Account Executive, Federal System Integrator

ViziRecruiter,LLC.; Rockville (MD); On-site; USD 140,000 - 200,000; Full time

Benefits offered by this job

Total rewards

401k plan

Medical insurance

Therapy benefits

Paid time off

Job summary

Connection in Rockville, MD is seeking an experienced Account Executive for Federal Systems Integrators to drive revenue growth and expand market share across assigned accounts. You will build trusted relationships with agency stakeholders, systems integrators, and OEM partners to deliver mission-aligned technology solutions.

This role requires a deep understanding of the federal IT procurement landscape, GWACs/IDIQs, and full-cycle sales, from prospecting through closing, with a track record of

Qualifications

• Bachelor’s degree or equivalent required.
• Minimum 15 years federal sales experience; 20 years total preferred.
• Proven success in strategic account planning and pipeline generation.
• Strong executive communication and closing skills.
• Knowledge of GWACs, IDIQs, BPAs, GSA schedules.

Responsibilities

• Develop and execute strategic account plans to grow revenue within Federal SI accounts.
• Identify and close opportunities aligned to federal priorities and contract vehicles.
• Build trusted relationships with decision-makers and partners.
• Manage complex deals from prospecting to close, including pricing and proposals.
• Lead business reviews and achieve sales targets.
• Collaborate across teams to deliver compliant, mission-aligned solutions.
• Track funding priorities and recompetes to advance opportunities.

Skills

Strategic planning

Federal market

Relationship building

Full-cycle sales

Executive communication

Negotiation

CRM forecasting

Pricing & margins

Contract vehicles

Proposals & bids

Industry knowledge

Education

Bachelor’s degree or equivalent

Tools

CRM software

Job description

Introduction

You're the heart of Connection. A people person who loves to help, listen, and learn. Join our team of experts to grow your career and work side by side with specialists from the industry's biggest tech manufacturers.

Overview

What We Do:

We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That's what we do. We're the IT Department's IT Department.

Who We Are:

Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It's what makes Connection unique - what drives us to innovate and create technology solutions that stand apart from the crowd. We'd love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.

Why You Should Join Us:

You’ll find supportive teammates and a rewarding career at Connection - plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family. Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive.

• We value the importance of our employees' emotional well-being.
• To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources.
• You’ll also enjoy a generous paid time off package that includes not only vacation and care time, but also Wellness and Volunteer Time Off days.

We are seeking an experienced Account Executive, Federal Systems Integrator to drive revenue growth and expand market share across assigned Federal Systems Integrator accounts. This is a high-impact opportunity for a proven federal sales professional who understands the federal IT ecosystem, knows how to build trusted relationships with systems integrators and agency stakeholders, and can uncover opportunities tied to agency missions, contract activity, funding priorities, and technology modernization initiatives. In this role, you will serve as a strategic partner to customers, OEMs, distributors, and internal technical teams - bringing together the right solutions, partners, and contract pathways to deliver compliant, mission-aligned technology outcomes for the federal market.

This role is ideal for a seasoned federal sales professional who thrives in a strategic, partner-led environment and understands how to turn relationships, market intelligence, and contract knowledge into measurable growth. You will play a key role in expanding our presence with Federal Systems Integrators and helping deliver technology solutions that support critical government missions.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

Responsibilities

• Develop and execute strategic account plans to grow revenue, gross profit, pipeline, and market share within assigned Federal Systems Integrator accounts.
• Identify, qualify, develop, and close new business opportunities aligned to federal agency priorities, systems integrator initiatives, contract vehicles, and technology reseller growth objectives.
• Build and maintain trusted relationships with customer decision-makers, procurement teams, program managers, capture teams, technical stakeholders, OEM partners, distributors, and internal resources.
• Manage complex sales opportunities from prospecting through close, including solution positioning, proposal and bid support, pricing coordination, negotiation, forecasting, and CRM reporting.
• Leverage knowledge of federal procurement channels, partner programs, contract activity, funding priorities, recompetes, and market trends to uncover and advance opportunities.
• Collaborate across sales, technical, finance, contracts, procurement, OEM, and distributor teams to deliver compliant, mission-aligned technology solutions.
• Lead business reviews, represent the company in customer and partner engagements, and consistently achieve assigned sales targets, gross profit goals, pipeline metrics, and customer engagement objectives.

Requirements

• Bachelor’s degree or an equivalent combination of education and work experience.
• Minimum of 15 years of relevant professional experience; 20 years of total experience preferred for full proficiency.
• Demonstrated success in strategic account planning, territory development, pipeline generation, and full-cycle sales management within the federal technology market.
• Excellent verbal, written, presentation, CRM, forecasting, organizational, and follow-through skills.
• Extensive experience managing and growing Federal Systems Integrator accounts in a complex, relationship-driven sales environment.
• Strong understanding of the federal IT sales ecosystem, including agencies, systems integrators, contracting structures, procurement processes, and contract vehicles.
• Knowledge of GWACs, IDIQs, BPAs, GSA schedules, reseller programs, deal registration, and partner sales motions.
• Ability to track and interpret federal funding priorities, recompetes, contract awards, capture activity, and market trends.
• Working knowledge of enterprise technology solutions, including hardware, software, cloud, cybersecurity, networking, data center, professional services, and emerging technologies.
• Proven ability to translate technical capabilities into business, operational, and mission value for federal customers and systems integrator partners.
• Strong executive communication, consultative selling, negotiation, objection handling, and closing skills.
• Financial acumen related to pricing, margin, gross profit, sales targets, and opportunity prioritization.
• High integrity, sound business judgment, customer focus, adaptability, resilience, and a strong commitment to compliance.