Senior Federal Account Executive

The Copper River Family of Companies•Chantilly, VA

About The Position

Copper River seeks a results-driven Senior Federal Account Executive to grow federal IT infrastructure business. The role focuses on direct sales production, new customer acquisition, and measurable revenue growth. The account executive identifies, qualifies, develops, and closes opportunities with Department of Defense and/or civilian federal customers, owns the sales cycle, and collaborates with technical, OEM, and internal teams to deliver relevant solutions. The role involves building federal account and territory plans, prospecting for new opportunities, managing customer engagement through discovery, qualification, proposals, negotiation, and close, and maintaining relationships with federal stakeholders, contracting partners, and OEM/channel partners. The position works with technical solution teams, contracts, proposals, and leadership on pricing, procurement strategy, and deal execution, while maintaining opportunity records, forecasts, and reporting. Federal acquisition knowledge, including familiarity with NASA SEWP, ITES-4H, and other GWACs, is used to advance opportunities.

Requirements

Ten years of progressive direct federal IT sales/business development experience.
Documented success personally originating, advancing, and closing federal sales opportunities, with evidence of measurable results.
Relevant experience selling networking, cybersecurity, infrastructure, or closely related IT solutions into federal accounts.
Established relationships in DoD and/or civilian federal markets, with demonstrated ability to turn those relationships into qualified opportunities.
Familiarity with federal procurement processes, FAR concepts, and contract vehicles such as NASA SEWP/GWACs.
Strong customer-facing communication, account planning, negotiation, and independent pipeline management skills.

Nice To Haves

Experience selling solutions from or alongside Cisco, Juniper, Palo Alto Networks, Aruba, or comparable OEMs.
Experience contributing to federal capture and proposal strategy in support of personally owned sales opportunities.
Experience selling into specific federal agencies and infrastructure accounts identified by business leadership.

Responsibilities

Build and execute federal account and territory plans to generate qualified pipeline and achieve assigned sales targets.
Prospect for and originate new federal IT infrastructure opportunities.
Manage customer engagement from discovery and qualification through proposal, negotiation, and close.
Develop and maintain productive relationships with federal agency stakeholders, contracting partners, and relevant OEM/channel partners.
Position networking, cybersecurity, and related infrastructure solutions, including offerings associated with Cisco, HPE, Juniper, Palo Alto Networks, and Aruba, as appropriate.
Collaborate with technical solution teams, contracts, proposals, and leadership on pricing, procurement strategy, and deal execution.
Maintain accurate opportunity records, pipeline forecasts, and reporting, and communicate progress against sales objectives.
Use knowledge of federal acquisition processes and contract vehicles, including NASA SEWP, ITES-4H, and other GWACs, to advance qualified opportunities.