Strategic Federal Customer Account Manager – Driving Revenue Growth & Long‑Term Partnerships in the Public Sector

About brighthush

brighthush is a global leader in high‑performance communications infrastructure, delivering mission‑critical bandwidth to the world’s most impactful organizations. With a 141,000‑mile network that spans North America and Europe, brighthush powers the innovations that transform our society. Our portfolio of services—dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access—empowers wireless and wireline carriers, media, technology, content, finance, healthcare, and other large enterprises to connect, collaborate, and compete at scale.

At brighthush, we believe that the future of connectivity is built on partnership, trust, and relentless focus on customer success. We are looking for a seasoned Federal Customer Account Manager to join our dynamic team and help us deepen relationships with U.S. Federal agencies, ensuring that our solutions continue to meet their evolving mission needs.

Role Overview

As the primary steward of brighthush’s Federal accounts, you will lead the post‑implementation relationship, safeguard recurring revenue, and champion customer continuity for large, complex Public Sector Federal accounts—including U.S. Federal Civilian departments, institutions, and related public‑sector organizations. You will be the strategic partner that aligns brighthush’s capabilities with agency priorities, procurement cycles, and funding mechanisms, driving renewals, expansions, and long‑term value.

Key Responsibilities

• Build and nurture executive relationships with Federal customers and their account teams, establishing trust and positioning yourself as the go‑to advisor for all connectivity matters.
• Develop multi‑year account plans that incorporate customer priorities, service needs, contract status, funding cycles, procurement timelines, competitive risk, and financial exposure.
• Own revenue protection by managing churn risk, executing renewals, and crafting expansion strategies that align with agency missions and technology roadmaps.
• Lead complex renewals and RFP/RFQ responses, coordinating cross‑functional teams to deliver compelling proposals and secure multi‑service, multi‑location contracts.
• Translate procurement dynamics into actionable account strategies, leveraging Federal contract vehicles, cooperative purchasing programs, and consortiums to accelerate renewals and growth.
• Mitigate churn through proactive forecasting, mitigation plans, and pricing discipline, balancing customer outcomes with margin, capital recovery, and long‑term account value.
• Negotiate contract adjustments such as savings, replacements, portability, migration, network redesign, relocation, decommission, and restructuring, ensuring alignment with procurement rules and customer needs.
• Provide commercial judgment on credits, ETL, portability, contract exceptions, rate increases, renewal pricing, and revenue treatment.
• Coordinate cross‑functional execution across Sales, Sales Engineering, Finance, Billing, Legal, Deal Management, Service Assurance, Service Delivery, Product, and Operations to meet customer expectations.
• Serve as a subject‑matter expert on brighthush services, aligning them with Federal requirements, procurement processes, and funding programs.
• Monitor market changes in funding, procurement, and technology, translating insights into proactive account strategies.
• Lead executive business reviews that focus on service performance, business priorities, upcoming procurements, renewal readiness, funding opportunities, and future network requirements.
• Mentor junior CAMs and contribute to renewal playbooks, training, negotiation practices, and operating standards for Public Sector and Federal accounts.

Essential Qualifications

• Minimum 6 years of experience in Customer Retention, Strategic Account Management, Client Services, Sales, or a comparable customer‑facing role; senior assignments typically require 8 + years.
• Proven track record managing large, complex Federal accounts, including Public‑Sector and Federal government organizations.
• Experience navigating the full Federal procurement lifecycle—from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff.
• Deep understanding of Federal contract vehicles (GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, task orders) and cooperative purchasing programs.
• Strong knowledge of Federal procurement processes, including RFP/RFQ development, formal bid processes, state contract vehicles, and education consortiums.
• Advanced expertise in renewals, retention, commercial negotiations, RFP/RFQ response, contract execution, and revenue preservation.
• Solid grasp of churn metrics, gross and net revenue retention, renewal performance, discount performance, and recurring‑revenue management.
• Experience in telecommunications or digital infrastructure is highly preferred.
• Executive‑level communication, presentation, negotiation, and facilitation skills, with the ability to build credibility across stakeholders from operational users to senior decision makers.
• Strong analytical, organizational, project‑management, and problem‑solving skills, managing complex timelines and competing priorities.
• Ability to collaborate effectively across Sales, Sales Engineering, Finance, Legal, Operations, Service Delivery, Product, and other cross‑functional teams.
• Bachelor’s degree or equivalent experience in Business, Sales, Public Administration, Federal, or a related field.
• Willingness and ability to travel as required by customer and business needs.
• U.S. citizenship required; must be able to obtain a Secret Clearance.

Preferred Qualifications

• Experience in a high‑growth, technology‑driven environment with a focus on large‑scale infrastructure deployments.
• Familiarity with advanced analytics tools and CRM platforms (e.g., Salesforce, NetSuite).
• Prior exposure to Federal procurement regulations such as FAR, DFARS, and OMB Circulars.
• Demonstrated success in leading cross‑functional teams to deliver complex, multi‑service contracts.
• Knowledge of emerging connectivity technologies (5G, edge computing, SD‑WAN) and their application in the Federal space.

Skills & Competencies

• Strategic thinking and long‑term account planning.
• Exceptional commercial acumen and negotiation prowess.
• Strong stakeholder management and influence skills.
• Data‑driven decision making and analytical rigor.
• Adaptability to fast‑changing priorities and ambiguous environments.
• Commitment to continuous learning and professional development.
• High emotional intelligence and customer‑centric mindset.

Career Growth & Learning Opportunities

At brighthush, your career trajectory is as expansive as our network. As a Federal Customer Account Manager, you will:

• Progress to senior leadership roles such as Senior Account Director, Vice President of Federal Accounts, or Chief Customer Officer.
• Gain exposure to strategic initiatives across the organization, including product development, go‑to‑market strategy, and global expansion.
• Participate in executive‑level mentorship programs, industry conferences, and specialized training in Federal procurement and telecommunications.
• Leverage brighthush’s learning platform to earn certifications in project management, negotiation, and Federal contracting.
• Collaborate with cross‑functional teams to shape the future of connectivity for the public sector.

Work Environment & Company Culture

brighthush fosters a culture of innovation, collaboration, and inclusion. Our remote‑first model empowers you to work from anywhere in the continental United States while staying connected to a vibrant community of professionals who share a passion for delivering world‑class connectivity solutions. We value:

• Transparency and open communication across all levels.
• Continuous improvement and data‑backed decision making.
• Work‑life balance, with flexible schedules and generous paid time off.
• Commitment to diversity, equity, and inclusion, ensuring every voice is heard.
• Recognition of achievements through performance bonuses and public acknowledgment.

Compensation & Benefits

Base Salary: $75,390 – $107,700 USD annually (depending on experience, location, and qualifications). In addition, you may be eligible for:

• Discretionary annual incentive plan for non‑sales roles.
• Sales incentive plan for sales‑aligned positions.
• Health, dental, and vision insurance plans.
• 401(k) retirement savings plan with company match.
• Generous paid time off policy, including paid parental leave.
• Professional development stipend and tuition reimbursement.
• Wellness programs, including mental health resources and fitness subsidies.
• Employee referral bonuses and recognition awards.

How to Apply

Ready to take the next step in your career and help shape the future of Federal connectivity? Join brighthush and become a pivotal partner in delivering mission‑critical bandwidth to the nation’s most important agencies.

Apply now and let’s build the future together.