Account Executive, Federal System Integrator

Connection; Rockville (MD); On-site; USD 138,000 - 179,670; Full time

Job summary

Connection is seeking an experienced Account Executive, Federal Systems Integrator to drive revenue growth within assigned federal SI accounts. You will build trusted relationships with agency stakeholders and OEM partners to deliver compliant, mission-aligned technology solutions.

You will lead strategic account planning, identify opportunities tied to agency missions and funding priorities, and collaborate across teams to close complex deals while meeting ambitious targets.

Qualifications

• Bachelor’s degree or equivalent required.
• 15+ years of relevant professional experience; 20+ years total preferred.
• Experience in strategic account planning, territory development, pipeline generation, and full-cycle sales in federal tech.
• Excellent executive communication, negotiation, and closing skills.
• Ability to translate technical capabilities into value for federal customers and SI partners.
• Proven experience growing Federal Systems Integrator accounts in a complex, relationship-driven selling environment.

Responsibilities

• Develop and execute strategic account plans to grow revenue, gross profit, pipeline, and market share.
• Identify and close new business opportunities aligned to federal priorities, SI initiatives, and contract vehicles.
• Build trusted relationships with executives, procurement, program managers, capture teams, and partners.
• Manage complex opportunities from prospecting to close with positioning, bids, pricing, and CRM updates.
• Leverage knowledge of federal procurement channels and funding priorities to advance opportunities.
• Collaborate across sales, technical, finance, contracts, procurement, OEM, and distributors.
• Lead business reviews, represent the company in engagements, and meet sales targets and GP goals.

Skills

Strategic account planning

Territory development

Pipeline generation

Full-cycle sales management

CRM forecasting

Negotiation

Executive communication

Customer relationship management

Federal procurement knowledge

GWACs/IDIQs knowledge

Contract vehicles knowledge

Cross-functional collaboration

Pricing and margin management

Proposal and bid support

Strategic partnerships

Education

Bachelor’s degree or equivalent

Tools

CRM systems

Job description

Account Executive, Federal System Integrator

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.

Rockville, MD

CONNECTION

At Connection, our purpose is simple: we connect people with technology. From hardware-PCs, printers, servers, and more to cutting-edge cloud, cybersecurity, and professional IT services, we design, build, and support the IT solutions that thousands of companies, schools, and government agencies rely on every day. Back in 1982, we started out with two employees and a phone line. Today, Connection is a Fortune 1000 IT solutions partner operating in 174 countries around the world - still driven by that startup mentality and guided by our original purpose. We’d love for you to join us and make your mark on the future of technology.

https://www.connection.com/

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Full Time

$138,000.00/Yr. - $179,670.00/Yr.

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.