Position Overview
Builds qualified new-business pipeline and strategic partner value while protecting fit, margin, delivery readiness, and FST brand standards.
Key Responsibilities
- Develop target markets, ideal client profiles, channel strategies, territory plans, and measurable pipeline goals.
- Prospect, qualify, and advance opportunities through a documented sales process and executive approval gates.
- Coordinate discovery, technical solution development, pricing, contracting, references, and transition to onboarding.
- Manage strategic vendor, referral, association, and alliance relationships and measure partner-sourced value.
- Maintain accurate pipeline, probability, timing, source, next action, and revenue forecasts.
- Partner with Operations and Finance to validate capacity, scope, risk, cost, and margin before commitments are made.
- Protect no-surprise handoffs by ensuring signed scope, assumptions, responsibilities, commercial terms, and success criteria.
- Represent FST at targeted events, associations, and executive relationship activities.
Required Qualifications
- 5+ years of business development, strategic partnerships, or complex B2B technology sales experience.
- Proven achievement against pipeline and revenue targets.
- Ability to sell managed services, cybersecurity, consulting, and projects through business outcomes.
- Experience with manufacturing and small/medium business clients
Preferred Qualifications
- Established Midwest business network.
- Experience with municipal, legal, healthcare, construction, or professional-services clients.
Core Competencies
• Consultative selling
• Pipeline management
• Executive presence
• Partnership development
• Commercial discipline
• Negotiation
• Market strategy
• Cross-functional handoff
Measures of Success
- Qualified pipeline coverage
- New recurring revenue
- Gross margin quality
- Win rate and sales-cycle length
- Partner-sourced opportunities
- Forecast accuracy
- New-client onboarding quality
Work Environment and Employment Requirements
- Full-time, primarily in-office with market travel.
- Ability to perform the essential functions of the position with or without reasonable accommodation.
- Ability to protect confidential client, employee, security, and company information.
- Compliance with FST policies, documentation standards, security requirements, and professional conduct expectations.
- Positions that access criminal justice or regulated client environments may require U.S. citizenship, a valid driver's license, an acceptable driving record, MSHP/federal fingerprint-based background screening, and CJIS training/certification as applicable to the assignment.
Why Join FST
- Visible impact in a growing technology-services company.
- Exposure to diverse client environments and business challenges.
- A culture built around accountability, professional development, continuous improvement, and client partnership.
- Opportunity to help shape FST 2.0 operating standards and scalable service delivery.
