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Federal Sales Representative

BTI

Upper Marlboro, Maryland

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JOB DETAILS
SKILLS
Bidding, Business Development, Communication Skills, Competitive Analysis/Strategy, Conferences, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Defense Federal Acquisition Regulations Supplement (DFARS), Develop and Maintain Customers, Disability Accommodations, Documentation, Exceeded Sales Goal, Federal Acquisition Regulations (FAR), Federal Contracts, Federal Government, Forecasting, Intelligence Agencies, Meet Sales Quota, Negotiation Skills, Pricing, Product Positioning, Project/Program Management, Purchasing/Procurement, Revenue Growth, Revenue Planning, Revenue/Sales Reporting, Sales, Sales Cycle, Sales Management, Sales Pipeline, Small Business, Strategic Accounts, Strategic Planning, United States Department of Defense (DoD)
LOCATION
Upper Marlboro, Maryland
POSTED
3 days ago

Business Technology Integrators (BTI) is a Service-Disabled Veteran-Owned Small Business (SDVOSB) with more than 25 years of experience delivering innovative IT solutions to the Federal Government. We are committed to excellence, innovation, and supporting mission-critical programs that serve our nation.

We are seeking an experienced Federal Sales Representative with a minimum of five years of successful sales experience within the federal contracting space. The ideal candidate brings a proven track record of exceeding revenue targets, winning competitive bids, and building long‑term relationships across federal agencies. This role requires deep knowledge of the federal procurement lifecycle, strong capture skills, and the ability to navigate complex acquisition environments.

Key Responsibilities

  • Drive revenue growth by identifying, qualifying, and closing opportunities with federal agencies and prime contractors.
  • Leverage 5+ years of federal sales experience to develop strategic account plans and expand agency penetration.
  • Maintain a demonstrated history of meeting or exceeding annual sales quotas.
  • Lead capture efforts, including opportunity shaping, teaming strategies, and competitive positioning.
  • Collaborate with proposal, technical, and pricing teams to deliver compliant, compelling bids.
  • Build trusted relationships with contracting officers, program managers, and acquisition stakeholders.
  • Track opportunities through SAM.gov, agency forecasts, GWACs, IDIQs, and other procurement vehicles.
  • Provide accurate pipeline forecasts and maintain CRM documentation.
  • Represent the company at federal industry days, conferences, and agency briefings.

Required Qualifications

  • 5+ years of federal sales, business development, or capture management experience.
  • Documented history of achieving or surpassing sales targets in the federal market.
  • Strong understanding of FAR/DFARS and federal procurement processes.
  • Experience selling to civilian, DoD, or intelligence agencies.
  • Excellent communication, negotiation, and relationship‑building skills.
  • Ability to manage long sales cycles and complex acquisition pathways.
  • Proficiency with CRM systems and pipeline management.

About the Company

B

BTI