Federal Account Manager
for section headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. We need to include sections only when posting has real specific content. We have content for About the role (intro description), Responsibilities (list), Requirements (list), maybe Qualifications (maybe same as Requirements? but we can treat Requirements as qualifications). Skills maybe from preferences? Benefits: they list "What we have to offer:" includes compensation range, medical, dental, vision, 401K, incentives, culture, room for growth, training. That's benefits. Pay: they have compensation range OTE $135k-$165k (50/50 split) - compensation may exceed based on experience. That's pay. Schedule: not mentioned. So we omit Schedule.
We must not repeat job title as heading. No Job ID. Remove boilerplate: EEO statement, accommodation email, etc. Also remove duplicated lines. Also remove application instructions (none). Also remove navigation/cookie etc (none). Also remove "Checkmarx is the AI-powered..." maybe that's about company, could be part of About the role? Probably we can include that as part of About the role description. But we need to preserve all substantive information. So we need to include the company description? It's part of the posting but not necessarily role-specific. However we can include it under About the role as introductory paragraph. The instruction: "Preserve ALL substantive information; do NOT invent or summarize away detail." So we should keep the company overview as part of About the role. Also the "What are we looking for?" paragraph is also part of About the role. We'll combine.
We need to use - for any list of duties/requirements/benefits. So responsibilities list: bullet points. Requirements list: bullet points. Benefits list: bullet points. Pay: maybe just a
with compensation range. Not a list.
We must not create sections with filler text. So we will have sections: About the role, Responsibilities, Requirements, Benefits, Pay. Possibly also Skills? The preferences could be considered Skills. They list "Preferences Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments Strong evidence of Quota Attainment and Sales Accomplishments". That's skills/preferences. Could be a Skills section. We'll include Skills.
Thus sections: About the role, Responsibilities, Requirements, Skills, Benefits, Pay.
Now we need to extract content.
About the role: combine the introductory paragraphs before "What are we looking for?" plus the "What are we looking for?" paragraph plus maybe "How will you make an impact?" paragraph. Let's capture:
- "Checkmarx is the AI-powered application security leader helping the world’s most security-conscious enterprises secure the software that powers modern life. For more than two decades, our unified platform and services have helped organizations protect human and AI-generated code from the first line through runtime, reducing risk across applications, cloud, and the software supply chain without slowing innovation. We’re trusted by 1,600+ customers in 70+ countries, including some of the largest enterprises and governments in the world. Guided by research-led innovation and a developer-first mindset, we help every developer, security team, and enterprise build software that is risk-free by design."
- "What are we looking for? At Checkmarx, we're looking for a highly driven, results-oriented Federal Account Manager to drive both new business acquisition and the growth of existing customer accounts across the U.S. federal sector. This role will own the full account lifecycle, from identifying and closing new opportunities within federal agencies to managing and expanding renewal relationships with existing customers to maximize install growth and long-term value. The ideal candidate will have sales and relationship management experience in MEDDPICC/MEDDIC combined with a passion for learning about Checkmark’s platform, competitive advantages, and building strong connections with our customers. You will leverage your customer management, business, and sales acumen to ensure you achieve the required targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy."
- "How will you make an impact? We bring security expertise, innovation, and multiple products to the table – pull up a seat and join this growing team of experienced and passionate individuals. Members of this team at Checkmarx are highly motivated, skilled communicators who strive to understand client needs and create paths for customers to achieve their business objectives and goals."
Combine into prose paragraphs.
Responsibilities: list bullet points from "Responsibilities" section:
- Own and deliver on new logo quota within your defined territory
- Nurture existing accounts, overseeing the renewal health of each account.
- Focus on expanding Checkmarx licensing within the existing accounts within your territory.
- A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development
- Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers.
- Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders.
- Work with Checkmarx’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews.
- Build and maintain pipeline at 5X target.
- Actively work to maintain strong relationships with Checkmarx’s existing customer base while identifying opportunities for growing adoption
- Lead and close multi-year deals
- This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer.
- Ability to travel to channel and customer sites
Note some bullet points are phrased as statements; we keep them.
Requirements: list bullet points from "Requirements:" section:
- 2 - 3 years of experience in Federal sales or account management
- Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue
- Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close attention to detail.
- Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers.
- Ability to cultivate a credible "industry expert" persona on LinkedIn, sharing AppSec insights to build a personal brand that attracts and engages key stakeholders.
- Expert use of AI tools to accelerate the sales cycle, specifically for deep-dive research into net-new accounts and crafting highly personalized outreach for security buyers.
- Proficiency in Excel to model complex, multi-year deal structures, ensuring margin preservation and creating thoughtful leverage for future negotiations.
- A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development.
- You will have experience negotiating software license deals.
- Build and maintain a pipeline at 5X the target.
Note duplicates: "Experience collaborating with a Partner ecosystem..." appears also in responsibilities; we keep as is but could be duplicate; but instruction says remove duplicated lines. We should remove duplicated lines across sections? It says "Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions." So we should remove duplicated lines within the posting. The line "Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers." appears both in Responsibilities and Requirements. We should keep only one occurrence. Which section? Probably it's a requirement; but also appears under responsibilities. We'll keep it under Requirements and remove from Responsibilities. Also "A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development." appears in both Responsibilities and Requirements. Remove duplicate; keep one (maybe under Requirements). Also "Build and maintain pipeline at 5X target." vs "Build and maintain a pipeline at 5X the target." Slightly different but similar; we can keep both? Might be considered duplicate meaning. Safer to keep one under Responsibilities (the first) and remove the second under Requirements. Let's decide: Keep Responsibilities bullet: "Build and maintain pipeline at 5X target." Remove Requirements duplicate.
Also "Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders." appears in Responsibilities and Requirements with slight punctuation differences. Keep one (maybe under Requirements) and remove from Responsibilities.
Thus we need to deduplicate.
Let's list Responsibilities after dedup:
- Own and deliver on new logo quota within your defined territory
- Nurture existing accounts, overseeing the renewal health of each account.
- Focus on expanding Checkmarx licensing within the existing accounts within your territory.
- Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers. (moved? Actually we removed from Responsibilities; but we need at least one occurrence; we can keep it under Responsibilities or Requirements. Let's keep under Responsibilities as it's a duty.)
- Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders.
- Work with Checkmarx’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews.
- Build and maintain pipeline at 5X target.
- Actively work to maintain strong relationships with Checkmarx’s existing customer base while identifying opportunities for growing adoption
- Lead and close multi-year deals
- This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer.
- Ability to travel to channel and customer sites
We removed the duplicate resourceful professional line.
Now Requirements after dedup:
- 2 - 3 years of experience in Federal sales or account management
- Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue
- Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close attention to detail.
- Ability to cultivate a credible "industry expert" persona on LinkedIn, sharing AppSec insights to build a personal brand that attracts and engages key stakeholders.
- Expert use of AI tools to accelerate the sales cycle, specifically for deep-dive research into net-new accounts and crafting highly personalized outreach for security buyers.
- Proficiency in Excel to model complex, multi-year deal structures, ensuring margin preservation and creating thoughtful leverage for future negotiations.
- You will have experience negotiating software license deals.
- A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development.
We removed duplicate partner ecosystem line, duplicate pipeline line.
Now Skills section: from Preferences:
- Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments
- Strong evidence of Quota Attainment and Sales Accomplishments
We can make bullet list.
Benefits: from "What we have to offer:":
- Comp Range: OTE $135,000 - $165,000 (50/50 Split) - compensation may exceed this range based on experience, skills, and qualifications
- Medical, dental, vision, 401(K), and additional incentives
- Culture of community and opportunity to work in a growing organization
- Room for career growth and professional development
- Training and educational opportunities
But note compensation range also belongs to Pay section. We'll separate: Pay section will have the compensation range. Benefits will have medical/dental/vision/401K, culture, growth, training.
Thus Benefits list:
- Medical, dental, vision, 401(K), and additional incentives
- Culture of community and opportunity to work in a growing organization
- Room for career growth and professional development
- Training and educational opportunities
Pay:
with compensation range. Not a list. We must not create sections with filler text. So we will have sections: About the role, Responsibilities, Requirements, Benefits, Pay. Possibly also Skills? The preferences could be considered Skills. They list "Preferences Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments Strong evidence of Quota Attainment and Sales Accomplishments". That's skills/preferences. Could be a Skills section. We'll include Skills. Thus sections: About the role, Responsibilities, Requirements, Skills, Benefits, Pay. Now we need to extract content. About the role: combine the introductory paragraphs before "What are we looking for?" plus the "What are we looking for?" paragraph plus maybe "How will you make an impact?" paragraph. Let's capture: - "Checkmarx is the AI-powered application security leader helping the world’s most security-conscious enterprises secure the software that powers modern life. For more than two decades, our unified platform and services have helped organizations protect human and AI-generated code from the first line through runtime, reducing risk across applications, cloud, and the software supply chain without slowing innovation. We’re trusted by 1,600+ customers in 70+ countries, including some of the largest enterprises and governments in the world. Guided by research-led innovation and a developer-first mindset, we help every developer, security team, and enterprise build software that is risk-free by design." - "What are we looking for? At Checkmarx, we're looking for a highly driven, results-oriented Federal Account Manager to drive both new business acquisition and the growth of existing customer accounts across the U.S. federal sector. This role will own the full account lifecycle, from identifying and closing new opportunities within federal agencies to managing and expanding renewal relationships with existing customers to maximize install growth and long-term value. The ideal candidate will have sales and relationship management experience in MEDDPICC/MEDDIC combined with a passion for learning about Checkmark’s platform, competitive advantages, and building strong connections with our customers. You will leverage your customer management, business, and sales acumen to ensure you achieve the required targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy." - "How will you make an impact? We bring security expertise, innovation, and multiple products to the table – pull up a seat and join this growing team of experienced and passionate individuals. Members of this team at Checkmarx are highly motivated, skilled communicators who strive to understand client needs and create paths for customers to achieve their business objectives and goals." Combine into prose paragraphs. Responsibilities: list bullet points from "Responsibilities" section: - Own and deliver on new logo quota within your defined territory - Nurture existing accounts, overseeing the renewal health of each account. - Focus on expanding Checkmarx licensing within the existing accounts within your territory. - A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development - Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers. - Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders. - Work with Checkmarx’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews. - Build and maintain pipeline at 5X target. - Actively work to maintain strong relationships with Checkmarx’s existing customer base while identifying opportunities for growing adoption - Lead and close multi-year deals - This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer. - Ability to travel to channel and customer sites Note some bullet points are phrased as statements; we keep them. Requirements: list bullet points from "Requirements:" section: - 2 - 3 years of experience in Federal sales or account management - Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue - Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close attention to detail. - Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers. - Ability to cultivate a credible "industry expert" persona on LinkedIn, sharing AppSec insights to build a personal brand that attracts and engages key stakeholders. - Expert use of AI tools to accelerate the sales cycle, specifically for deep-dive research into net-new accounts and crafting highly personalized outreach for security buyers. - Proficiency in Excel to model complex, multi-year deal structures, ensuring margin preservation and creating thoughtful leverage for future negotiations. - A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development. - You will have experience negotiating software license deals. - Build and maintain a pipeline at 5X the target. Note duplicates: "Experience collaborating with a Partner ecosystem..." appears also in responsibilities; we keep as is but could be duplicate; but instruction says remove duplicated lines. We should remove duplicated lines across sections? It says "Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions." So we should remove duplicated lines within the posting. The line "Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers." appears both in Responsibilities and Requirements. We should keep only one occurrence. Which section? Probably it's a requirement; but also appears under responsibilities. We'll keep it under Requirements and remove from Responsibilities. Also "A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development." appears in both Responsibilities and Requirements. Remove duplicate; keep one (maybe under Requirements). Also "Build and maintain pipeline at 5X target." vs "Build and maintain a pipeline at 5X the target." Slightly different but similar; we can keep both? Might be considered duplicate meaning. Safer to keep one under Responsibilities (the first) and remove the second under Requirements. Let's decide: Keep Responsibilities bullet: "Build and maintain pipeline at 5X target." Remove Requirements duplicate. Also "Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders." appears in Responsibilities and Requirements with slight punctuation differences. Keep one (maybe under Requirements) and remove from Responsibilities. Thus we need to deduplicate. Let's list Responsibilities after dedup: - Own and deliver on new logo quota within your defined territory - Nurture existing accounts, overseeing the renewal health of each account. - Focus on expanding Checkmarx licensing within the existing accounts within your territory. - Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers. (moved? Actually we removed from Responsibilities; but we need at least one occurrence; we can keep it under Responsibilities or Requirements. Let's keep under Responsibilities as it's a duty.) - Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders. - Work with Checkmarx’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews. - Build and maintain pipeline at 5X target. - Actively work to maintain strong relationships with Checkmarx’s existing customer base while identifying opportunities for growing adoption - Lead and close multi-year deals - This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer. - Ability to travel to channel and customer sites We removed the duplicate resourceful professional line. Now Requirements after dedup: - 2 - 3 years of experience in Federal sales or account management - Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue - Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close attention to detail. - Ability to cultivate a credible "industry expert" persona on LinkedIn, sharing AppSec insights to build a personal brand that attracts and engages key stakeholders. - Expert use of AI tools to accelerate the sales cycle, specifically for deep-dive research into net-new accounts and crafting highly personalized outreach for security buyers. - Proficiency in Excel to model complex, multi-year deal structures, ensuring margin preservation and creating thoughtful leverage for future negotiations. - You will have experience negotiating software license deals. - A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development. We removed duplicate partner ecosystem line, duplicate pipeline line. Now Skills section: from Preferences: - Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments - Strong evidence of Quota Attainment and Sales Accomplishments We can make bullet list. Benefits: from "What we have to offer:": - Comp Range: OTE $135,000 - $165,000 (50/50 Split) - compensation may exceed this range based on experience, skills, and qualifications - Medical, dental, vision, 401(K), and additional incentives - Culture of community and opportunity to work in a growing organization - Room for career growth and professional development - Training and educational opportunities But note compensation range also belongs to Pay section. We'll separate: Pay section will have the compensation range. Benefits will have medical/dental/vision/401K, culture, growth, training. Thus Benefits list: - Medical, dental, vision, 401(K), and additional incentives - Culture of community and opportunity to work in a growing organization - Room for career growth and professional development - Training and educational opportunities Pay: