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