Federal Account Executive – Federal Systems Integrators (FSIs)

About the role

Join Our Mission at Paragon Micro, Inc. At Paragon Micro, Inc., we are pioneers in IT innovation, transforming businesses through cutting-edge technology solutions for over a decade. Our success is driven by a collaborative and dynamic team that thrives on solving complex IT challenges and delivering exceptional customer outcomes. We empower our customers to achieve their business goals through next-generation IT services and solutions, fostering a culture of excellence and continuous innovation.

Responsibilities

• Develop and execute strategic account plans focused on the Federal Systems Integrators, Primes, Subs, and their programs.
• Build and maintain strong relationships with key stakeholders, including FSI leadership, IT leadership, program managers, contracting officers, acquisition professionals, and business decision makers.
• Identify and pursue opportunities associated with learning technologies, classroom modernization, secure collaboration solutions, cloud services, cybersecurity, endpoint management, infrastructure modernization, and AI-driven technologies.
• Partner with Paragon Micro Engineers, Solution Architects, and strategic technology partners to design and deliver customized IT solutions that address mission and operational requirements.
• Navigate Federal contracting vehicles, procurement processes, and budget cycles to position Paragon Micro for long-term growth.
• Establish executive-level relationships and develop account penetration strategies that drive revenue, margin, and customer satisfaction.
• Collaborate with manufacturers and partners to align technology roadmaps with Integrator’s current and future initiatives.
• Stay informed on DoW, Federal Civilian, and Intel Federal IT modernization efforts, cybersecurity mandates, and emerging technologies impacting training and workforce development environments.

Requirements

• 6+ years of field-based technology sales experience focused on Federal Systems Integrators, A&D, or Defense Industrial Base.
• Experience selling technology solutions to the large Prime FSIs preferred.
• Strong understanding of Federal acquisition and procurement processes, including experience navigating contract vehicles and agency buying cycles.
• Established relationships within FSIs, including FSI leadership, IT organizations, contracting offices, program managers and stakeholders.
• Existing client relationships that you are willing to engage in conversations to compete for and win business.
• Exceptional verbal and written communication skills with the ability to engage and influence stakeholders from technical practitioners to senior executives.
• High proficiency in prospecting, cold calling, and developing creative outreach strategies that generate qualified opportunities.
• Demonstrated expertise in consultative and solution-based selling methodologies.
• Self-motivated, resilient, and capable of excelling in a fast-paced, highly competitive environment.
• Proven ability to exceed revenue and margin targets while consistently developing and closing new business opportunities.