Federal Account Executive
Prosum, Washington, District of Columbia, United States
Department of Defense (DoD) & Federal Systems Integrators (FSIs)
We are seeking a high-performing Federal Account Executive with proven experience selling into the United States Department of Defense and driving revenue through strategic partnerships with Federal Systems Integrators (FSIs). This role requires a seasoned professional who understands the federal acquisition lifecycle, has established relationships across DoD components, and can successfully navigate and influence FSI-led capture efforts. The ideal candidate brings a strong track record of closing complex, multi-year federal deals and building channel-driven pipelines within the defense ecosystem.
Key Responsibilities
Own and drive revenue growth across assigned DoD accounts and programs.
Develop and execute account strategies targeting key DoD branches, agencies, and program offices.
Build and maintain executive-level relationships within DoD stakeholders and FSI partners.
Identify, shape, and close opportunities both directly and through FSI channels.
Collaborate with leading FSIs such as: Booz Allen Hamilton, SAIC, Leidos, General Dynamics Information Technology, and CACI etc.
Influence capture managers, solution architects, and program executives within FSIs to position solutions in large-scale IDIQs, GWACs, and task orders.
Maintain accurate pipeline forecasting and territory planning.
Partner with marketing, product, and technical teams to align messaging with DoD mission priorities.
Required Qualifications
7+ years of enterprise or federal sales experience.
Demonstrated success selling directly into the United States Department of Defense.
Direct experience building revenue through Federal Systems Integrators (FSIs).
Existing relationships with capture managers, program managers, and contracting officers within DoD and FSIs.
Proven ability to close complex, multi-million-dollar federal deals.
Strong understanding of federal budgeting cycles, appropriations, and procurement regulations (FAR/DFARS).
Experience positioning solutions into large contract vehicles and FSI-led proposals.
Ability to obtain or maintain a security clearance (if required).
Preferred Qualifications
Experience selling cybersecurity, cloud, AI/ML, data, or enterprise IT solutions within DoD.
Familiarity with key DoD branches (Army, Navy, Air Force, Space Force, DISA, etc.).
Experience influencing requirements pre-RFP and participating in capture strategy sessions.
Background working in or alongside FSIs in business development or capture roles.
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Key Responsibilities
Own and drive revenue growth across assigned DoD accounts and programs.
Develop and execute account strategies targeting key DoD branches, agencies, and program offices.
Build and maintain executive-level relationships within DoD stakeholders and FSI partners.
Identify, shape, and close opportunities both directly and through FSI channels.
Collaborate with leading FSIs such as: Booz Allen Hamilton, SAIC, Leidos, General Dynamics Information Technology, and CACI etc.
Influence capture managers, solution architects, and program executives within FSIs to position solutions in large-scale IDIQs, GWACs, and task orders.
Maintain accurate pipeline forecasting and territory planning.
Partner with marketing, product, and technical teams to align messaging with DoD mission priorities.
Required Qualifications
7+ years of enterprise or federal sales experience.
Demonstrated success selling directly into the United States Department of Defense.
Direct experience building revenue through Federal Systems Integrators (FSIs).
Existing relationships with capture managers, program managers, and contracting officers within DoD and FSIs.
Proven ability to close complex, multi-million-dollar federal deals.
Strong understanding of federal budgeting cycles, appropriations, and procurement regulations (FAR/DFARS).
Experience positioning solutions into large contract vehicles and FSI-led proposals.
Ability to obtain or maintain a security clearance (if required).
Preferred Qualifications
Experience selling cybersecurity, cloud, AI/ML, data, or enterprise IT solutions within DoD.
Familiarity with key DoD branches (Army, Navy, Air Force, Space Force, DISA, etc.).
Experience influencing requirements pre-RFP and participating in capture strategy sessions.
Background working in or alongside FSIs in business development or capture roles.
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