VP, Federal Sales

Super Micro Computer•Washington, DC

About The Position

Supermicro is seeking an experienced VP, Federal Sales to lead the new federal entity (split from the parent company) and drive significant market share growth within the U.S. federal government sector. The ideal candidate will build and manage a high-performing federal sales team, develop and expand relationships with government agencies, navigate federal procurement processes, and thrive in a complex, highly regulated environment focused on mission-critical server, storage, and IT hardware solutions.

Requirements

Bachelor’s degree required; Master’s degree in Business, Management, Public Administration, or related field is a plus.
Minimum 15 years of progressive sales experience, with at least 7–10 years in federal government sales within the computer, server, hardware, or IT infrastructure industry preferred.
Proven track record of winning and managing large federal contracts, building pipeline through government vehicles (GSA, GWACs, etc.), and achieving revenue targets in the public sector.
Strong experience working with C-level and senior executives in federal agencies, DoD components, and large prime contractors.
Deep knowledge of server, storage, and management solutions, with expertise in Cloud data centers, enterprise IT, high-performance computing, and secure government environments.
Familiarity with federal compliance, cybersecurity standards, procurement processes, and budget cycles.
Demonstrated leadership ability in building and managing high-performing teams, including recruiting, developing, and retaining talent in a federal sales context.
Excellent communication, negotiation, and interpersonal skills across multiple disciplines, cultures, geographies, and government stakeholders.
Strong analytic skills in market and industry research, competitive intelligence, and federal opportunity assessment.

Nice To Haves

Master’s degree in Business, Management, Public Administration, or related field is a plus.

Responsibilities

Directly responsible for building and leading a team of federal sales professionals, driving all federal sales initiatives, revenue growth, performance metrics, and service excellence tailored to government requirements.
Design, implement, and execute a robust federal sales business plan that meets or exceeds new business targets, expands the customer base across civilian and defense agencies, and supports customer retention objectives.
Maintain and grow key relationships with federal customers, including program managers, contracting officers, and C-level/technical executives; develop strategies for expanding business through vehicles such as GSA schedules, IDIQs, GWACs, and other federal contract mechanisms.
Navigate and ensure compliance with federal procurement regulations (e.g., FAR, DFARS), security requirements (e.g., CMMC, FedRAMP where applicable), and socio-economic programs.
Continuously seek new opportunities to improve team performance, including training on federal sales cycles, proposal development, and government-specific best practices.
Analyze performance of sales team members on an ongoing basis, identify improvement areas, and ensure accountability against federal pipeline and revenue goals.
Establish monthly, quarterly, and yearly goals for team members aligned with federal fiscal year cycles, budget appropriations, and agency priorities.
Maintain comprehensive and current knowledge of all federal sales activities, forecast opportunities, pipeline, and relevant government programs, RFIs, RFPs, and solicitations.
Ensure the team provides excellent customer support in fulfillment, including forecast accuracy, inventory management, allocations, ETA, and backlog handling while meeting government delivery and compliance standards.
Successfully manage relationships with federal customers through regular engagement, site visits, and collaboration to identify opportunities, align Supermicro solutions with agency missions (e.g., data center modernization, high-performance computing, secure edge deployments), and improve sales and marketing strategies.
Partner with internal teams on bid and proposal efforts, contract negotiations, and vehicle management to accelerate wins and long-term program success.