Federal Account Manager, Inside Sales

iT1

19h • Hybrid

About The Position

iT1 is seeking a Federal Account Manager, Inside Sales to support revenue growth across assigned federal accounts. The role combines bill of materials (BOM) development, high-volume quoting, proactive outreach, account development, opportunity qualification, and disciplined sales execution. The position develops relationships with federal customers, federal systems integrators, OEMs, distributors, and small business partners, and coordinates internal resources to provide timely, compliant, and competitive responses.

The Federal Account Manager manages transactional and solution-based opportunities from initial inquiry through qualification, pricing, quote delivery, follow-up, award, and transition to fulfillment. Responsibilities include preparing accurate BOMs and quotes, using OEM and distributor platforms, supporting federal contract-vehicle procurement, verifying compliance and submission documentation, tracking opportunities and quotes, and assisting with post-award questions and delivery issues.

The role also manages a portfolio of federal agency, program, and federal systems integrator accounts; develops pipeline and customer coverage; conducts prospecting and discovery; and maintains account, opportunity, activity, and forecast information in the CRM. The Account Manager sells federal IT products, solutions, and services across cybersecurity, cloud, infrastructure, managed services, and OEM/channel portfolios, working closely with Federal Sales leadership, field account executives, contracts, operations, finance, and technical teams. The position is hybrid for people local to the Tempe, Arizona office and remote for those outside a reasonable commute. Hours are Monday through Friday, 8 a.m. to 5 p.m. Arizona time, with travel up to 10%.

Requirements

• At least 3 years of inside sales, account management, business development, or customer-facing technology sales experience, including at least 2 years in the federal market.
• Must be a U.S. citizen.
• Demonstrated success developing customer relationships, managing opportunities, building BOMs and preparing quotes, and achieving sales or activity targets.
• Hands-on experience building BOMs and quotes for IT hardware, software, licensing, support, and services.
• Working knowledge of federal procurement and contract vehicles, including NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, and task-order-based purchasing.
• Understanding of federal IT products, solutions, and services, including cybersecurity, cloud, infrastructure, managed services, and OEM/channel ecosystems.
• Ability to interpret customer requirements, organize pricing and supporting documentation, and meet time-sensitive response deadlines.
• Strong prospecting, relationship management, consultative selling, negotiation, presentation, and written communication skills.
• Strong attention to detail and ability to manage multiple accounts, quotes, tasks, and follow-up commitments simultaneously.
• Ability to work independently while maintaining strong communication, accountability, and collaboration with the Federal Sales Team.
• Proficiency with Microsoft Outlook, Excel, PowerPoint, Teams, and other standard business productivity tools.
• Advanced Excel skills, including pricing models, lookups, and margin calculations.
• Ability to work primarily through phone, email, virtual meetings, CRM, and other digital sales tools.
• Ability to travel up to 10% as business and customer needs require.

Nice To Haves

• Bachelor’s degree in Business, Technology, Public Administration, or a related field, or an equivalent combination of education and relevant experience.
• Active Secret clearance.
• Experience with CRM, quoting, and federal market intelligence platforms; Salesforce, GovWin, SAM.gov, eBuy, and the SEWP Quote Request Tool are preferred.
• Experience with OEM configuration tools such as Cisco CCW and distributor portals such as TD SYNNEX, Ingram Micro, and Carahsoft.

Responsibilities

• Own BOM development and quoting for assigned accounts and provide BOM and quote support to field account executives.
• Manage transactional and solution-based opportunities from initial inquiry and qualification through pricing, quote delivery, follow-up, award, and transition to fulfillment.
• Build accurate, complete bills of materials from customer requirements, statements of work, RFQs, and technical specifications.
• Use OEM configurators and distributor platforms to validate configurations, part numbers, compatibility, and lead times.
• Identify missing components, licensing tiers, support terms, and dependencies before quote submission.
• Coordinate quotes and responses through NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, eBuy, SAM.gov, and other applicable federal procurement channels.
• Map BOM line items to contract vehicle CLINs and pricing, and verify items are on contract before quoting.
• Develop quote pricing within established margin guidelines and manage high quote volume and short-suspense requests.
• Support increased quote volume and accelerated turnaround during the federal fiscal year-end surge from July through September.
• Coordinate with OEMs, distributors, contracts, operations, finance, and technical resources to obtain pricing, availability, lead times, configurations, and documentation.
• Ensure quotes, vendor authorizations, representations, certifications, contract references, and submission requirements are complete, accurate, and delivered by deadlines.
• Verify TAA and Buy American compliance, OEM authorization, and supply chain requirements such as Section 889 before quote submission.
• Track open quotes, renewals, backorders, expiring pricing, and customer actions, following up through award or closure.
• Support post-award handoff and help resolve order questions, delivery issues, and customer concerns.
• Manage a defined portfolio of federal agency, program, and federal systems integrator accounts through phone, email, virtual meetings, and digital sales channels.
• Develop account knowledge and contact coverage across technology, cybersecurity, procurement, contracting, program office, and mission stakeholders.
• Conduct outbound prospecting and follow-up to identify customer needs, upcoming requirements, expiring agreements, budget availability, and competitive opportunities.
• Qualify inbound and outbound opportunities based on customer need, timing, funding, acquisition path, competition, and solution fit.
• Build and maintain a qualified pipeline aligned to assigned revenue, gross margin, activity, and forecast objectives.
• Maintain accurate account, contact, opportunity, activity, next-step, close-date, and forecast information in the company CRM.
• Provide weekly, monthly, and quarterly pipeline, activity, quote, and forecast updates to the Vice President, Federal Sales.
• Monitor federal buying cycles, agency priorities, acquisition trends, and competitive developments affecting assigned accounts.
• Build relationships with federal customers, contracting personnel, program offices, technical stakeholders, federal systems integrators, OEMs, distributors, technology partners, and small business partners.
• Leverage partner programs, deal registration, special pricing, market development funds, and incentive opportunities when applicable.
• Conduct customer discovery calls, quote reviews, and virtual account meetings.
• Coordinate with field account executives and Federal Sales leadership on strategic pursuits, account coverage, and customer engagement.
• Sell federal IT products, solutions, and services across cybersecurity, cloud, infrastructure, managed services, and OEM/channel portfolios.
• Translate customer technical, procurement, compliance, budget, and delivery requirements into clear quote and solution requests.
• Identify cross-sell, upsell, renewal, refresh, and contract-expansion opportunities.
• Partner with solution architects and technical resources to validate complex configurations and solution recommendations.
• Achieve assigned revenue, gross margin, quote volume, quote turnaround, and quote-to-win objectives.
• 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: Mid Level