Key skills
Federal technology salesCybersecurityCritical infrastructure protectionFederal System Integrators (FSIs) salesFederal procurement processesFederal contract vehiclesFederal acquisition lifecyclesSales quota achievementCapture management supportProposal developmentRelationship-buildingCommunicationNegotiationSales
About this role
OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity, and they are seeking a Federal Sales Account Executive to drive relationships across Federal agencies and the FSI ecosystem. This role involves managing a Federal sales territory, executing sales strategies, and collaborating with partners to enhance OPSWAT's presence in the Federal market.
Responsibilities:
- Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators
- Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles
- Meet or exceed annual sales quota by developing new business and expanding existing accounts
- Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close
- Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies
- Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits
- Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners
- Provide accurate pipeline forecasts and contribute to Federal growth strategy
Requirements:
- 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection
- 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