Fearless Solutions
Account Manager, Government Contracting (SEC)
Fearless Solutions, Baltimore, Maryland, United States, 21276
About Fearless DigitalFearless Digital builds software with a soul. As a division inside Fearless, we're part of its digital services integrator model to unlock the power of organizations, people and tech. Our division designs, engineers, and delivers digital solutions to solve problems and drive impact. Using iterative development cycles, we minimize risk for our customers and efficiently deliver intuitive and responsive technology. In this way, we help set the stage for tech to work better for people. That's not our only goal, though. We also strive to create a purple culture that makes our team members excited to come to work every day. We take a holistic approach to our people's well-being, and our culture and benefits are designed to support our people in working the way they like best. We encourage our people to pursue their passions, both in and out of the office. With flexible schedules, continuing education support, and a family-friendly work environment, we've created a culture that allows our team to thrive professionally and personally.Fearless believes in equal opportunity employment. We won't discriminate against any employee or applicant on the basis of race, gender, nationality, age, religion, disability, military status, or sexual orientation. As a company and as individuals, we're committed to providing an inclusive and welcoming environment for our team, our family members, our clients, our subcontractors, and our vendors.Fearless Digital BenefitsBenefits Eligibility:Full-time team members
are eligible
for benefits upon beginning employment at FearlessPart-time team members
are only eligible
for 8.75 days of safe & sick leaveInterns and 1099 team members are
not eligible
for Fearless benefits
Our people make us who we are. We believe that every member of the Fearless team has something to share, and we value the unique viewpoint you'll bring to our community. But we value your community, too, so we offer fulfilling work that stays in balance with the rest of life. Because everyone has different needs, desires, and goals, our benefits offer the choices and flexibility that our team members need to live well and succeed. Here are a few highlights of our benefits package, for
full-time team members, exclusively :Life-friendly schedulesFamily-friendly workplaceWe cover 100% of your premium for our medical HSA plan + the deductible portion of HSA contributions, 80% of your premium for our HMO or PPO plans, and offer competitive dependent coverage. We cover 100% of dental and vision premiums for you and your dependents and offer medical and dependent care FSA options. We also offer life insurance, short- and long-term disability coverage, and legal planning and support insurance.Tech, education / training, and wellness allowancesSafe Harbor 401(k) plan with employer contributions (current match = 4%) and immediate vestingReferral bonus: Bring your friends! If someone you refer is hired, you'll get a bonus of $6-12k!Total Pet PlanEmployee Assistance ProgramUp 12 weeks of FMLA paid at 100%PTO is provided to team members as a lump sum allowance, not an accrual. PTO is prorated based on your start date ( see table below ) on a quarterly basis (with tenure-based increases), 8.75 days of sick leave, 11 federal holidays, their birthday (8 hours), up to 15 days for jury duty, and up to 3 days (24 hours) of bereavement leave per eligible instance.
Start DatePTO AllocationAllocation Timing
Jan 1 - March 31100%January
April 1 - June 3075%April
July 1 - Sept 3050%July
Oct 1 - Dec 3125%October
CompensationOur Compensation System is designed to reward remarkable work, grow your impact and support the whole "you" over the course of your career.We believe in paying people fairly, so we've established a compensation model aimed to ensure everyone at Fearless - regardless of race, ethnicity, gender, sexual orientation, disability, religion, age, nationality, or negotiation skills - is given equal pay for equal work. Our approach to compensation is intended to ensure our total package serves all of your needs and includes base pay, medical and other benefits, performance rewards, 401k matching, plus a few perks (tech and wellness reimbursement programs)! Our salary ranges are determined based on role, level and location and provide team members salary growth within a salary grade over time. Team members automatically progress within a salary range through annual increases (given to reward service at Fearless) or merit increases (given to reward and individual's demonstrated performance and growth within the position). Fearless team members are also eligible for discretionary bonuses based on company performance.The salary ranges for this position based on location are listed below. The base pay range is subject to change and may be modified as a part of our annual salary range review.AL, FL, GA, TN Residents: $112,915 (min) - $146,789 (mid) - $180,664 (max)NC Residents: $116,407 (min) - $151,329 (mid) - $186,251 (max)DE, MD, PA, TX, VA Residents: $122,227 (min) - $158,896 (mid) - $195,564 (max)DC Residents: $137,360 (min) - $178,568 (mid) - $219,776 (max)CA, NY, NJ Residents: $142,016 (min) - $184,621 (mid) - $227,226 (max)
Location:
100% Remote
Employment Type:Full-timeSummaryThis role is accountable for every aspect of an agency or component within a Fearless business unit. This individual manages one or more programs, including projects within those programs, and is accountable for managing client relationships to ensure account growth and expansion through world class service delivery and in-depth knowledge of the customer's business.This role is accountable for every aspect of the Securities Exchange Commission business within the Civilian Solutions Group, Digital Services. This individual manages one or more programs, including projects within those programs, and is accountable for managing client relationships to ensure account growth and expansion through world class service delivery and in-depth knowledge of the SEC's business.Impacts:The Account Manager will use their strong knowledge of the SEC and project management to build strong relationships with customers, stakeholders, and individual contributors to:Develop strong relationships with clients by building trust to retain them over the long term. Ensure clients receive tailored services and solutions, leading to higher satisfaction and a better client experience. Promptly addressing client concerns and resolving issues helps maintain client satisfaction and prevent churn.Align different departments toward common client goals, fostering a collaborative work environment. Utilizes industry and management skills to boost team morale by ensuring that expectations and goals are clear for team members and stakeholders.Consistently identify opportunities to sell additional products or services to existing clients, driving revenue growth and increasing fearless ability to have a positive impact on our customer's mission. By understanding client needs, Account Manager helps expand the scope of services provided, leading to increased account value and greater mission impact. Ensuring high client satisfaction and successfully managing contract renewals helps secure recurring revenue and strong customer satisfaction.
Responsibilities:
Delivery of World Class Services & Customer Intimacy
Ensure fearless has a positive impact on the mission of our customers and the lives of the people they serve by ensuring fearless delivers world class products and services on time and on budget for every project we do
Influences:Makes themselves invaluable as trusted business advisors that their customers rely on to help them maximize the value customers provide to the people they serveBuilds credibility as a subject matter expert within and outside of the organization and field.Promotes buy-in among agency stakeholders for initiatives. Motivates staff and other stakeholders to support vision and goals.Serves as an advocate for the agency and team members to advance the organization's strategic direction and goals.Promotes the role of their function and Fearless in achieving the organization's mission, vision, and goals.Advocates for the implementation of evidence-based solutions.
Account Growth & Retention:Nurture, develop, and maintain existing accounts. Leverage existing contracts for up-selling and cross-selling. Actively troubleshoot and resolve issues, and expand customer networks.
Financial Performance:Manages account financial performance in line with top-level revenue, profitability, and gross margin targets, operating budget, staffing and contract burn rates
Evaluating Business Challenges and Risks:Partners with stakeholders to comprehend current and future challenges, identify needs and opportunities for improvement, and inform stakeholders about current and future threats and liabilities that could jeopardize successful outcomes.
Advising on Solutions:Guides other professionals, managers, and business unit teams in implementing related solutions.Works with business partners to overcome obstacles and implement solutions, providing follow-up and ongoing support to ensure their continued effectiveness.Provides ongoing support and solutions to business unit leaders on the organization's strategic direction.Works with leaders to overcome obstacles to implementing initiatives. Integrates solutions with related organizational processes, systems, and other business or management initiatives.
Team ManagementManages a team of Program Managers. by analyzing team data (such as forecasts and progress toward goals), ensuring achievement of metrics allocating resources and managing budgets, and attracting, selecting, onboarding, developing, coaching, motivating, promoting, and terminating team members.
Leadership DevelopmentDevelops and builds strong Program Managers through coaching and guidance on program and project management best practices, business and financial acumen, and communication methods.Conducts performance reviews and career planning, removes demotivating factors in the environment, and enhances collective team competencies.
Skills & Competencies:
A minimum of 8 years of demonstrated related experienceOperating and Managing:
This position requires advanced proficiency in organizing, planning, and executing tasks, making sound decisions, demonstrating judgment, continuous learning, and possessing expertise in a specific domain.Building Relationships and Influencing Others:
This position requires advanced proficiency to build relationships and networks, understand different perspectives, communicate effectively, and influence others to achieve.Reasoning and Strategic Thinking:
This position requires advanced proficiency in defining the opportunity/problem, conducting analysis, synthesizing and integrating findings, and developing strategies based on integrated analysis.Technology Awareness: A strong understanding of new IT developments, software, hardware, telecommunications, emerging technologies, their application to business processes, and implementing information systems to meet organizational needs.
CRM Software:
Proficiency in using Customer Relationship Management (CRM) tools to manage client data, track interactions, and monitor account performance.Data Analysis:
Ability to analyze data, generate reports, and derive insights that inform client strategies and decision-making.Product Knowledge:
Deep understanding of the Fearless' products and services, as well as how they can be tailored to meet specific client needs.
Project Management for Government Contracts: Ability to apply project management principles to plan, execute, and close government projects while ensuring timely delivery, budget adherence, and compliance with federal regulations.Budget Management:
Ability to manage client budgets, ensuring projects are completed within financial constraints.Financial Analysis:
Understand financial statements, ROI calculations, and other financial metrics relevant to client accounts.Cost Management:
Monitor and control costs associated with delivering services to clients.
Government Procurement Rules & Regulations: Knowledge of contracting officers, acquisition regulations, and levels of procurement for government agencies assigned to ensure the success of the organization and customer outcomesRisk Management:
Identify potential risks to project success and take proactive measures to mitigate them.
Strong and proven ability to influence and advise stakeholders through collaboration and recommend solutions to ensure business outcomes and support the organization's strategic direction and long-term goals.Strong Communication:
Shares opinions about important issues, regardless of risk or discouragement from others.Public Speaking:
Confidently present ideas, strategies, and reports to clients and internal stakeholders in meetings or presentations.Visual Communication:
Create and use visual aids, such as slides or infographics, to communicate complex information effectively.
Focus on Performance: Ensures high-performance standards and accountability across the organization by focusing the team on results, ensuring accountability, using metrics to measure performance, and operating and applying continuing improvement.Client-Centric Approach:
Always prioritize the client's needs and work to deliver the best possible experience.Proactive Support:
Anticipate potential client needs or issues and address them proactively.Commitment to Service:
Demonstrate a strong commitment to providing exceptional service and exceeding client expectations.
Stakeholder & Partner Management: Knowledge of the concepts, practices, and techniques used to identify, engage, influence, and monitor relationships with individuals and groups connected to a work effort, including those actively involved, those who exert influence over the process and its results, and those who have a vested interest in the outcome (positive or negative).Handling Change:
Ability to adapt to changing client needs, market conditions, and internal processes.Learning Agility:
Willingness and ability to learn new skills, tools, and industry trends as needed.Resilience:
Maintain performance and a positive attitude in the face of challenges or setbacks.
Required Skills and Experience
A minimum of 8 years of demonstrated related experiencePrior experience working with or supporting the Securities and Exchange CommissionDemonstrated experience working in a business development capacity and driving organic business growthDemonstrated experience working in a programmatic-level leadership role, leading federal government projectsDemonstrated experience leading the development and delivery of large digital transformation projects within federal government spaceDemonstrated experience of roles held with direct accountability for profit and loss outcomes as well as budget budget managementDemonstrated experience leading Program Managers, Project Managers, and or other Agile delivery leadersDemonstrated experience in leading change management efforts with team members, internal stakeholders, and customersDemonstrated experience in (independently)identifying and mitigating risks related to customer accountsMust possess strong written and verbal communication skillsDemonstrated strong proficiency using CRM tools such as: Salesforce, HubSpot, or other like-tool.Demonstrated ability to conduct deep data analysis and create visualizations to tell stories for internal and external stakeholders and customersProficient in government procurement regulations, best practices, guidelinesDemonstrated ability to create world-class, customer-centric solutionsBachelor's Degree
Highly Desired Skills and Experience
Experience supporting other civilian government agencies such as: Department of Veterans Affairs, General Services Administration, Centers for Medicare and Medicaid Services, Small Business Administration, or other.Proficiency with HubSpotActive Public Trust or higher security clearanceActive Project Management Professional Certification (PMP)
So, what's next?Over the years, we've honed our interview process to help ensure that every team member we hire is the right fit for us and that we're the right fit for them. If we think you're a good fit, we'll get in touch and start scheduling your interviews! Depending on the role's/project's requirements, the interview process may include some differences. At the minimumIntroductory Interview:
This is where you and your recruiter will build rapport, explore your career and educational background, discuss salary expectations, role requirements, and set expectations for the interview process, specific to the position of interest.Technical Interview (Skills Fit) : This is where we get into the nitty gritty of the project. During the Technical Interview, you'll be interviewed by the technical team to dig more into your background and technical capabilities.Business Interview:
At this point, you've made it to the final frontier! The Business Interview is when you'll meet with Fearless leadership to dot the i's, cross the t's, and determine whether or not we'll be moving forward with the hiring process.
are eligible
for benefits upon beginning employment at FearlessPart-time team members
are only eligible
for 8.75 days of safe & sick leaveInterns and 1099 team members are
not eligible
for Fearless benefits
Our people make us who we are. We believe that every member of the Fearless team has something to share, and we value the unique viewpoint you'll bring to our community. But we value your community, too, so we offer fulfilling work that stays in balance with the rest of life. Because everyone has different needs, desires, and goals, our benefits offer the choices and flexibility that our team members need to live well and succeed. Here are a few highlights of our benefits package, for
full-time team members, exclusively :Life-friendly schedulesFamily-friendly workplaceWe cover 100% of your premium for our medical HSA plan + the deductible portion of HSA contributions, 80% of your premium for our HMO or PPO plans, and offer competitive dependent coverage. We cover 100% of dental and vision premiums for you and your dependents and offer medical and dependent care FSA options. We also offer life insurance, short- and long-term disability coverage, and legal planning and support insurance.Tech, education / training, and wellness allowancesSafe Harbor 401(k) plan with employer contributions (current match = 4%) and immediate vestingReferral bonus: Bring your friends! If someone you refer is hired, you'll get a bonus of $6-12k!Total Pet PlanEmployee Assistance ProgramUp 12 weeks of FMLA paid at 100%PTO is provided to team members as a lump sum allowance, not an accrual. PTO is prorated based on your start date ( see table below ) on a quarterly basis (with tenure-based increases), 8.75 days of sick leave, 11 federal holidays, their birthday (8 hours), up to 15 days for jury duty, and up to 3 days (24 hours) of bereavement leave per eligible instance.
Start DatePTO AllocationAllocation Timing
Jan 1 - March 31100%January
April 1 - June 3075%April
July 1 - Sept 3050%July
Oct 1 - Dec 3125%October
CompensationOur Compensation System is designed to reward remarkable work, grow your impact and support the whole "you" over the course of your career.We believe in paying people fairly, so we've established a compensation model aimed to ensure everyone at Fearless - regardless of race, ethnicity, gender, sexual orientation, disability, religion, age, nationality, or negotiation skills - is given equal pay for equal work. Our approach to compensation is intended to ensure our total package serves all of your needs and includes base pay, medical and other benefits, performance rewards, 401k matching, plus a few perks (tech and wellness reimbursement programs)! Our salary ranges are determined based on role, level and location and provide team members salary growth within a salary grade over time. Team members automatically progress within a salary range through annual increases (given to reward service at Fearless) or merit increases (given to reward and individual's demonstrated performance and growth within the position). Fearless team members are also eligible for discretionary bonuses based on company performance.The salary ranges for this position based on location are listed below. The base pay range is subject to change and may be modified as a part of our annual salary range review.AL, FL, GA, TN Residents: $112,915 (min) - $146,789 (mid) - $180,664 (max)NC Residents: $116,407 (min) - $151,329 (mid) - $186,251 (max)DE, MD, PA, TX, VA Residents: $122,227 (min) - $158,896 (mid) - $195,564 (max)DC Residents: $137,360 (min) - $178,568 (mid) - $219,776 (max)CA, NY, NJ Residents: $142,016 (min) - $184,621 (mid) - $227,226 (max)
Location:
100% Remote
Employment Type:Full-timeSummaryThis role is accountable for every aspect of an agency or component within a Fearless business unit. This individual manages one or more programs, including projects within those programs, and is accountable for managing client relationships to ensure account growth and expansion through world class service delivery and in-depth knowledge of the customer's business.This role is accountable for every aspect of the Securities Exchange Commission business within the Civilian Solutions Group, Digital Services. This individual manages one or more programs, including projects within those programs, and is accountable for managing client relationships to ensure account growth and expansion through world class service delivery and in-depth knowledge of the SEC's business.Impacts:The Account Manager will use their strong knowledge of the SEC and project management to build strong relationships with customers, stakeholders, and individual contributors to:Develop strong relationships with clients by building trust to retain them over the long term. Ensure clients receive tailored services and solutions, leading to higher satisfaction and a better client experience. Promptly addressing client concerns and resolving issues helps maintain client satisfaction and prevent churn.Align different departments toward common client goals, fostering a collaborative work environment. Utilizes industry and management skills to boost team morale by ensuring that expectations and goals are clear for team members and stakeholders.Consistently identify opportunities to sell additional products or services to existing clients, driving revenue growth and increasing fearless ability to have a positive impact on our customer's mission. By understanding client needs, Account Manager helps expand the scope of services provided, leading to increased account value and greater mission impact. Ensuring high client satisfaction and successfully managing contract renewals helps secure recurring revenue and strong customer satisfaction.
Responsibilities:
Delivery of World Class Services & Customer Intimacy
Ensure fearless has a positive impact on the mission of our customers and the lives of the people they serve by ensuring fearless delivers world class products and services on time and on budget for every project we do
Influences:Makes themselves invaluable as trusted business advisors that their customers rely on to help them maximize the value customers provide to the people they serveBuilds credibility as a subject matter expert within and outside of the organization and field.Promotes buy-in among agency stakeholders for initiatives. Motivates staff and other stakeholders to support vision and goals.Serves as an advocate for the agency and team members to advance the organization's strategic direction and goals.Promotes the role of their function and Fearless in achieving the organization's mission, vision, and goals.Advocates for the implementation of evidence-based solutions.
Account Growth & Retention:Nurture, develop, and maintain existing accounts. Leverage existing contracts for up-selling and cross-selling. Actively troubleshoot and resolve issues, and expand customer networks.
Financial Performance:Manages account financial performance in line with top-level revenue, profitability, and gross margin targets, operating budget, staffing and contract burn rates
Evaluating Business Challenges and Risks:Partners with stakeholders to comprehend current and future challenges, identify needs and opportunities for improvement, and inform stakeholders about current and future threats and liabilities that could jeopardize successful outcomes.
Advising on Solutions:Guides other professionals, managers, and business unit teams in implementing related solutions.Works with business partners to overcome obstacles and implement solutions, providing follow-up and ongoing support to ensure their continued effectiveness.Provides ongoing support and solutions to business unit leaders on the organization's strategic direction.Works with leaders to overcome obstacles to implementing initiatives. Integrates solutions with related organizational processes, systems, and other business or management initiatives.
Team ManagementManages a team of Program Managers. by analyzing team data (such as forecasts and progress toward goals), ensuring achievement of metrics allocating resources and managing budgets, and attracting, selecting, onboarding, developing, coaching, motivating, promoting, and terminating team members.
Leadership DevelopmentDevelops and builds strong Program Managers through coaching and guidance on program and project management best practices, business and financial acumen, and communication methods.Conducts performance reviews and career planning, removes demotivating factors in the environment, and enhances collective team competencies.
Skills & Competencies:
A minimum of 8 years of demonstrated related experienceOperating and Managing:
This position requires advanced proficiency in organizing, planning, and executing tasks, making sound decisions, demonstrating judgment, continuous learning, and possessing expertise in a specific domain.Building Relationships and Influencing Others:
This position requires advanced proficiency to build relationships and networks, understand different perspectives, communicate effectively, and influence others to achieve.Reasoning and Strategic Thinking:
This position requires advanced proficiency in defining the opportunity/problem, conducting analysis, synthesizing and integrating findings, and developing strategies based on integrated analysis.Technology Awareness: A strong understanding of new IT developments, software, hardware, telecommunications, emerging technologies, their application to business processes, and implementing information systems to meet organizational needs.
CRM Software:
Proficiency in using Customer Relationship Management (CRM) tools to manage client data, track interactions, and monitor account performance.Data Analysis:
Ability to analyze data, generate reports, and derive insights that inform client strategies and decision-making.Product Knowledge:
Deep understanding of the Fearless' products and services, as well as how they can be tailored to meet specific client needs.
Project Management for Government Contracts: Ability to apply project management principles to plan, execute, and close government projects while ensuring timely delivery, budget adherence, and compliance with federal regulations.Budget Management:
Ability to manage client budgets, ensuring projects are completed within financial constraints.Financial Analysis:
Understand financial statements, ROI calculations, and other financial metrics relevant to client accounts.Cost Management:
Monitor and control costs associated with delivering services to clients.
Government Procurement Rules & Regulations: Knowledge of contracting officers, acquisition regulations, and levels of procurement for government agencies assigned to ensure the success of the organization and customer outcomesRisk Management:
Identify potential risks to project success and take proactive measures to mitigate them.
Strong and proven ability to influence and advise stakeholders through collaboration and recommend solutions to ensure business outcomes and support the organization's strategic direction and long-term goals.Strong Communication:
Shares opinions about important issues, regardless of risk or discouragement from others.Public Speaking:
Confidently present ideas, strategies, and reports to clients and internal stakeholders in meetings or presentations.Visual Communication:
Create and use visual aids, such as slides or infographics, to communicate complex information effectively.
Focus on Performance: Ensures high-performance standards and accountability across the organization by focusing the team on results, ensuring accountability, using metrics to measure performance, and operating and applying continuing improvement.Client-Centric Approach:
Always prioritize the client's needs and work to deliver the best possible experience.Proactive Support:
Anticipate potential client needs or issues and address them proactively.Commitment to Service:
Demonstrate a strong commitment to providing exceptional service and exceeding client expectations.
Stakeholder & Partner Management: Knowledge of the concepts, practices, and techniques used to identify, engage, influence, and monitor relationships with individuals and groups connected to a work effort, including those actively involved, those who exert influence over the process and its results, and those who have a vested interest in the outcome (positive or negative).Handling Change:
Ability to adapt to changing client needs, market conditions, and internal processes.Learning Agility:
Willingness and ability to learn new skills, tools, and industry trends as needed.Resilience:
Maintain performance and a positive attitude in the face of challenges or setbacks.
Required Skills and Experience
A minimum of 8 years of demonstrated related experiencePrior experience working with or supporting the Securities and Exchange CommissionDemonstrated experience working in a business development capacity and driving organic business growthDemonstrated experience working in a programmatic-level leadership role, leading federal government projectsDemonstrated experience leading the development and delivery of large digital transformation projects within federal government spaceDemonstrated experience of roles held with direct accountability for profit and loss outcomes as well as budget budget managementDemonstrated experience leading Program Managers, Project Managers, and or other Agile delivery leadersDemonstrated experience in leading change management efforts with team members, internal stakeholders, and customersDemonstrated experience in (independently)identifying and mitigating risks related to customer accountsMust possess strong written and verbal communication skillsDemonstrated strong proficiency using CRM tools such as: Salesforce, HubSpot, or other like-tool.Demonstrated ability to conduct deep data analysis and create visualizations to tell stories for internal and external stakeholders and customersProficient in government procurement regulations, best practices, guidelinesDemonstrated ability to create world-class, customer-centric solutionsBachelor's Degree
Highly Desired Skills and Experience
Experience supporting other civilian government agencies such as: Department of Veterans Affairs, General Services Administration, Centers for Medicare and Medicaid Services, Small Business Administration, or other.Proficiency with HubSpotActive Public Trust or higher security clearanceActive Project Management Professional Certification (PMP)
So, what's next?Over the years, we've honed our interview process to help ensure that every team member we hire is the right fit for us and that we're the right fit for them. If we think you're a good fit, we'll get in touch and start scheduling your interviews! Depending on the role's/project's requirements, the interview process may include some differences. At the minimumIntroductory Interview:
This is where you and your recruiter will build rapport, explore your career and educational background, discuss salary expectations, role requirements, and set expectations for the interview process, specific to the position of interest.Technical Interview (Skills Fit) : This is where we get into the nitty gritty of the project. During the Technical Interview, you'll be interviewed by the technical team to dig more into your background and technical capabilities.Business Interview:
At this point, you've made it to the final frontier! The Business Interview is when you'll meet with Fearless leadership to dot the i's, cross the t's, and determine whether or not we'll be moving forward with the hiring process.