FSI (Federal Systems Integrator) Account Executive

Key Responsibilities

• Identify, pursue, and close new business opportunities within the FSI channel, including prospecting, partner engagement, opportunity qualification, solution presentation, negotiation, and contract execution.
• Develop and execute strategic account plans and territory/partner strategies that align with corporate growth goals and the C-suite level priorities of large federal integrator partners.
• Forecast and manage pipeline, build consistent sales models, and track metrics to ensure revenue targets are met or exceeded.
• Champion the value proposition of technical solutions (cloud, AI/ML, cyber, infrastructure, mission analytics) to senior federal stakeholders and integrator executives.
• Leverage existing relationships within the FSI community, maintain awareness of market trends, competition, federal contracting vehicles, and partner ecosystems.

Required Qualifications

• Minimum of five years' experience driving sales success in a technical or mission-oriented environment.
• Demonstrated experience selling through or within a federal systems integrator (FSI) channel (e.g., engaging integrator partners, navigating indirect/partner sales models, or selling directly within integrator-led programs).
• Strong business acumen, executive-level presence, and ability to engage with C-suite and senior federal government stakeholders.
• Excellent sales discipline; prospecting, pipeline management, forecasting, deal closing, partner coordination.
• Ability to represent complex technical or mission solutions-must be comfortable articulating value propositions, conducting presentations/demos, and working with senior technical and program leadership.

Desired Qualifications

• Experience as an FSI Supply Chain Engineer, Material Planner, Solution Architect, supplier relationship manager, etc.
• Deep network, credibility, and relationships with one or more federal system integrators, federal Government, and/or national security community ecosystem.
• Experience with selling mission-critical infrastructure, analytics, cyber/AI or cloud solutions in the federal sector.
• Familiarity with federal contracting vehicles, IDIQs, GSA schedules, capture planning, and partner ecosystem dynamics.
• Strong verbal and written communication, presentation skills, and a demonstrated capacity for strategic thinking coupled with hands-on execution.

Pay and Benefits

The pay range for this position is a general guideline only and not a guarantee of compensation or salary. Our approach to crafting offers considers various factors to provide an equitable and competitive comprehensive compensation package. These considerations include, but are not limited to, contracted rates, education, certification(s), experience, specific competencies required for this position, and geographic location. Vibrint's comprehensive compensation package includes but is not limited to: competitive salary; annual merit-based salary increase and discretionary bonus program; 401(k) plan with a company contribution; 11 paid federal holidays; 160 hours of paid time off; medical, dental, vision, life and short- & long-term disability insurance; employee assistance program; and a generous professional development allowance.