Opswat
Federal Sales Account Executive (FSIs)
AMER - Remote. Posted 11 months ago
The role
You will build, manage, and grow relationships across Federal agencies and the Federal System Integrator ecosystem. You will drive adoption of solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer.
What you will do
- Own and drive a Federal sales territory with a focus on building and growing strategic relationships with Federal System Integrators
- Execute sell-to and sell-through strategies with FSIs
- Meet or exceed annual sales quota by developing new business and expanding existing accounts
- Lead the complete sales cycle from opportunity identification to close
- Partner with FSIs and channel partners to shape opportunities and drive joint wins
- Collaborate with capture managers and proposal teams to align sales strategy
- Leverage the Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings
- Provide accurate pipeline forecasts and contribute to Federal growth strategy
Required qualifications
- 10+ years of Federal technology sales experience
- Demonstrated success selling both to and through Federal System Integrators (FSIs)
- Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles
- Proven track record of meeting or exceeding sales quotas within Federal markets
- Strong relationships with FSIs and within DoD, IC, and/or civilian agencies
- Experience supporting or influencing capture efforts and FSI-led pursuits
- Excellent communication, presentation, and relationship-building skills
- Mission-driven mindset with a passion for protecting national security
Nice to have
- preferably in cybersecurity, networking, or critical infrastructure protection
Benefits
- Competitive compensation
- uncapped career growth opportunities
- Access to a state-of-the-art Critical Infrastructure Lab in Arlington, VA
About the company
OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity. The company delivers an end-to-end platform to protect complex networks, secure devices, and ensure compliance.