Account Executive, Federal Systems Integrator (Sell through)

About the role

The FSI Account Manager will own all aspects of bookings growth in the Washington DC - Baltimore Metro Area territory. This includes discovering and developing new opportunities (on-contract growth and capture), managing pipelines, executing account strategies, and driving customer expansion. The role requires a quota-driven professional who will represent Armis within the Federal space, collaborating with Systems Engineers, Sales Development, Channel Development, and other Armis Partners to exceed sales objectives. The Account Executive will actively track joint sales pipeline, meet or exceed quarterly and annual revenue targets, and recommend improvements to increase market penetration.

Responsibilities

• Build and maintain strong relationships with a diverse set of internal and external stakeholders, including senior-level executives, technical teams, program delivery, capture, and sales representatives.
• Integrate Armis offerings into the FSI security stack and/or go-to-market initiatives to create a net new incremental pipeline and FSI-sourced leads.
• Support the Armis Federal sales organization in the field through mindshare, partner introductions, and new opportunity identification.
• Leverage Salesforce.com and other tools to track the success of each program.
• Train and influence systems integrators by refining value propositions to meet specific partner and client needs.
• Identify appropriate solutions and services to meet partner customer integration and infrastructure needs.

Requirements

• Strong SI and/or Software OEM experience in the Federal industry, preferably in cybersecurity.
• 10+ years of experience as a Federal System Integrator sales executive or Majors/Enterprise Rep.
• Experience selling to firms such as Accenture, General Dynamics IT, ManTech, and others.
• Demonstrated track record of significant accomplishment as an individual contributor.
• Strong business acumen and capable of developing and managing strategic plans with FSI partners.
• Ability to present results and strategy to teams while considering a variety of knowledge levels within the audience.
• Must be able to work in a dynamic, entrepreneurial, fast-paced, and passionate environment.
• Ability to spend a majority of time in the Washington DC area, with travel as necessary.

Pay

Salary range guidance for this position is $150,000 - $185,000. This range does not include other forms of compensation or benefits (e.g., bonuses, commissions, stocks, health insurance). Visit the Armis careers site for more information on benefits.