Federal Sales Account Executive – FSIs

📋 Description

• Take ownership of a Federal sales territory, focusing on establishing, enabling, and enhancing strategic partnerships with Federal System Integrators.

• Implement both sell-to and sell-through strategies with FSIs, ensuring alignment of OPSWAT solutions with their programs, pursuits, and contract vehicles.

• Achieve or surpass annual sales targets by cultivating new business opportunities and expanding current accounts.

• Manage the entire sales process—from identifying and qualifying opportunities to negotiating and closing deals.

• Collaborate with FSIs and channel partners to develop opportunities, secure contract access, and drive successful joint ventures with Federal agencies.

• Work alongside capture managers and proposal teams to synchronize sales strategies with capture initiatives and FSI-led pursuits.

• Utilize OPSWAT’s Critical Infrastructure Lab in Arlington, VA to conduct demonstrations, workshops, and executive briefings for customers and partners.

• Provide precise pipeline forecasts and contribute to the Federal growth strategy.

⛳️ Requirements

• Over 10 years of experience in Federal technology sales, ideally within cybersecurity, networking, or critical infrastructure protection.

• Proven success in selling both to and through Federal System Integrators (FSIs).

• In-depth knowledge of Federal procurement processes, contract vehicles, and acquisition lifecycles.

• Established track record of meeting or exceeding sales targets in Federal markets.

• Strong relationships with FSIs and within the DoD, IC, and/or civilian agencies.

• Experience in supporting or influencing capture efforts and FSI-led initiatives.

• Exceptional communication, presentation, and relationship-building abilities.

• A mission-driven perspective with a dedication to safeguarding national security.

🏝️ Benefits

• Competitive compensation.

• Uncapped career growth opportunities.