Federal Sales Account Executive (FSIs)
Drives sales of cybersecurity solutions to Federal agencies by building relationships with Federal System Integrators, executing sell-to and sell-through strategies, and leading full sales cycles. Requires 10+ years Federal tech sales experience, FSI expertise, and procurement knowledge.
About the job
Responsibilities
- Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators
- Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles
- Meet or exceed annual sales quota by developing new business and expanding existing accounts
- Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close
- Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies
- Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits
- Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners
- Provide accurate pipeline forecasts and contribute to Federal growth strategy
Requirements
- 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection
- Demonstrated success selling both to and through Federal System Integrators (FSIs)
- Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles
- Proven track record of meeting or exceeding sales quotas within Federal markets
- Strong relationships with FSIs and within DoD, IC, and/or civilian agencies
- Experience supporting or influencing capture efforts and FSI-led pursuits
- Excellent communication, presentation, and relationship-building skills
- Mission-driven mindset with a passion for protecting national security
Skills
Cybersecurity, Zero Trust, Federal Sales, Fsi Partnerships, Federal Procurement, Contract Vehicles, Dod, Intelligence Community, Capture Management, Sales Quota, Pipeline Forecasting
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