Travel: Up to 50% as required
Job Type: Full-TimeRibbon Communications is seeking a high-performing Account Manager to lead growth in the U.S. Department of Defense (DoD) market. This is a strategic leadership role focused on driving sales of Ribbon’s optical, packet, and voice networking solutions across the federal government and its integrator ecosystem.You will manage the entire sales cycle, from strategy to execution, supporting both direct federal engagements and indirect sales through systems integrators and contractors. This is a unique opportunity to shape Ribbon’s presence in one of the most critical and complex segments in the industry.Key Responsibilities
- Lead sales strategy and go-to-market (GTM) initiatives for DoD and federal agencies.
- Manage full sales cycle: opportunity identification, qualification, proposal development, delivery, and follow-up.
- Collaborate cross-functionally with Sales Engineers, Marketing, Channel Sales, and Project Management to execute account plans and deliver value.
- Develop and maintain relationships with key decision-makers (VP level and above) in DoD and major systems integrators.
- Maintain CRM data (Salesforce) and provide regular updates to senior leadership.
- Represent Ribbon in federal and defense industry forums, contributing to thought leadership and market influence.
- 15+ years of experience selling complex networking and voice solutions into the U.S. Federal market.
- Deep understanding of optical transport, packet networking, voice switching, and session border control technologies.
- Experience working with or selling to the U.S. Department of Defense, especially Army or Air Force (preferred).
- Strong network of federal decision-makers and systems integrator partners.
- Familiarity with key federal procurement programs, contract vehicles, and JTIC certification processes.
- Proven ability to navigate long sales cycles and coordinate multi-stakeholder deals.
- Bachelor’s degree in Business, Engineering, or related field.
- Based in the Greater Washington, DC area or willing to relocate.
- Willing and able to travel 50%+ as needed.
- Federal sales bookings and revenue growth.
- Market share within DoD and federal integrator ecosystem.
- Expansion of turnkey network deployments and federal use cases.
- Strength of internal and partner team collaboration and execution.
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Please Note:
'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'
US Citizens and all other parties authorized to work in the US are encouraged to apply.
Ribbon Communications Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Ribbon Communications and has not been reviewed or approved by Ribbon Communications.
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Healthcare Strength — Healthcare coverage is presented as comprehensive alongside access to an Employee Assistance Program and global wellness initiatives.
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Leave & Time Off Breadth — Time off is described as generous, including standard PTO and a paid Global Day of Service for volunteering.
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Wellbeing & Lifestyle Benefits — Hybrid work and flexible schedules are emphasized, with wellbeing programming positioned as part of a broader support offering.
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What We Do
Ribbon Communications (Nasdaq: RBBN) delivers communications software, IP and optical networking solutions to service providers, enterprises and critical infrastructure sectors globally. We engage deeply with our customers, helping them modernize their networks for improved competitive positioning and business outcomes in today's smart, always-on and data-hungry world. Our innovative, end-to-end solutions portfolio delivers unparalleled scale, performance, and agility, including core to edge software-centric solutions, cloud-native offers, leading-edge security and analytics tools, along with IP and optical networking solutions for 5G. To learn more about Ribbon visit rbbn.com.
