Senior Solutions Consultant - GovCon

Ntiva, Inc. • , DC

5d • $100,000 - $135,000 • Hybrid

About The Position

Ntiva is hiring a Senior Solutions Consultant to win new-logo managed IT, cybersecurity, and compliance business with government contractors, especially those in the Defense Industrial Base. The consultant owns the full sales cycle, from prospecting through signed multi-year agreements, and is expected to generate a substantial share of their own pipeline through outreach and an established GovCon network. The role focuses on helping contractors understand requirements such as CMMC, DFARS, and NIST SP 800-171, and explaining how Ntiva’s services can help protect existing contracts and support eligibility for future contracts. Success is measured by consistently exceeding new-logo monthly recurring revenue targets and becoming a trusted advisor to GovCon leadership teams.

This is a hybrid role based in the greater Washington, DC area, with approximately 75–80% remote work. Local travel is about 10–15% of working time for client visits and office meetings within 50 miles, covering DC, Northern Virginia, and suburban Maryland. National travel is about 10% for client meetings, industry conferences, and events. The schedule is Monday–Friday, 8 a.m.–5 p.m. EST, and the role requires the ability to travel by car to local client locations.

The position requires U.S. citizenship due to federal government contract obligations. The base salary range is $100,000–$135,000 per year, plus a performance-based commission plan. On-target commission is approximately $280,000 at 100% quota attainment, with typical earnings ranging from 75% to 125% of target based on performance. Total compensation also includes medical benefits, 401(k) eligibility, and PTO.

Ntiva describes itself as a community focused on growth, innovation, teamwork, and helping clients and employees thrive. It offers a diverse and inclusive work environment and expects remote employees to maintain a dedicated, safe, secure workspace that follows company IT and security policies.

Requirements

• Bachelor’s degree (BA/BS) or equivalent professional experience.
• At least 8 years of B2B sales experience specifically selling to government contractors.
• Familiarity with DFARS 252.204-7012, NIST SP 800-171, Controlled Unclassified Information (CUI), SPRS scores, and related federal requirements.
• Documented record of meeting or exceeding quota in at least 3 of the last 4 years, with figures available to share.
• Proven ability to self-generate pipeline, with a substantial share of past closed revenue sourced through personal prospecting and networks.
• Established network of GovCon business owners, executives, and referral partners in the greater Washington, DC area, including DC, Northern Virginia, and suburban Maryland.
• Experience selling to multiple decision makers, including owners, CEOs, CFOs, contracts and compliance leads, and IT leaders.
• Ability to scope solutions with technical and compliance teams and build accurate proposals and statements of work.
• Excellent discovery, presentation, negotiation, and closing skills.
• Disciplined pipeline management and forecasting, including experience with a CRM and quoting system.
• Competitive, self-motivated drive combined with a collaborative, team-first approach.
• Willingness to travel locally and throughout the U.S. for client meetings, GovCon events, and corporate events; approximately 10–15% local travel within 50 miles and about 10% national travel.
• U.S. citizenship.
• Ability to travel by car to local client locations.
• Ability to establish a dedicated, safe, secure remote workspace and comply with Ntiva IT and security policies.

Nice To Haves

• Strong working knowledge of CMMC, including its levels, self-assessments versus C3PAO assessments, and certification requirements.
• Experience selling managed IT or managed security services (MSP or MSSP) to government contractors and closing multi-year recurring-revenue agreements.
• CMMC Registered Practitioner (RP) or Certified CMMC Professional (CCP) credential.
• Active or previously held U.S. government security clearance.
• Experience with Microsoft 365 GCC High, FedRAMP-authorized cloud services, or ITAR-regulated clients.
• Prior work at a GovCon, defense prime, or federal agency.
• Experience with ConnectWise (Manage and Sell), HubSpot, ZoomInfo, or GovCon intelligence tools such as GovWin IQ.
• Industry certifications such as CompTIA Security+ or CISSP.
• Master’s degree or MBA.

Responsibilities

• Win new-logo business with government contractors for multi-year managed IT, cybersecurity, and compliance services, and exceed monthly and annual MRR targets.
• Self-source at least 50% of annual quota through prospecting, outbound outreach, and the GovCon network.
• Build and execute a prospecting plan focused on defense, civilian-agency, and intelligence-community contractors, using cold outreach, LinkedIn, referral partners, personal contacts, and company-generated leads.
• Participate in the GovCon community through industry associations, matchmaking events, conferences, and small-business and prime-contractor networking.
• Develop referral relationships with C3PAOs, RPOs, GovCon attorneys, accountants, and consultants.
• Lead consultative discovery with owners, CEOs, CFOs, Facility Security Officers, and IT leaders to assess compliance readiness, contract requirements, and risk.
• Explain CMMC, DFARS 252.204-7012, and NIST SP 800-171 requirements in business terms, including their effects on contract eligibility and certification timelines.
• Partner with security, compliance, and technical teams to scope solutions, including CMMC readiness and gap assessments, remediation, SSPs and POA&Ms, Microsoft 365 GCC High, CUI enclaves, and managed security.
• Prepare and deliver executive-level presentations, proposals, and statements of work that connect services to contract wins, protect margin, and address objections.
• Manage multi-stakeholder, longer-cycle opportunities from first meeting through contract signature and a clean onboarding handoff.
• Maintain an accurate, current CRM pipeline and track self-sourced versus assigned opportunities.
• Provide accurate weekly forecasts and account plans in sales meetings, and keep leadership informed about deal status and risks.
• Stay current on CMMC program updates, DFARS rule changes, federal procurement trends, and competing MSPs serving GovCon.

Benefits

• Medical, dental, and vision coverage for employee and family.
• 401(k) with company match: 4% match on a 5% contribution, with no vesting period; employee and company contributions begin after 90 days.
• Company-provided group term life and accidental death and dismemberment coverage.
• Voluntary short-term disability and company-provided long-term disability coverage.
• Health Savings Account options and PPO options.
• Employee Assistance Program.
• Paid Time Off (PTO), Volunteer Time Off (VTO), 8 paid holidays, and 3 floating holidays.
• Education reimbursement program.
• Employee referral program with cash bonuses for successful referrals.
• Dynamic recognition and rewards.
• Clear promotion and advancement tracks.
• Commission plan, with on-target commission of approximately $280,000 at 100% quota attainment.
• Work with industry-leading talent.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior