Federal Sales Account Executive (FSIs)

OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivering innovative solutions for public and private sector organizations. The Federal Sales Account Executive will drive OPSWAT's federal growth by building and managing relationships across Federal agencies and the Federal System Integrator ecosystem, focusing on the adoption of cybersecurity solutions.

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