Account Executive - FSI

DDN; Washington (District of Columbia); Hybrid; USD 120,000 - 160,000; Full time

Job summary

DDN is actively seeking an enterprise sales professional focused on Federal System Integrators to drive strategic opportunities in AI, HPC, storage, and data infrastructure for federal agencies in the United States. You will own SI relationships, lead multi-stakeholder cycles, and partner with architects to craft integrated solutions.

You will manage executive sponsorships and forecasted pipelines, nurturing long-term deals while expanding strategic accounts across government customers and

Qualifications

• Experience selling infrastructure, storage, compute, networking, cloud, AI, or data center solutions.
• Track record of winning complex enterprise opportunities through Federal System Integrators.
• Experience managing executive relationships across partner organizations and government stakeholders.
• Ability to drive net-new business, expand strategic accounts, and influence large, multi-year opportunities.

Responsibilities

• Own and grow a portfolio of strategic Federal System Integrator accounts within your territory.
• Create and convert net-new business opportunities through FSI relationships and partner-led engagements.
• Lead complex, multi-stakeholder enterprise sales cycles from prospecting through close.
• Build trusted relationships with executive sponsors, capture teams, program leaders, and technical decision makers.
• Partner with solution architects and technical teams to develop AI, HPC, storage, and data infrastructure solutions for federal opportunities.
• Collaborate with channel partners, OEMs, and Federal System Integrators to drive joint pipeline, pursuit strategy, and revenue growth.
• Maintain accurate pipeline management, forecasting, account planning, and deal strategy across long, strategic sales cycles.

Skills

Enterprise sales

Federal system integrator

Executive relationships

Forecasting discipline

Pipeline management

Job description

The market is moving fast. AI is no longer a side conversation - it is a mission-critical priority across the federal ecosystem. Federal System Integrators are helping agencies modernize infrastructure, accelerate AI adoption, and build the secure, high-performance environments needed for the next generation of mission workloads. That creates a unique opportunity for the right enterprise seller.

At DDN, you will be positioned at the intersection of:

• AI infrastructure

• High Performance Computing (HPC)

• Federal System Integrators

• Cloud and data center modernization

• Mission-critical government transformation

If you want to sell strategic infrastructure that powers some of the nation's most demanding environments while partnering with leading Federal System Integrators, this is that opportunity.

What you will do

• Own and grow a portfolio of strategic Federal System Integrator accounts within your territory

• Create and convert net-new business opportunities through FSI relationships and partner-led engagements

• Lead complex, multi-stakeholder enterprise sales cycles from prospecting through close

• Build trusted relationships with executive sponsors, capture teams, program leaders, and technical decision makers

• Partner closely with solution architects and technical teams to develop AI, HPC, storage, and data infrastructure solutions for federal opportunities

• Collaborate with channel partners, OEMs, and Federal System Integrators to drive joint pipeline, pursuit strategy, and revenue growth

• Maintain accurate pipeline management, forecasting, account planning, and deal strategy across long, strategic sales cycles

What great looks like

You are likely a strong fit if you bring:

• 7-10 years of enterprise technology sales experience selling infrastructure, storage, compute, networking, cloud, AI, or data center solutions

• A proven track record of winning complex enterprise opportunities through Federal System Integrators

• Experience managing executive relationships across partner organizations and government stakeholders

• Demonstrated success driving net-new business, expanding strategic accounts, and influencing large, multi-year opportunities

• Strong communication, executive presentation, negotiation, and forecasting discipline

• The ability to navigate complex partner ecosystems and multi-threaded enterprise sales environments

Preferred background

• Experience selling AI infrastructure, HPC, storage, cloud, or data center solutions

• Experience working directly with leading Federal System Integrators and federal channel partners

• Familiarity with federal procurement, capture processes, and partner-led sales motions

• 7-10 years of enterprise sales experience

• Based in or near one of these preferred markets: Washington, DC; Northern Virginia; Maryland; Raleigh; Atlanta; Dallas; Austin; Denver; San Diego; or other major federal technology hubs

Who will love this role

• Enterprise sellers who enjoy building strategic partnerships with Federal System Integrators

• Hunters who excel at developing partner-led pipeline and winning complex federal opportunities

• Sales professionals who can connect technical innovation with mission outcomes

• Individuals who thrive in long-cycle, high-value enterprise sales environments

Who should probably not apply

• Candidates whose experience is primarily SMB or mid-market sales

• Professionals focused primarily on customer success, alliances, or sales engineering rather than quota-carrying enterprise sales

• Sellers who prefer highly transactional, short-cycle opportunities

• Leaders who are no longer interested in personally owning strategic enterprise opportunities