General responsibilities include: identifying, qualifying, and supporting business capture, facilitating on-contract growth and capture on Army and Joint Service operations and programs where business opportunities exist; facilitating requirements development; marketing the full range of corporate capabilities; and maximizing internal collaboration as detailed by the following specific responsibilities:

Customer Relations:

  • Develop and strengthen a trusted relationship with Leidos customers while serving as the primary company executive representative to the customer.
  • Ensure a coherent, integrated Leidos message to the customer while promoting corporate capabilities and solutions to meet customer needs.
  • Build, improve and manage significant key individual customer relationships.
  • Promote and introduce corporate capabilities, technologies, services and solutions to the customer and be familiar with tech development efforts and with new and improved offerings.
  • Possess an in-depth understanding of the customer’s mission and Leidos services, solutions and products.
  • Possess an in-depth understanding of the account’s competitive landscape, including competitors and potential partners.
  • Develop and track a strategic-level Customer Engagement Plan, including regular, periodic meetings with strategically relevant customer contacts, decision makers and leaders.
  • Host senior customer visits to Leidos and arrange visits to customer sites, as appropriate.
  • Senior executive representative responsible for customer engagement and government relations related to customer matters, issues and concerns.

Strategic Communications:

  • Define Leidos to the customer by communicating the full breadth and depth of Leidos’ services and solutions that can support the customer’s mission.
  • Define the customer to Leidos P&L, Business Development stakeholders to ensure a comprehensive understanding of customer needs and trends.
  • Communicate account information horizontally across all Leidos Groups to aid in their business development and program execution.
  • Establish a collaboration and information reporting capability to support customer information and track emerging opportunities, issues and results.
  • Provide senior customers an avenue to communicate satisfaction/dissatisfaction with Leidos performance.
  • Communicate internally across Leidos by hosting monthly Account calls to facilitate planning and execution, disseminating customer information and tracking emerging opportunities, issues and results.

Strategic Planning:

  • Coordinate in creating, distributing and updating a strategic account management plan that shapes/supports corporate strategic and annual planning efforts for the customer.
  • Assess customer’s direction, trends and strategic opportunities in the 3-5 year time horizon providing results to strategic captures and campaigns, and to internal business and technology leaders.
  • Help develop new ideas and solutions to capture new business. Contribute to strategic planning by providing insights as to the evolution of and changes in joint defense, intelligence and federal government missions, acquisition, procurement and contracting approaches, and funding profiles.
  • Participate in identifying requirements and creating novel solutions for key U.S. Military partners and affiliated government agencies. 
  • Demonstrate critical thinking, assessment and analysis of published Army, Joint Service, DoD, IC and Federal government plans and strategy documents reflecting mission and business priorities and requirements.
  • Contribute to corporate Competitive Intelligence efforts by providing insights, assessments and recommendations on customer, partner and competitor activities, intentions and trends.
  • Coordinate and attend meetings with line management to identify and shape strategic approaches to the customer.

Portfolio Management:

  • Act as the primary point of coordination for any Leidos organization seeking entry into the account to develop business with the customer.
  • Facilitate identification of the right Leidos capabilities and resources for identified opportunities.
  • Actively contribute to the development of new ideas and solutions to capture new business to increase Leidos’ market share in the account.
  • Coordinate with line management to identify and resolve/mitigate OCI issues as they emerge.
  • Work with strategic, line and business development to identify future businesses we want to enter, in a way that precludes OCI concerns.
  • Work with designated capture and campaign teams to shape customer opportunities.
  • Identify specific growth opportunities, including merger & acquisition and teaming opportunities, within the customer base.
  • Contribute to opportunity preparation and capture strategy to include participation on “color” and review teams.
  • Grow the pipeline of qualified targets

General Account Oversight:

  • Manage all account-specific resources to the budgets established in the Account Management Plan.
  • Conduct customer assessments on contract/task performance and provide feedback to the line organizations.
  • Facilitate, with account line management, the resolution of any conflicting internal or customer-based issues.
  • Develop organization hierarchies, populate planned engagements and maintain Account-specific Customer Resource Management tool.

Required Experience, Education, and Skills:

  • Bachelor’s degree or equivalent and 20+ years of experience with extensive leadership, professional knowledge and job experience working for key government agencies or in an executive position of equal standing with another Defense Department or Intelligence Community agency.  MBA or equivalent Master’s degree preferred.
  • Service as former U.S. Military or within federal government Senior Executive Service.
  • Must possess extensive understanding of DoD and IC commands/agencies organization, doctrine, concepts and requirements.
  • Demonstrated ability to develop new and innovative ideas and solutions to address emerging missions and capabilities, leading to year over year business growth.
  • Ability to track changing needs and match Leidos' wide range of capabilities to these needs.
  • Proven ability to work in a complex, multi-faceted organization with a wide range of customer offerings.  Ability to develop/sustain government relationships at all levels.
  • Recognized thought and innovation leaders with excellent oral and written communication skills.
  • Desired personal attributes include: Self-Initiative, Self-Reliance, Team-Player, Strong Social Skills, Excellent Problem Solving Skills, Well-Developed Personal and Professional Network
  • Must have a TS/SCI security clearance.

Pay Range:

COVID Response

Effective October 1, in order to enter Leidos facilities in the US and to attend Leidos business events outside our facilities, employees will be required to be vaccinated for COVID-19 or maintain proof of a negative COVID-19 test within 96 hours of entry.  Effective January 18, 2022, all Leidos employees must be fully vaccinated (2 weeks past final dose) unless they are entitled to a legal accommodation. If you are not vaccinated, please consider getting your COVID-19 vaccination as soon as possible. If you have any questions, please contact your Talent Acquisition POC. 

About Leidos

Leidos is a Fortune 500® information technology, engineering, and science solutions and services leader working to solve the world’s toughest challenges in the defense, intelligence, civil, and health markets. The company’s 43,000 employees support vital missions for government and commercial customers. Headquartered in Reston, Virginia, Leidos reported annual revenues of approximately $12.30 billion for the fiscal year ended January 1, 2021.  For more information, visit

Pay and Benefits

Pay and benefits are fundamental to any career decision. That's why we craft compensation packages that reflect the importance of the work we do for our customers. Employment benefits include competitive compensation, Health and Wellness programs, Income Protection, Paid Leave and Retirement. More details are available here.

Securing Your Data

Leidos will never ask you to provide payment-related information at any part of the employment application process. And Leidos will communicate with you only through emails that are sent from a email address. If you receive an email purporting to be from Leidos that asks for payment-related information or any other personal information, please report the email to [email protected].

Commitment to Diversity

All qualified applicants will receive consideration for employment without regard to sex, race, ethnicity, age, national origin, citizenship, religion, physical or mental disability, medical condition, genetic information, pregnancy, family structure, marital status, ancestry, domestic partner status, sexual orientation, gender identity or expression, veteran or military status, or any other basis prohibited by law. Leidos will also consider for employment qualified applicants with criminal histories consistent with relevant laws.

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