Federal Account Executive – Federal Systems Integrators

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and implement strategic account plans aimed at Federal Systems Integrators, Primes, Subs, and their associated programs.

• Cultivate and sustain relationships with FSI leadership, IT executives, program managers, contracting officers, acquisition specialists, and business decision-makers.

• Identify and seek out opportunities related to learning technologies, classroom modernization, secure collaboration, cloud services, cybersecurity, endpoint management, infrastructure modernization, and AI-enabled technologies.

• Collaborate with engineers, solution architects, and strategic technology partners to design and deliver tailored IT solutions.

• Navigate through Federal contracting vehicles, procurement processes, and budget cycles.

• Forge executive-level relationships and devise account penetration strategies to enhance revenue, margin, and customer satisfaction.

• Work alongside manufacturers and partners to align technology roadmaps with the initiatives of integrators.

• Remain updated on DoW, Federal Civilian, and Intel Federal IT modernization efforts, cybersecurity mandates, and emerging technologies affecting training and workforce development environments.

⛳️ Requirements

• 6+ years of experience in field-based technology sales concentrated on Federal Systems Integrators, A&D, or the Defense Industrial Base.

• Preferred experience in selling technology solutions to large Prime FSIs.

• Strong comprehension of Federal acquisition and procurement processes, including navigating contract vehicles and agency buying cycles.

• Established connections within FSIs, including FSI leadership, IT organizations, contracting offices, program managers, and other stakeholders.

• Existing client relationships that are open to discussions to compete for and secure business.

• Exceptional verbal and written communication abilities, capable of engaging and influencing stakeholders from technical practitioners to senior executives.

• High proficiency in prospecting, cold calling, and creating innovative outreach strategies that yield qualified opportunities.

• Proven expertise in consultative and solution-based selling methodologies.

• Self-driven, resilient, and able to thrive in a fast-paced, highly competitive atmosphere.

• Demonstrated success in exceeding revenue and margin targets while consistently developing and closing new business opportunities.

• Strong relationship-building skills with experience managing intricate Federal sales cycles involving multiple stakeholders.

• Extensive knowledge of cloud, cybersecurity, networking, collaboration, data center, AI, and digital transformation solutions.

• Must be a U.S. citizen.

• Established connections and a track record of success working with Federal Systems Integrators supporting DoW, Civilian, and Intel programs.

• Experience collaborating with Program Managers, Contracting Officers, and Contract Specialists in support of Federal customer initiatives.

🏝️ Benefits

• Competitive compensation package complemented by performance-driven incentives.

• Collaborative work environment that emphasizes continuous learning and professional development.

• Opportunities to engage in high-impact technology modernization initiatives within FSIs and their programs.

• Access to industry-leading technology partners and technical resources.