Sr Solution Sales Executive; FED Experience

Accountabilities:

• • Develop and execute strategic account plans designed to achieve or exceed revenue and gross-profit targets across assigned Federal Government accounts.
  • Identify, qualify, and create new business opportunities within existing accounts and prospective customers, with a focus on advanced technology solutions.
  • Build and strengthen relationships with Federal customers, including managers, senior leaders, and C-level stakeholders, while establishing new connections within strategic accounts.
  • Independently manage complex, multi-step sales cycles from discovery and qualification through solution development, negotiation, and close.
  • Diagnose customer needs, connect technology solutions to business challenges, and adapt positioning and messaging according to different stakeholders.
  • Lead consultative conversations, discovery sessions, demonstrations, presentations, Quarterly Business Reviews, and executive-level customer meetings.
  • Drive adoption of advanced solutions across datacenter, networking, server, storage, virtualization, cloud, cybersecurity, and managed, professional, and consulting services.
  • Develop pricing and financial proposals, business cases, executive summaries, proposals, follow-ups, and internal deal updates.
  • Lead objection handling, negotiation, pricing discussions, and close planning while maintaining a strong focus on customer outcomes and win rates.
  • Coordinate internal specialists, account teams, strategic partners, and OEM vendors to deliver effective solutions and manage complex engagements.
  • Maintain accurate pipeline information, including opportunities, next steps, close dates, risks, and forecasts.
  • Represent the organization at relevant customer and vendor events and provide updates on emerging technologies, offerings, and services.
  • Serve as a trusted advisor to account managers and customers by communicating the “art of the possible” and identifying opportunities to improve business outcomes.
  • Ensure sales strategies and proposed solutions take relevant Federal requirements into account, including FedRAMP, CMMC, NDAA, Supply Chain Security, and TAA compliance.

  Requirements:

  • Demonstrated experience selling IT solutions, with a strong track record of developing and growing customer accounts and consistently meeting or exceeding sales targets.
  • Previous experience supporting U.S. Federal Government customers, particularly Civilian and/or DoW accounts.
  • Strong understanding of Federal requirements and compliance considerations such as FedRAMP, CMMC, NDAA, Supply Chain Security, and TAA.
  • Advanced knowledge of IT technologies and OEM solutions, with a strong understanding of datacenter environments.
  • Experience with servers, storage, networking, virtualization, cloud, cybersecurity, and managed, professional, and consulting services.
  • Proven business development and account maturation skills, including the ability to proactively uncover opportunities and expand existing relationships.
  • Strong consultative selling capabilities and the ability to connect technical solutions with business needs and measurable customer outcomes.
  • Experience managing complex sales engagements involving multiple stakeholders and coordinating internal and external resources.
  • Ability to independently qualify opportunities, manage time effectively, prioritize resources, and maintain a healthy sales pipeline.
  • Strong financial selling skills, including the ability to develop and communicate financial proposals and business cases.
  • Excellent presentation, communication, negotiation, objection-handling, and relationship-building skills across technical and executive audiences.
  • Demonstrated ability to lead discovery calls, customer presentations, solution discussions, and executive-level engagements with confidence and structure.
  • Ability to operate independently while collaborating effectively with account teams, strategic partners, and technology vendors.
  • An active security clearance is not required, but the ability to obtain one is preferred.
  • Must be legally authorized to work for any U.S. employer; visa sponsorship is not available for this position.

  Benefits:

  • Base salary range of $117,692–$153,000 USD per year.
  • Competitive 401(k) plans.
  • Medical insurance and comprehensive benefits supporting employees and their families.
  • Access to free therapy visits, mental health coaching, wellness tools, and meditation resources.
  • Generous paid time off, including vacation and sick time.
  • Additional Wellness Time Off and Volunteer Time Off.
  • Supportive and collaborative workplace culture with opportunities for professional development.
  • Opportunity to work with advanced IT, cloud, cybersecurity, and datacenter technologies.
  • Exposure to complex Federal Government accounts and strategic enterprise sales engagements.