About the Role
We are seeking a highly motivated, hungry, and driven Federal Account Executive to help grow and expand our public sector business. This role is designed for someone who thrives in a fast-paced, high-growth sales environment and is energized by building pipeline, creating new opportunities, closing complex deals, and driving revenue across infrastructure solutions, managed services, cloud solutions, cybersecurity, and professional services offerings.
This is not an order-taking role. We are looking for a true hunter — someone competitive, self-motivated, financially driven, and relentless in pursuing new business opportunities. The ideal candidate is excited by the challenge of building relationships, opening doors within Federal agencies, navigating complex procurement environments, and developing strategic partnerships that lead to long-term growth and success.
The right individual will have experience selling within a VAR, systems integrator, OEM, or managed services environment and understands how to position both products and services to solve mission-critical customer challenges. This person should be comfortable prospecting into new accounts, managing long and complex sales cycles, partnering closely with OEM and channel teams, and driving opportunities from initial engagement through close.
We are looking for someone who takes ownership of their territory, operates with urgency and accountability, and is motivated by growth, competition, and the opportunity to make a direct impact within a rapidly growing technology solutions organization.
Key Responsibilities
- Own a named agency territory across [DoD / Civilian / Intelligence Community] and crush a combined product-and-services quota.
- Self-generate pipeline relentlessly; you don't wait for leads — you build the territory and force the meeting.
- Drive high-margin services attach (professional services SOWs, staff augmentation, managed services) on top of every hardware and software resale, because that's where the money is, for you and the company.
- Navigate and sell through federal contract vehicles, GSA MAS, NASA SEWP V/VI, NITAAC CIO-CS and CIO-SP4, GSA Alliant 2 / OASIS+, and agency BPAs/IDIQs, choosing the fastest path to close.
- Build teaming and capture strategy: prime/sub roles, teaming agreements, and set-aside partnerships that win deals competitors can't reach.
- Co-sell aggressively with OEM federal teams (Cisco, Dell, HPE, NetApp, Palo Alto, VMware/Broadcom, NVIDIA, Microsoft, AWS) and squeeze every dollar of deal reg, MDF, and partner incentive.
- Own the full procurement cycle, RFI/RFQ/RFP, pricing, capture, and forecast with brutal honesty in Salesforce.
- Time the federal fiscal year: build all year, then dominate the Q4 (July–Sept) end-of-year spend surge, while closing additional deals throughout the year.
- Stay compliant and credible: FAR/DFARS, FedRAMP, CMMC, NIST 800-171/800-53, Section 889, TAA/supply-chain.
Required Qualifications
- 5+ years of quota-carrying Federal IT sales experience with a documented record of performance. Candidates should be able to discuss quota, attainment, bookings/revenue and/or gross profit, major wins, and the portion of business they personally originated.
- Demonstrated hunter behavior: personally creating net-new opportunities, developing relationships where none existed, and building a territory rather than primarily managing an inherited book of business.
- Hands-on experience selling Federal IT technology resale (hardware, software, cloud, infrastructure, or cybersecurity) plus professional and/or managed services. Pure product-only, renewal-only, or account-maintenance backgrounds are not the target profile.
- Ability to lead business-level discovery for recurring managed services — including operating model, scope, SLA/outcome, buyer, commercial structure, and term — then orchestrate technical and operational resources to develop and close the solution.
Additional Qualifications
- Working knowledge of Federal acquisition, procurement processes, contract vehicles, partner/channel models, and complex sales cycles.
- Existing relationships within Federal agencies, program offices, acquisition communities, OEM/cloud partner teams, or the broader Federal technology ecosystem relevant to the assigned territory.
- Strong commercial judgment, understands pricing, margin, deal strategy, forecast discipline, and the difference between activity and qualified pipeline.
- Executive-level communication, relationship-building, negotiation, and presentation skills, with the persistence to create access where no relationship exists today.
Preferred Qualifications
- Priority territory experience in Federal Civilian, DHS, HHS/Health, VA, DoD, the Intelligence Community, or another assigned strategic Federal market.
- Track record creating or attaching recurring managed services such as workplace/service desk, cloud operations/FinOps, network/infrastructure operations, cybersecurity operations, or other as-a-service offerings — beyond one-time implementation labor.
- Strong OEM and cloud relationships across vendors such as Cisco, Dell, HPE, NetApp, Palo Alto Networks, Broadcom/VMware, NVIDIA, Microsoft, AWS, or similar technology ecosystems.
- Experience with Federal capture, teaming, partner strategy, and competitive pursuits before the solicitation stage.
- Relevant security clearance, OEM/cloud accreditations, or technical sales certifications.
Work Authorization / Security Clearance Requirements
- The selected candidate must be authorized to work in the United States.
- The ability to meet government customer access requirements and obtain a security clearance may be required for this role.
**Commission targets scale to match base tier options, offering a performance-linked variable structure. All tiers offer uncapped commissions with accelerators for top performers.**