Account Executive, Federal System Integrator

Connection•Rockville, MD

1d•$138,000 - $179,670

About The Position

We are seeking an experienced Account Executive, Federal Systems Integrator to drive revenue growth and expand market share across assigned Federal Systems Integrator accounts. This is a high-impact opportunity for a proven federal sales professional who understands the federal IT ecosystem, knows how to build trusted relationships with systems integrators and agency stakeholders, and can uncover opportunities tied to agency missions, contract activity, funding priorities, and technology modernization initiatives. In this role, you will serve as a strategic partner to customers, OEMs, distributors, and internal technical teams—bringing together the right solutions, partners, and contract pathways to deliver compliant, mission-aligned technology outcomes for the federal market. This role is ideal for a seasoned federal sales professional who thrives in a strategic, partner-led environment and understands how to turn relationships, market intelligence, and contract knowledge into measurable growth. You will play a key role in expanding our presence with Federal Systems Integrators and helping deliver technology solutions that support critical government missions. Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

Requirements

Bachelor’s degree or an equivalent combination of education and work experience.
Minimum of 15 years of relevant professional experience; 20 years of total experience preferred for full proficiency.
Demonstrated success in strategic account planning, territory development, pipeline generation, and full-cycle sales management within the federal technology market.
Excellent verbal, written, presentation, CRM, forecasting, organizational, and follow-through skills.
Extensive experience managing and growing Federal Systems Integrator accounts in a complex, relationship-driven sales environment.
Strong understanding of the federal IT sales ecosystem, including agencies, systems integrators, contracting structures, procurement processes, and contract vehicles.
Knowledge of GWACs, IDIQs, BPAs, GSA schedules, reseller programs, deal registration, and partner sales motions.
Ability to track and interpret federal funding priorities, recompetes, contract awards, capture activity, and market trends.
Working knowledge of enterprise technology solutions, including hardware, software, cloud, cybersecurity, networking, data center, professional services, and emerging technologies.
Proven ability to translate technical capabilities into business, operational, and mission value for federal customers and systems integrator partners.
Strong executive communication, consultative selling, negotiation, objection handling, and closing skills.
Financial acumen related to pricing, margin, gross profit, sales targets, and opportunity prioritization.
High integrity, sound business judgment, customer focus, adaptability, resilience, and a strong commitment to compliance

Responsibilities

Develop and execute strategic account plans to grow revenue, gross profit, pipeline, and market share within assigned Federal Systems Integrator accounts.
Identify, qualify, develop, and close new business opportunities aligned to federal agency priorities, systems integrator initiatives, contract vehicles, and technology reseller growth objectives.
Build and maintain trusted relationships with customer decision-makers, procurement teams, program managers, capture teams, technical stakeholders, OEM partners, distributors, and internal resources.
Manage complex sales opportunities from prospecting through close, including solution positioning, proposal and bid support, pricing coordination, negotiation, forecasting, and CRM reporting.
Leverage knowledge of federal procurement channels, partner programs, contract activity, funding priorities, recompetes, and market trends to uncover and advance opportunities.
Collaborate across sales, technical, finance, contracts, procurement, OEM, and distributor teams to deliver compliant, mission-aligned technology solutions.
Lead business reviews, represent the company in customer and partner engagements, and consistently achieve assigned sales targets, gross profit goals, pipeline metrics, and customer engagement objectives.