Federal Systems Integrator Sales Director

Home; Rockville (MD); On-site; USD 157,000 - 204,000; Full time

Job summary

Connection Public Sector Solutions seeks a Federal Systems Integrator Sales Director to drive revenue growth and expand market share across federal SI accounts from its Rockville, MD base. You will build trusted relationships with agency stakeholders and SI partners, uncover opportunities tied to missions, funding priorities, and modernization initiatives, and align solutions with contract vehicles.

The role requires a seasoned federal sales leader who thrives in a partner-led setting, turning

Qualifications

• Bachelor’s degree or equivalent experience.
• 15+ years of relevant federal systems integrator sales experience; 20+ total preferred.
• Proven success in strategic account planning, territory development and full-cycle sales in federal tech.
• Strong knowledge of federal procurement processes and contract vehicles.

Responsibilities

• Develop strategic account plans to grow revenue, profits, pipeline, and market share within assigned federal SI accounts.
• Identify, qualify, develop, and close new opportunities aligned to federal priorities, SI initiatives, contract vehicles, and reseller growth objectives.
• Build and maintain trusted relationships with customer decision-makers, procurement, program managers, capture teams, and partners.
• Manage complex sales opportunities from prospecting to close, including positioning, bids, pricing, negotiation, forecasting, and CRM reporting.
• Leverage knowledge of federal procurement channels, contracts, funding priorities, recompetes, and market trends to uncover opportunities.
• Collaborate across sales, technical, finance, contracts, procurement, OEM, and distributors to deliver compliant solutions.
• Lead business reviews, represent the company in engagements, and meet sales targets and KPIs.

Skills

Strategic account planning

Relationship management

Sales forecasting

CRM proficiency

Federal procurement knowledge

Education

Bachelor’s degree or equivalent

Job description

Federal Systems Integrator Sales Director

Location: Rockville, MD, US

Employment Type: FULL_TIME

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

Connection Public Sector Solutions empowers federal government agencies with innovative technology solutions and services to improve and accelerate mission delivery, boost government employee productivity and responsible AI usage, increase operational efficiencies and cost-savings, and fortify data security and compliance.

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 wellbeing. 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.

Job Summary

We are seeking an experienced Federal Systems Integrator Sales Director 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.

Min

USD $157,000.00/Yr.

Max

USD $203,960.00/Yr.

Qualifications

• 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.