Federal Account Executive (DoW Technology VAR)

About the Opportunity Graystone Group is partnering with a leading infrastructure and technology Value-Added Reseller (VAR) that supports critical missions across the U.S. Department of Defense. This firm provides enterprise IT infrastructure, secure networking, cloud platforms, end-user computing, and data center modernization solutions that enable resilient, mission-ready operations across defense environments. We are seeking a Federal Account Executive (DoD IT) to build strategic relationships across defense agencies and drive adoption of best-of-breed technologies from top OEM partners. What You’ll Do Direct Sales Own and grow a defined DoD territory or branch (DISA, Army, USAF, Navy, USMC, etc.) Develop net-new business while expanding strategic customer relationships Drive the full sales cycle — prospecting, solution positioning, demos, pricing, and close Align OEM partners, sales engineers, and capture resources to support mission needs DoD Mission Engagement Build relationships with program leadership, infrastructure teams, network operations, and acquisition officers Understand DoD priorities around data center modernization, cloud adoption, secure networking, end-user computing, and enterprise IT services Support customers in meeting operational, compliance, and performance objectives Leverage and expand presence on DoD purchasing vehicles (SEWP, ITES, CHESS, CIO-SP, GSA MAS, etc.) Channel & OEM Collaboration Work closely with OEM partners such as Dell, Cisco, HPE, NetApp, VMware, Microsoft, and others Participate in joint account planning, pipeline development, and capture strategies Maintain accurate forecasting, CRM hygiene, and internal reporting What You Bring 3–7+ years of technology sales experience with a focus on DoD or federal customers Experience selling enterprise IT solutions such as: Data center infrastructure (servers, storage, virtualization) Networking and wireless solutions Cloud platforms and migration services End-user computing and mobility solutions Familiarity with DoD acquisition processes and contract vehicles Demonstrated success winning net-new logos and expanding enterprise accounts Strong communication, negotiation, and executive-level presentation skills Bachelor’s degree required; relevant certifications a plus (Sec+, ITIL, PMP, cloud or OEM certs) Compensation $140-160k base + commission 50/50 split; total comp around $300k