Account Director Department of War/Department of Defense

Responsibilities

• Own the overall strategy, performance, and long-term development of the DoD/DoW account.
• Develop and execute an integrated account plan aligned with REI Systems’ corporate growth, delivery, financial, and customer objectives.
• Establish account-level goals for revenue, profitability, customer satisfaction, employee engagement, delivery performance, and growth.
• Partner with executive leadership to shape account priorities, market positioning, capability investments, and resource allocation.
• Maintain a comprehensive understanding of customer missions, organizational structures, budgets, acquisition strategies, contract vehicles, and emerging requirements.
• Ensure alignment across delivery, business development, capture, solution architecture, finance, contracts, recruiting, and corporate leadership teams.
• Serve as the primary executive relationship manager for senior government stakeholders across the account.
• Build trusted relationships with mission leaders, program executives, contracting officials, technical leaders, and other key customer stakeholders.
• Conduct regular customer engagement to assess satisfaction, identify unmet needs, and confirm REI Systems is delivering measurable mission value.
• Represent REI Systems in executive reviews, program governance meetings, customer briefings, industry engagements, and strategic account discussions.
• Proactively identify customer concerns and ensure timely resolution of delivery, staffing, technical, contractual, and relationship issues.
• Manage and help shape a high-value pipeline of $50M–$500M+ federal IT opportunities within the Department of Defense and broader defense agencies.
• Partner closely with the Account Business Development Director and Account Architect to execute the account growth strategy.
• Identify and pursue organic growth opportunities within existing programs and expand into new customers, mission areas, and contract vehicles.
• Maintain awareness of customer budgets, acquisition plans, recompetes, market activity, and emerging requirements.
• Participate in opportunity qualification, pre-RFP shaping, customer call planning, capture strategy, competitive analysis, teaming, solution development, and proposal planning.
• Provide account intelligence, delivery lessons learned, customer insights, and past-performance information to strengthen win strategies.
• Support development of price-to-win, Black Hat analysis, win themes, discriminators, call plans, and executive gate-review materials.
• Contribute to bid/no-bid decisions by assessing customer alignment, competitive positioning, delivery feasibility, staffing requirements, financial potential, and probability of win.
• Ensure successful transition from capture and proposal activities into program startup and delivery.
• Use AI-enabled tools to accelerate customer research, market intelligence, account planning, opportunity identification, and competitive assessment.
• Apply AI to analyze customer priorities, acquisition trends, contract data, delivery performance, and market activity.
• Improve the speed and quality of account artifacts, including account plans, customer profiles, opportunity assessments, performance reports, and executive briefings.
• Promote responsible and effective use of AI across account delivery and growth teams.
• Own account-level revenue, profitability, backlog, utilization, forecasting, and financial performance.
• Develop and execute annual operating plans, budgets, staffing plans, and financial forecasts.
• Monitor program revenue, margins, labor utilization, subcontractor costs, funding, and profitability.
• Partner with finance and program leadership to identify variances and implement corrective actions.
• Balance customer satisfaction, delivery quality, employee engagement, growth, and financial performance.
• Provide executive leadership with clear analysis and recommendations regarding account investments, financial risks, and growth potential.
• Build, lead, and sustain a resilient, inclusive, and high-performing account organization.
• Lead and mentor program managers, project managers, technical leaders, delivery leaders, and emerging account leaders.
• Develop leadership bench strength and succession plans for critical account and program roles.
• Partner with Talent Acquisition and Human Resources to attract, hire, onboard, retain, and develop qualified employees.
• Anticipate workforce needs based on delivery requirements, contract growth, expected attrition, and future opportunities.
• Promote collaboration, innovation, accountability, employee ownership, and continuous learning.
• Proactively identify delivery, contractual, financial, staffing, customer, security, operational, and reputational risks.
• Ensure significant risks are escalated with clear impact assessments, mitigation plans, owners, and timelines.
• Ensure programs comply with applicable federal contracting requirements, security obligations, quality standards, and company policies.
• Support internal audits, customer assessments, quality reviews, security reviews, and program evaluations.
• Collaborate with contracts, legal, finance, security, human resources, and quality teams to resolve compliance concerns.

Qualifications

• Bachelor’s degree in Business Administration, Information Technology, Engineering, Public Administration, Public Policy, or a related field.
• Minimum of 12 years of progressive experience in federal account management, program delivery, technology consulting, business development, or government contracting.
• At least 7 years of experience leading complex federal programs, portfolios, or customer accounts.
• Demonstrated experience supporting the Department of Defense, Army, Navy, Air Force, or related defense and national security organizations.
• Proven ability to lead client delivery, people management, account operations, financial performance, and business growth.
• Experience managing multiple complex programs, program leaders, technical teams, subcontractors, and business partners.
• Strong record of building trusted relationships with senior government customers and internal executives.
• Experience managing revenue, profitability, budgets, forecasts, staffing plans, and operational performance.
• Demonstrated success identifying and securing organic growth within existing federal programs.
• Experience supporting capture management, proposal development, competitive assessments, and strategic business development.
• Strong understanding of federal acquisition processes, government contracting, contract vehicles, and procurement practices.
• Experience in digital transformation, IT modernization, cloud, data analytics, AI/ML, cybersecurity, DevSecOps, or automation.
• Ability to travel to customer, partner, and REI Systems locations as required.