Key skills
Federal technology salesCybersecurityCritical infrastructure protectionFederal procurement processesContract vehiclesAcquisition lifecyclesSales quota managementDoD relationshipsIntelligence Community relationshipsFederal System Integrators relationshipsRelationship-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 growth in their federal sector. The role involves building and managing relationships across Federal agencies and promoting OPSWAT’s cybersecurity solutions.
Responsibilities:
- Own and drive a Federal sales territory focused on the Marine Corps, Navy and Coast Guard
- 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 Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins
- Collaborate with capture managers and proposal teams to align sales strategy with capture efforts
- 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
- Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles
- Proven track record of meeting or exceeding sales quotas with Federal agencies
- Strong relationships within DoD, IC, and/or civilian agencies, and with Federal System Integrators
- Excellent communication, presentation, and relationship-building skills
- Mission-driven mindset with a passion for protecting national security