Senior Manager, Federal Solutions, Sales

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

📋 Description

• Act as a senior leader facing customers for ECS, engaging with both prospective and existing clients to comprehend mission requirements, technical landscapes, operational challenges, and purchasing factors.

• Facilitate consultative discovery discussions with technical teams, program offices, and business decision-makers.

• Convert customer requirements into solution strategies and identify capability gaps, enhancements, or alternatives.

• Collaborate with engineering, product, and delivery teams to relay field feedback and guide roadmap priorities and capability development.

• Provide leadership and daily guidance for Account Management, Sales Engineering/technical presales, and Marketing resources.

• Assist in shaping opportunities, devising account strategies, and delivering customer-specific, technically credible solutions.

• Aid in customer retention, account growth, and identifying expansion opportunities.

• Create and present demonstrations, workshops, whiteboarding sessions, and solution discussions.

• Enhance sales plays, discovery frameworks, qualification methods, and account pursuit strategies.

• Maintain visibility into the ECS pipeline, track opportunity progression, provide forecasting inputs, and offer updates to senior leadership.

• Represent ECS at customer meetings, industry events, and conferences.

• Track customer needs, market trends, and competitor positioning while providing insights to product and executive leadership.

• Support strategic partnerships and channel relationships with cloud providers and systems integrators.

• Collaborate with a distributed team in a remote setting, ensuring alignment, communication, and accountability.

⛳️ Requirements

• A minimum of 10 years of experience in Federal technology, solutions engineering, technical sales, solution architecture, customer success, business development, or similar customer-facing leadership roles.

• Strong expertise in cloud platforms, enterprise IT, infrastructure, platforms, or software solutions.

• Capability to engage credibly with both technical and non-technical stakeholders.

• Proficiency in leading customer discovery conversations, identifying pain points, and translating needs into actionable recommendations.

• Experience in evaluating product or platform compatibility and recognizing necessary developments or enhancements.

• Proven track record of collaboration across sales, engineering, product, and delivery teams.

• Experience managing teams within sales, account management, solutions engineering, or related go-to-market functions.

• Excellent written and verbal communication skills.

• Familiarity with Federal procurement environments and government technology purchasing processes.

• Ability to work remotely across multiple time zones with a distributed team.

• U.S. citizenship and the ability to secure a Secret or Top Secret security clearance.

• Experience with DoD, National Security, or Intelligence Community customers is preferred.

• Knowledge of AWS, Azure, GCP, or OCI in regulated or mission-oriented environments.

• Understanding of IL5/IL6, Zero Trust, and related frameworks.

• Familiarity with Federal contract vehicles, procurement pathways, and acquisition processes.

• Bachelor’s degree in Business, Computer Science, Information Technology, Engineering, or a related field; advanced degree is preferred.

🏝️ Benefits

• Flexible time off benefit.

• Robust learning resources.

• Healthcare benefits.

• Wellness benefits.

• Financial benefits.

• Retirement benefits.

• Family support benefits.

• Continuing education benefits.

• Time off benefits.

• Competitive compensation.

• Opportunities for learning and development.