Federal Account Executive
iT1
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Posted: 10/20/2026Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in federal technology sales and account management, with a strong focus on developing and executing capture strategies, managing full-cycle federal pursuits, and achieving revenue and margin objectives. Proficient in building relationships with federal agency decision makers and navigating federal procurement mechanisms.
Highest-signal resume keywords
Federal Technology SalesFull-Cycle Federal PursuitsCapture PlanningFederal Contracting MechanismsRelationship Management
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Develop and execute account plans for assigned federal agencies, programs, and federal systems integrator relationships
- Build and maintain a qualified pipeline aligned to revenue, gross margin, and forecast objectives
- Identify customer missions, budget priorities, acquisition strategies, incumbent positions, and competitive dynamics
- Prospect into new accounts and expand existing relationships with federal agency technology and cybersecurity leaders, procurement and contracting officials, program offices, and mission stakeholders
- Maintain accurate opportunity, activity, next-step, close-date, and forecast information in the company CRM
- Provide weekly, monthly, and quarterly pipeline and forecast updates to the Vice President, Federal Sales
- Lead full-cycle federal pursuits from opportunity identification and qualification through capture, proposal, negotiation, award, and transition to delivery
- Create and execute capture plans addressing customer requirements, acquisition path, competitive positioning, teaming strategy, pricing approach, solution alignment, and win themes
- Drive opportunities through NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, eBuy, SAM.gov, and other applicable federal procurement channels
- Coordinate RFQ, RFI, and RFP responses with proposal, contracts, legal, finance, operations, technical, and executive stakeholders
- Ensure opportunity documentation, pricing inputs, vendor authorizations, representations, certifications, and submission requirements are complete and timely
- Participate in post-award handoff and support customer satisfaction, expansion, and follow-on opportunities
- Establish and expand relationships with federal agency decision makers, contracting personnel, program leaders, and technical stakeholders
- Develop relationships with federal systems integrators, OEMs, distributors, technology partners, and small business partners
- Build teaming and co-selling motions to improve account access, solution differentiation, contract coverage, and win probability
- Lead customer briefings, capability presentations, discovery meetings, solution discussions, and executive engagement activities
- Coordinate partner resources, deal registration, pricing support, market development funds, and incentive programs when applicable
- Sell federal IT solutions and services across cybersecurity, cloud, infrastructure, managed services, and OEM/channel portfolios
- Translate customer mission, technical, procurement, compliance, and budget requirements into solution and pursuit strategies
- Partner with solution architects and technical resources to develop responsive, outcome-focused solutions and presentations
- Negotiate business terms within established authority and coordinate approvals for pricing, margin, legal, and contractual commitments
- Achieve assigned revenue, gross margin, pipeline, activity, and strategic account objectives
- Monitor federal budget cycles, agency priorities, acquisition trends, and competitive developments
- Perform other duties and responsibilities as assigned
- Report to the Vice President, Federal Sales
Requirements
What you’ll need- Bachelor’s degree in Business, Technology, Public Administration, or a related field preferred, or an equivalent combination of education and relevant experience
- 8+ years of federal technology sales, account management, business development, or capture experience
- Demonstrated success achieving sales targets and closing complex federal IT solutions or services opportunities
- Experience managing full-cycle federal pursuits from account development and capture planning through proposal submission, award, and post-award transition
- Working knowledge of federal contracting mechanisms, including NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, and task-order-based procurement
- Established relationships within federal civilian, Department of Defense, Intelligence Community, or federal systems integrator markets relevant to assigned accounts
- Strong understanding of federal IT solutions, including cybersecurity, cloud, infrastructure, managed services, and OEM/channel ecosystems
- Experience working with CRM and federal market intelligence platforms; Salesforce, GovWin, SAM.gov, eBuy, and the SEWP Quote Request Tool preferred
- Working knowledge of FAR/DFARS considerations and federal cybersecurity and supply-chain requirements, including FedRAMP, CMMC, and NIST SP 800-171
- Ability to develop account plans, capture strategies, opportunity qualification, forecasts, and executive-level presentations
- Strong relationship management, consultative selling, negotiation, presentation, and written communication skills
- Ability to manage multiple time-sensitive pursuits, coordinate cross-functional contributors, and adapt to changing priorities
- Ability to work independently while maintaining strong communication, accountability, and collaboration with the Federal Sales Team
- Ability to work a blend of field and office activities and travel as business and customer needs require
- Sit at a computer for up to 8 hours per day
- Keyboarding for up to 8 hours per day
- Near vision sufficient to work with detailed information and read small print
- Speaking and presenting information to customers, partners, and coworkers
- Hearing requirements for in-person meetings, telephone calls, virtual meetings, and other workplace sounds
- Travel
Benefits
Comp & perks- Medical, dental, and vision benefits with highly subsidized premiums
- Two weeks paid time off in your first year, with increasing PTO as tenure increases, and most major holidays off
- 401(k) Plan with employer match
- Onsite Fitness Center
- Onsite Monthly Massages
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account DevelopmentOpportunity QualificationSales Targets AchievementProposal SubmissionNegotiation SkillsForecastingFederal IT SolutionsCybersecurity SolutionsCloud InfrastructureManaged Services
Soft Skills
Consultative SellingPresentation SkillsWritten CommunicationAdaptabilityCollaboration
Tools & Technologies
SalesforceGovWinSAM.govEBuySEWP Quote Request Tool
Industry Keywords
NASA SEWPGSA MASGWACsIDIQsBPAsFAR/DFARSFedRAMPCMMCNIST SP 800-171Federal Systems Integrator