Federal Sales Executive

Published: 6/14/2022

Job Description

Position Overview

The Federal Sales Account Executive will drive revenue growth and expand strategic relationships primarily in the Federal Civilian sector. This role requires experience selling to federal agencies, developing and maintaining industry/partner relationships, understanding procurement processes, and working within the FAR environment. The ideal candidate is a self-motivated hunter with a strong network in government and the integrated security industry, and a proven record of generating new business.

Key Responsibilities

Identify, develop, and close sales opportunities with federal agencies and prime contractors.
Promote CRI’s integrated security solutions including physical, electronic, management, and cybersecurity offerings. Articulate the value proposition of CRI’s capabilities mapping them directly to the challenges faced by Civilian agencies.
Lead the full sales cycle: prospecting, qualification, presentations, proposal contributions, and negotiations.
Cultivate and maintain relationships with federal contracting officers, program managers, facility security officers (FSOs), integrators, and sales and procurement personnel.
Coordinate and collaborate with Business Development and Senior Leadership on strategic goals and objectives as they relate to the types of opportunities and partnerships pursued.
Monitor federal contract vehicles, bid portals, and RFP/RFQ opportunities (SAM.gov, eBuy, GWACs, IDIQs, etc.).
Collaborate with internal Business Development, engineering, and operations teams to align customer needs with technical solutions.
Maintain accurate pipeline activity, forecasts, and reporting.
Adhere to federal regulations, agency-specific security requirements, and company compliance standards.
Represent the company at conferences, industry days, and government security events.

Required Qualifications

Proven experience in sales (5+ years) within the federal market, ideally in security, technology, or systems integration.
Strong understanding of FAR, federal procurement cycles, and government contracting best practices.
Experience selling physical security, electronic security systems, professional services and/or integrated technology solutions.
Existing relationships within federal agencies (civilian required; DoD, or intelligence community in addition a plus).
Excellent communication, presentation, and negotiation skills.
Self-driven, goal-oriented, and able to work independently.

Preferred Qualifications

Experience with access control (PIV/CAC), video surveillance (CCTV/VMS), perimeter security, intrusion detection, or cybersecurity integration (Lenel, Gallagher, Hirsch required, Software House desired)
Familiarity with NIST, ICS/SCADA security, RMF, ICD 705, HSPD-12 or other federal security standards.
Prior work with major primes or integrators in the federal security space.

Compensation

Commission-based structure with competitive rates tied to profit margins and closed deals.
Opportunities for recurring commissions on multi-year contracts or managed services.
Performance bonuses possible depending on company policy.

\nCompany Description

At CRI, we are more than a workplace — we are a mission-driven, forward-thinking team shaping the future of secure and efficient operations across government and commercial sectors. As a minority-owned and Woman-Owned Small Business (WOSB) with over 30 years of experience, we specialize in delivering enterprise management systems, integrated physical and cybersecurity solutions and cutting-edge IT services, that elevate performance and ensure compliance. We thrive on innovation, collaboration, and continuous improvement, offering exciting opportunities to develop and deploy transformative technologies that support national and global organizations.