Senior Director, High-Performance Compute Go-to-Market (HPC GTM)

Edgewater Federal Solutions, Inc.•Frederick, MD

22h•$200,000 - $230,000

About The Position

Edgewater Federal Solutions is seeking a senior, entrepreneurial go-to-market leader to own business development, sales, and market strategy for its High-Performance Computing (HPC) practice. This enterprise-wide role spans the federal market, including health, civilian, defense, and national security agencies, as well as national laboratories. The leader will coordinate the HPC strategy, build the partner ecosystem and brand, develop the pipeline, and personally help close deals. The role calls for an independent builder who can manage pursuits from initial conversation through signed deal and serve as the public face of the HPC practice, with a mission to make the company the leading federal-government-focused contractor with a recognized HPC specialty. The ideal candidate resides in the Washington, DC metropolitan area, though hybrid or remote work is available with the ability to travel throughout the United States. The position is based at a privately held government contracting firm located in Frederick, Maryland. The role may involve prolonged or irregular hours and is generally conducted in an office environment with moderate noise. The salary range is $200,000–$230,000 base, commensurate with experience, plus participation in the Edgewater Growth Incentive Bonus Plan, which offers uncapped incentive compensation tied to closed-deal revenue.

Requirements

Bachelor’s degree in Business, Marketing, Computer Science, Engineering, Information Technology, or a related field.
At least 8 years of experience in business development, sales, capture, or go-to-market roles.
Proven track record of personally closing complex deals.
Meaningful exposure to HPC, advanced computing, AI infrastructure, or data-center/cloud technologies.
Ability to speak credibly at a high level about HPC architectures, accelerated computing, AI/ML workloads, schedulers such as Slurm, and the convergence of HPC and AI with technical and mission stakeholders.
Demonstrated ability to build and manage relationships with major technology OEMs and hyperscalers, including formal partner programs and joint go-to-market activity.
Working understanding of the federal procurement lifecycle, contract types such as FFP and T&M, contract vehicles such as GSA MAS and OASIS+, and federal HPC/AI buyers and their mission drivers.
Evidence of building a market presence through published writing, conference speaking, podcast appearances, and/or a strong professional LinkedIn following.
Ability to build a practice from the ground up, set an independent agenda, and run pursuits end-to-end with minimal oversight.
Exceptional oral and written communication skills, including the ability to deliver compelling capability briefings and public presentations to executives, government officials, and partner leaders.
Ability to travel throughout the United States.
Ability to meet the role’s physical demands, including talking or hearing regularly, performing office activities and keyboarding, and occasionally lifting or moving up to 15 pounds.

Nice To Haves

Federal government contracting (GovCon) experience.
Familiarity with DOE national laboratories, their M&O/GOCO contracting models, and current federal AI-infrastructure initiatives.
Prior technical, solutions-engineering, or program experience with HPC systems sufficient to engage deeply with buyers and partner engineering teams.
Experience using AI tools for productivity and research, such as Claude, ChatGPT, Gemini, or Grok.
Active government-issued security clearance at Secret level or above.

Responsibilities

Own HPC sales opportunities from initial conversation through signed deal, including prospecting, qualifying, shaping, proposing, negotiating, and closing.
Define and drive a coordinated go-to-market strategy for HPC across U.S. federal customers.
Establish, formalize, and grow relationships with major HPC technology providers and hyperscalers, including through teaming agreements, partner programs, joint solutioning, co-marketing, and access to partner teams.
Manage and govern the partner ecosystem to maximize the company’s presence in federal pursuits.
Build the HPC practice’s visibility by publishing white papers and capability materials, authoring articles, appearing on podcasts, and maintaining a credible LinkedIn presence.
Represent the company as a speaker, panelist, and exhibitor at relevant conferences and forums, and prioritize venues where federal HPC buyers and partners convene.
Build and own a healthy HPC pipeline; identify, shape, and qualify opportunities across federal agencies and national laboratories.
Monitor procurement portals and contract vehicles for HPC-relevant demand, and maintain accurate forecasting and pipeline health.
Track federal HPC and AI-infrastructure competitors, agency mission needs, lab modernization, AI-factory build-outs, and partner roadmaps, translating intelligence into actionable positioning.
Collaborate with internal and external marketing resources to create collateral, campaigns, messaging, and partner co-marketing activity.
Maintain accurate HPC pipeline tracking and forecasting in the company CRM, and report partner engagement, thought-leadership activity, and influenced and closed pipeline to leadership.