Senior Solutions Consultant - GovCon

Ntiva; Washington (District of Columbia); Hybrid; USD 100,000 - 135,000; Full time

Benefits offered by this job

Medical, Dental and Vision coverage

401k with match

PTO and paid holidays

Education reimbursement

Performance-based bonus/commission

Career advancement opportunities

Job summary

Ntiva, a GovCon MSP, seeks a Senior Solutions Consultant to win new-logo managed IT, cybersecurity, and compliance business with federal contractors. You will own the full sales cycle from outreach to multi-year contracts and build your pipeline through prospecting and GovCon networks.

The role requires deep CMMC/NIST DFARS experience, excellent discovery, presentation and closing skills, and the ability to collaborate with Ntiva’s security and compliance teams to scope solutions and deliver

Qualifications

• Bachelor's degree or equivalent professional experience.
• 8+ years of B2B sales with government contractors.
• Familiarity with DFARS 252.204-7012, NIST SP 800-171 and related requirements.
• Track record of meeting or exceeding quota with verifiable figures.
• Strong self-generated pipeline through prospecting and network.

Responsibilities

• Win new-logo GovCon managed IT, cybersecurity, and compliance business.
• Self-source at least 50% of annual quota via prospecting and GovCon network.
• Build a disciplined prospecting plan targeting defense, civilian, and IC contractors.
• Lead discovery with executives to assess compliance readiness and contract needs.
• Develop proposals and statements of work tied to contract wins.
• Maintain accurate pipeline and deliver weekly forecasts.

Skills

GovCon sales

CMMC knowledge

Cold outreach

CRM forecasting

Education

Bachelor's degree or equivalent

Tools

ConnectWise

HubSpot

ZoomInfo

GovWin IQ

Job description

Are you looking for limitless career opportunities with a company that values growth, innovation, and teamwork? At Ntiva, we’re more than a Managed Services Provider, we’re a community dedicated to helping each other, our clients, and their businesses thrive both personally and professionally. Ntiva is a culture of people who are passionate about the work…and each other.

Our clients view us as an essential part of their teams, relying on us for strategic guidance, fast solutions to complex challenges, and proactive support. With strategic locations across the U.S. and leadership from our founder, Steven Freidkin, we’re on the front lines of a fast-paced industry, facing cybersecurity threats and rapid technology changes together.

If you thrive in a dynamic, supportive environment and enjoy going above and beyond, we’d love to meet you. Come explore one of our many opportunities and grow with us!

How you'll make an impact

As a Senior Solutions Consultant for Government Contractors at Ntiva, you will win new-logo managed IT, cybersecurity, and compliance business with companies that support the federal government, especially the Defense Industrial Base (DIB). You will own the full sales cycle, from first outreach to signed multi-year agreement, and build most of your own pipeline through prospecting and an established GovCon network. This is a senior, highly compensated role for a proven seller who knows the GovCon market. You will help contractors understand and meet requirements such as CMMC, DFARS, and NIST SP 800-171, and show how Ntiva's managed services protect their contracts and their ability to win new ones. Success means consistently exceeding new-logo monthly recurring revenue (MRR) targets while becoming a trusted advisor to GovCon leadership teams.

Location and Work Expectations

• This is a hybrid role based in the greater Washington DC area. It will be 75-80% remote.
• Local travel: about 10–15% of working time for client onsite visits and in-office meetings within a 50-mile radius, covering DC, Northern Virginia, and suburban Maryland.
• National travel: about 10% of working time. Because this role focuses on the government contractor vertical rather than a single geography, it requires travel throughout the U.S. for client meetings, industry conferences, and events.
• Must be able to travel by car to local client locations.
• Monday–Friday, 8am–5pm EST.

What you will be doing

• Win new-logo business with government contractors for multi-year, annuity-based managed IT, cybersecurity, and compliance services, and consistently exceed monthly and annual MRR targets.
• Self-source a minimum of 50% of your annual quota through your own prospecting, outbound outreach, and GovCon network.
• Build and run a disciplined prospecting plan focused on defense, civilian-agency, and intelligence-community contractors, combining cold outreach, LinkedIn, referral partners, and personal contacts, alongside company-generated leads.
• Take an active role in the GovCon community, including industry associations, matchmaking events, conferences, and small-business and prime-contractor networking.
• Develop referral relationships with CMMC Third-Party Assessment Organizations (C3PAOs), Registered Practitioner Organizations (RPOs), GovCon attorneys, accountants, and consultants.
• Lead consultative discovery with owners, CEOs, CFOs, Facility Security Officers, and IT leaders to assess compliance readiness, contract requirements, and risk.
• Explain CMMC, DFARS 252.204-7012, and NIST SP 800-171 requirements in plain business terms, including how compliance affects contract eligibility and the timeline to certification.
• Partner with Ntiva's security, compliance, and technical teams to scope solutions such as CMMC readiness and gap assessments, remediation, System Security Plans (SSPs) and POA&Ms, Microsoft 365 GCC High, CUI enclaves, and ongoing managed security.
• Build and deliver executive-level presentations, proposals, and statements of work that tie Ntiva's services to contract wins, protect margin, and handle objections.
• Manage multi-stakeholder, longer-cycle opportunities from first meeting through contract signature and a clean handoff to onboarding.
• Keep an accurate, up-to-date pipeline in the CRM, clearly tracking self-sourced versus assigned opportunities.
• Deliver accurate weekly forecasts and account plans in sales meetings, and keep leadership informed of deal status and risks.
• Stay current on CMMC program updates, DFARS rule changes, federal procurement trends, and competing MSPs serving the GovCon market.

You’ll be successful in this role if you have

• A Bachelor's degree (BA/BS) or equivalent professional experience.
• 8+ years of B2B sales experience selling specifically to government contractors.
• Familiarity with DFARS 252.204-7012, NIST SP 800-171, Controlled Unclassified Information (CUI), SPRS scores, and related federal requirements.
• A documented record of meeting or exceeding quota in at least 3 of your last 4 years, with figures you can share.
• A proven history of self-generating pipeline, with a substantial share of past closed revenue sourced through your own prospecting and network.
• An established network of GovCon business owners, executives, and referral partners in the greater Washington, DC area (DC, Northern Virginia, and suburban Maryland).
• Experience selling to multiple decision makers, including owners, CEOs, CFOs, contracts and compliance leads, and IT leaders.
• The ability to scope solutions with technical and compliance teams and build accurate proposals and statements of work.
• Excellent discovery, presentation, negotiation, and closing skills.
• Disciplined pipeline management and forecasting, with experience using a CRM and quoting system.
• A competitive, self‑motivated drive, paired with a collaborative, team‑first approach.
• Willingness to travel locally and throughout the U.S. (about 10–15% local within 50 miles and about 10% national) for client meetings, GovCon events, and corporate events.
• Strong working knowledge of CMMC, including its levels, self‑assessments versus third‑party (C3PAO) assessments, and what contractors must do to get certified.
• Experience selling managed IT or managed security services (MSP or MSSP) to government contractors, closing multi‑year, recurring‑revenue (MRR) agreements.
• CMMC Registered Practitioner (RP) or Certified CMMC Professional (CCP) credential.
• An active or previously held U.S. government security clearance.
• Experience with Microsoft 365 GCC High, FedRAMP‑authorized cloud services, or ITAR‑regulated clients.
• Prior work at a GovCon, defense prime, or federal agency.
• Experience with ConnectWise (Manage and Sell), HubSpot, ZoomInfo, or GovCon intelligence tools such as GovWin IQ.
• Industry certifications such as CompTIA Security+ or CISSP.
• A Master's degree or MBA.

Benefits and Perks

• Medical, Dental and Vision coverage for employee and family
• 401k + company‑matched contributions 4% match on 5% contribution - no vesting period! (Employee and Company contribute after 90 days)
• Group Term Life and Accidental Death and Dismemberment coverage (company provided)
• Short‑Term (voluntary enrollment) and Long‑Term Disability coverage (company provided)
• Health Savings Account (HSA) Options / PPO Options
• Employee Assistance Program
• Education Reimbursement Program
• Generous Employee Referral Program - cash bonus for successful referrals!
• Dynamic Recognition and Rewards
• Clear Promotion and Advancement Tracks
• Work with Industry‑Leading Talent

The base pay range for this position is expected to be between $100,000 and $135,000 per year, plus a performance-based commission plan. On-target commission is approximately $280,000 at 100% quota attainment, with typical earnings ranging from 75% to 125% of target based on performance. The base pay offered may vary depending on multiple non‑discriminatory factors including, but not limited to, market location, job‑related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, and PTO. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

Work Authorization Criteria

In compliance with federal law, all persons hired will be required to verify identity and to complete the required employment eligibility verification form upon hire. Due to federal government contract obligations, this position requires U.S. citizenship.

Workspace Requirements and Remote Work Policy Team members must establish a dedicated safe workspace that is free from distractions, hazards, and that is secure from unauthorized access. This includes following Ntiva’s IT User and Security Policies that include but are not limited to password‑protecting all equipment, keeping confidential and proprietary documents secure, refraining from using public Wi‑Fi, having adequate arrangements in place to avoid significant interruptions from caregiving responsibilities during work hours (except in emergency situations with manager approval). Any remote work away from a team member’s normal expected dedicated safe workspace must be requested by team member, is subject to review by management, and must adhere to Ntiva policies and procedures.

Our Commitment to a Diverse Workforce

At Ntiva, we are committed to creating and maintaining a diverse, inclusive, and welcoming work environment for all employees and job applicants. We firmly believe that a diverse workforce fosters a wider range of perspectives, experiences, and ideas that lead to increased creativity, innovation, and problem‑solving capabilities. As an equal opportunity employer, we actively seek to recruit and retain a diverse workforce that reflects the communities we serve. We prohibit discrimination of any kind, including but not limited to race, color, religion, gender, gender identity or expression, sexual orientation, marital status, national origin, age, hair length, protective hairstyles, organ donor status, disability, veteran status, or any other legally protected status and comply with all applicable laws governing nondiscrimination in employment.

Application Deadline

Applications will be accepted until 11/18/26.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.