Federal Account Executive, Direct Sales – (Intelligence Community)

Dell Technologies•McLean, VA

2d•Onsite

About The Position

This role is dedicated to supporting customers across the U.S. Intelligence Community (IC). The goal is to develop deep relationships with mission owners, technologists, and acquisition stakeholders, and to generate meaningful outcomes that advance critical intelligence and cybersecurity missions. As an Account Executive 4, Direct Sales aligned to the Intelligence Community, you will be the direct line between Dell’s portfolio of infrastructure, client, and services solutions and the secure environments where IC customers work. You will be responsible for driving growth, ensuring exceptional customer experience, and acting as a trusted advisor in complex and sensitive environments within the federal government.

Requirements

Current, active TS/SCI clearance with Full Scope Polygraph required; candidates without this clearance and polygraph cannot be considered.
Based in the Washington, DC / Northern Virginia / Maryland area, with the ability to regularly visit Intelligence Community customer sites and attend in-person meetings in secure facilities.
Proven success (typically 8+ years) in direct enterprise or federal sales, with a focus on complex, multi-year technology solutions.
Demonstrated track record of meeting or exceeding quota in highly competitive markets.
Experience selling into U.S. Federal accounts; direct experience with Intelligence Community customers, mission structure, and procurement processes strongly preferred.
Strong understanding of IT infrastructure, client, cloud, data storage, cybersecurity, and/or services and how they support mission outcomes in classified environments.
Excellent communication, negotiation, and relationship-building skills, with the ability to articulate business value and technical concepts to a range of stakeholders.
High level of integrity and discretion, with the ability to operate effectively in classified and sensitive environments.

Nice To Haves

Direct experience supporting Intelligence Community agencies or mission sets in a sales, account management, or business development capacity.
Understanding of Intelligence Community and broader Federal acquisition approaches, contract vehicles, and funding processes.
Experience working with or through systems integrators, OEMs, and strategic partners in the federal and intelligence ecosystem.
Bachelor’s degree in a related field or equivalent combination of education and experience.

Responsibilities

Own and grow a defined set of Intelligence Community accounts and mission areas, building and executing a territory plan aligned to their missions, programs, and technology roadmaps.
Develop new opportunities, expand existing footprints across multiple enclaves and campuses, and position Dell as a strategic partner for secure, mission-critical solutions.
Build champions and navigate complex, multi-stakeholder buying committees that include mission, IT, cybersecurity, and acquisition organizations.
Maintain disciplined pipeline hygiene and accurate forecast to support both customer planning and Dell Federal business objectives.
Execute a focused territory plan for assigned Intelligence Community organizations and mission sets, aligned to agency and directorate priorities, programs of record, and technology initiatives.
Prospect for net-new programs and use cases within the IC, while expanding Dell’s presence in existing data centers, cloud environments, and end-user computing footprints.
Qualify opportunities rigorously and run structured, value-based sales cycles from discovery through close, adhering to Dell Federal sales methodologies.
Engage at multiple levels within IC agencies – from engineers and operators to technical decision-makers, program managers, and senior leadership.
Collaborate with internal and external teams, including solution specialists, technical sales engineers, services, channel and OEM partners, and integrators, to design and position compelling solutions that meet stringent IC requirements.
Navigate complex security and compliance environments, including air-gapped networks, secure facilities, and unique accreditation, test, and deployment processes.
Leverage CRM tools to maintain accurate account plans, pipeline, opportunity data, and forecasts, and provide clear weekly progress updates.
Represent Dell Federal at customer-facing events, briefings, technical exchanges, and mission-focused engagements in the DC/MD/VA area as required.