Federal Sales Account Executive (FSIs) at OPSWAT

Job description

OPSWAT , a global leader in IT, OT , and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life. The Position Stephen Gorham is expanding the OPSWAT Federal team, and there has never been a better time to join. We’re in the middle of an exciting Federal expansion, fueled by incredible adoption of OPSWAT’s purpose-built solutions that help the DoD, Intelligence Community, and Federal Civilian Agencies meet their missions with greater security and confidence. As part of this investment, we’ve opened our new state-of-the-art Critical Infrastructure Lab in Arlington, VA—a hub for innovation, collaboration, and hands-on demonstrations of our unique technologies. We’re continuing to make substantial investments in Federal because we see the difference OPSWAT makes for national security every day—and we want passionate people to join us in driving that mission forward. About the Role As a Federal Sales Account Executive, you will be at the forefront of OPSWAT’s federal growth. Your mission is to build, manage, and grow relationships across Federal agencies and the Federal System Integrator (FSI) ecosystem, driving adoption of OPSWAT’s solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer. This role requires a strong ability to both: Sell to FSIs (influencing, enabling, and positioning OPSWAT within their portfolios), and Sell through FSIs (co-developing and closing opportunities into Federal end customers). You will work closely with capture managers, channel partners, and technical experts to develop strategies that deliver wins and expand OPSWAT’s presence in the Federal market. What You Will Be Doing 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 What We Need From You 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 Why Join OPSWAT Federal? Be part of a rapidly growing Federal team led by Stephen Gorham Help Federal agencies secure missions with purpose-built cybersecurity solutions Work in a culture of innovation and collaboration with substantial ongoing investment Access to a state-of-the-art Critical Infrastructure Lab in Arlington, VA Competitive compensation, uncapped career growth opportunities This is more than a sales role—it’s a chance to make an impact where it matters most. If you’re ready to help Federal agencies strengthen their security posture, work side-by-side with leading FSIs, and drive OPSWAT’s Federal expansion, we’d love to hear from you. OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws. Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.

Requirements

Must-haves

This role requires a strong ability to both:
Sell to FSIs (influencing, enabling, and positioning OPSWAT within their portfolios), and
Sell through FSIs (co-developing and closing opportunities into Federal end customers).
You will work closely with capture managers, channel partners, and technical experts to develop strategies that deliver wins and expand OPSWAT’s presence in the Federal market.
What You Will Be Doing
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
What We Need From You
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
Why Join OPSWAT Federal?
Be part of a rapidly growing Federal team led by Stephen Gorham

Nice-to-haves

None flagged.

Application prep

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