Federal Business Development ManagerFederal | IT, AV & Managed Services Solutions
OverviewGST is seeking a Federal Business Development Manager to drive new business and expand our footprint across the federal market. This is a hands-on, execution-focused role for a sales professional who understands federal agencies, can navigate procurement environments, and excels at building trust-based relationships.
The ideal candidate has experience selling IT, AV, and managed service solutions into federal customers and thrives in complex, solution-based sales cycles. This role is critical to support GST's long-term growth strategy within the federal sector.
Key Responsibilities- Develop and execute targeted sales strategies across federal civilian and defense agencies to achieve revenue and margin objectives
- Identify, qualify, and pursue new federal business opportunities from initial discovery through contract award
- Build and maintain strong relationships with federal decision-makers, contracting officers, prime contractors, and strategic partners
- Manage and grow a portfolio of federal customers, distributors, dealers, OEMs, and technology partners
- Own the full sales lifecycle, including prospecting, solution positioning, proposal support, negotiations, and contract close
- Collaborate closely with engineering, operations, and delivery teams to align IT, AV, and managed service solutions with customer mission requirements
- Maintain accurate and up-to-date pipeline reporting, forecasts, and sales activity documentation
- Stay current on federal procurement processes, contract vehicles, funding trends, and agency initiatives
- Prepare, review, and submit RFQs, including pricing, scope, delivery details, and contractual terms
- Support RFP efforts by coordinating RFQ input and documentation in collaboration with internal sales and technical teams
Required Qualifications- 5+ years of experience in federal business development, federal sales, or account management
- Working knowledge of federal procurement processes, acquisition cycles, and buying behaviors
- Proven ability to generate pipeline, win new business, and meet or exceed sales targets
- Strong communication, presentation, and relationship-building skills
- Self-motivated, organized, and comfortable operating independently in a growth-oriented environment
- Experience working with or alongside government contractors, OEMs, VARs, or systems integrators
Preferred Experience (Highly Desired)- Experience selling IT infrastructure, AV systems, unified communications, physical or digital security, or managed services
- Background in systems integration or solution-based selling, not just product sales
- Familiarity with managed services, recurring revenue models, or lifecycle services
- Exposure to federal contract vehicles (GSA, IDIQs, BPAs, GWACs, or similar)
- Experience collaborating with engineering or technical teams to design customer-specific solutions
Why GST- Opportunity to help scale a growing federal business
- Sell mission-critical technology solutions, not commodities
- Partner with experienced technical and delivery teams
- High-impact role with visibility and ownership
Compensation & Benefits- Medical, Dental, and Vision coverage
- 401(k) plan
- Paid vacation
- Additional company perks
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