IT Federal Sales DirectorLocation: Washington, DC
Position SummaryThe
IT Federal Sales Director is responsible for driving federal sales strategy, business development, revenue growth, and market expansion across civilian, defense, intelligence, and federal systems integrator (FSI) accounts. This executive leader will develop and execute go-to-market strategies, oversee federal sales operations, build strategic partnerships, and lead complex federal technology pursuits. The ideal candidate brings a proven track record of building high-performing federal sales organizations, growing multimillion-dollar pipelines, securing large government contracts, and fostering executive-level relationships across federal agencies, prime contractors, systems integrators, and technology partners.
Key Responsibilities- Develop and execute a comprehensive Federal Government Sales and Federal Market Strategy to achieve revenue, margin, and growth objectives.
- Identify, qualify, pursue, and close new business opportunities within federal civilian, defense, intelligence, and public sector accounts.
- Drive Federal Business Development, Strategic Capture Management, Territory Management, and Pipeline Development activities to build and maintain a robust sales pipeline.
- Establish and maintain executive-level relationships with federal agencies, prime contractors, systems integrators, OEMs, distributors, and strategic technology partners.
- Lead sales efforts associated with federal procurement opportunities, including capture planning, proposal strategy, and participation in RFQ, RFP, and RFI responses.
- Leverage federal contract vehicles, including GSA Schedules, NASA SEWP, GWACs, IDIQs, BPAs, and other government procurement programs to drive revenue growth.
- Promote GST's portfolio of IT solutions, including cloud solutions, cybersecurity, networking, data center infrastructure, hybrid cloud, AI solutions, managed services, and infrastructure modernization offerings.
- Identify opportunities to expand customer engagements through additional vendor partnerships, professional services, and emerging technology solutions.
- Serve as a trusted advisor to customers and take ownership of escalations to ensure timely and effective resolution.
- Prepare and present sales forecasts, pipeline reviews, account strategies, and quarterly business reviews to executive leadership.
Preferred Skills & Qualifications- Bachelor's degree required; MBA or advanced degree preferred.
- 7+ years of Federal IT sales/business development experience and 7+ years of sales leadership experience.
- Proven success winning and managing complex, multimillion-dollar federal opportunities while exceeding revenue targets.
- Strong knowledge of federal procurement, FAR/DFARS, capture management, proposal development, and federal contract vehicles (GSA, SEWP, GWACs, IDIQs, BPAs).
- Expertise in federal account management, executive relationship building, territory planning, pipeline development, and partner engagement.
- Experience selling enterprise technology solutions, including cloud, cybersecurity, networking, infrastructure, AI, managed services, and SaaS.
- Established relationships with federal agencies, systems integrators, government contractors, and technology partners.
- Strong leadership, communication, presentation, negotiation, and strategic planning skills.
- Proficiency with Microsoft Office, CRM platforms, and sales forecasting tools.
- Relevant industry and vendor certifications preferred.
Compensation & Benefits- Medical, Dental, and Vision coverage
- 401(k) plan
- Paid vacation
- Additional company perks
