Federal Account Executive

iT1

9h • Hybrid

About The Position

iT1 is seeking a Federal Account Executive to develop and close federal technology business across assigned civilian, defense, intelligence, and federal systems integrator accounts. The role builds qualified pipeline, leads full-cycle pursuits, expands agency and partner relationships, and turns iT1 federal contract vehicles and channel capabilities into profitable revenue. It works with OEMs, distributors, small business partners, proposal resources, contracts, operations, finance, and technical teams to deliver compliant, competitive solutions for federal mission requirements. The role reports to the Vice President, Federal Sales.

The position blends field and office activities, with travel as business and customer needs require. It is hybrid for candidates local to the Tempe, Arizona office and remote for candidates outside a reasonable commute. The stated schedule is Monday through Friday, 8 a.m. to 5 p.m. Arizona time.

Requirements

• 8+ years of federal technology sales, account management, business development, or capture experience.
• Demonstrated success achieving sales targets and closing complex federal IT solutions or services opportunities.
• Experience managing full-cycle federal pursuits from account development and capture planning through proposal submission, award, and post-award transition.
• Working knowledge of federal contracting mechanisms, including NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, and task-order-based procurement.
• Established relationships in federal civilian, Department of Defense, Intelligence Community, or federal systems integrator markets relevant to assigned accounts.
• Strong understanding of federal IT solutions, including cybersecurity, cloud, infrastructure, managed services, and OEM/channel ecosystems.
• Working knowledge of FAR/DFARS considerations and federal cybersecurity and supply-chain requirements, including FedRAMP, CMMC, and NIST SP 800-171.
• Ability to develop account plans, capture strategies, opportunity qualification, forecasts, and executive-level presentations.
• Strong relationship management, consultative selling, negotiation, presentation, and written communication skills.
• Ability to manage multiple time-sensitive pursuits, coordinate cross-functional contributors, and adapt to changing priorities.
• Ability to work independently while maintaining strong communication, accountability, and collaboration with the Federal Sales Team.
• Ability to work a blend of field and office activities and travel as business and customer needs require.
• Ability to sit at a computer for up to 8 hours per day.
• Ability to keyboard for up to 8 hours per day.
• Near vision sufficient to work with detailed information and read small print.
• Ability to speak and present information to customers, partners, and coworkers.
• Hearing sufficient for in-person meetings, telephone calls, virtual meetings, and other workplace sounds.

Nice To Haves

• Bachelor’s degree in Business, Technology, Public Administration, or a related field, or an equivalent combination of education and relevant experience.
• Experience with Salesforce, GovWin, SAM.gov, eBuy, and the SEWP Quote Request Tool.

Responsibilities

• Develop and execute account plans for assigned federal agencies, programs, and federal systems integrator relationships.
• Build and maintain a qualified pipeline aligned with revenue, gross margin, and forecast objectives.
• Identify customer missions, budget priorities, acquisition strategies, incumbent positions, and competitive dynamics.
• Prospect new accounts and expand relationships with federal agency technology and cybersecurity leaders, procurement and contracting officials, program offices, and mission stakeholders.
• Maintain accurate opportunity, activity, next-step, close-date, and forecast information in the company CRM.
• Provide weekly, monthly, and quarterly pipeline and forecast updates to the Vice President, Federal Sales.
• Lead federal pursuits from opportunity identification and qualification through capture, proposal, negotiation, award, and transition to delivery.
• Create and execute capture plans covering customer requirements, acquisition path, competitive positioning, teaming strategy, pricing approach, solution alignment, and win themes.
• Drive opportunities through federal procurement channels, including NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, eBuy, and SAM.gov.
• Coordinate RFQ, RFI, and RFP responses with proposal, contracts, legal, finance, operations, technical, and executive stakeholders.
• Ensure opportunity documentation, pricing inputs, vendor authorizations, representations, certifications, and submission requirements are complete and timely.
• Participate in post-award handoffs and support customer satisfaction, expansion, and follow-on opportunities.
• Establish and expand trusted relationships with federal agency decision makers, contracting personnel, program leaders, and technical stakeholders.
• Develop productive relationships with federal systems integrators, OEMs, distributors, technology partners, and small business partners.
• Build teaming and co-selling motions to improve account access, solution differentiation, contract coverage, and win probability.
• Lead customer briefings, capability presentations, discovery meetings, solution discussions, and executive engagement activities.
• Coordinate partner resources, deal registration, pricing support, market development funds, and incentive programs when applicable.
• Sell federal IT solutions and services across cybersecurity, cloud, infrastructure, managed services, and OEM/channel portfolios.
• Translate customer mission, technical, procurement, compliance, and budget requirements into solution and pursuit strategies.
• Partner with solution architects and technical resources to develop responsive, outcome-focused solutions and presentations.
• Negotiate business terms within established authority and coordinate approvals for pricing, margin, legal, and contractual commitments.
• Achieve assigned revenue, gross margin, pipeline, activity, and strategic account objectives.
• Monitor federal budget cycles, agency priorities, acquisition trends, and competitive developments affecting assigned accounts.
• Perform other duties and responsibilities as assigned.

Benefits

• Medical, dental, and vision benefits with highly subsidized premiums.
• Two weeks of paid time off in the first year, with increasing PTO as tenure increases.
• Most major holidays off.
• 401(k) plan with employer match.
• Onsite fitness center.
• Onsite monthly massages.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed