Account Executive - FSI

1 week, 6 days ago
Full-time
Senior
Sales and Business Development
Virtualitics

Virtualitics

Virtualitics, Inc. leverages AI for advanced analytics, enabling rapid data processing, predictive modeling, and seamless integration into workflows for smarter business decisions.

IT Services
51-250
Founded 2016
$32M raised

Description

  • Drive the full sales cycle from partner prospecting and opportunity identification through contract negotiation and closing across all Federal Systems Integrator motions.
  • Develop and execute account strategies to penetrate priority Federal Systems Integrators and map solutions to their pursuit pipelines and program needs.
  • Sell Virtualitics software for direct integrator use, including internal analytics, IRAD initiatives, and delivery accelerators.
  • Build teaming relationships that embed Virtualitics into captures, proposals, and funded programs through prime/sub or reseller arrangements.
  • Structure and negotiate OEM and embedded licensing agreements for branded partner solutions.
  • Build and maintain strong relationships with decision-makers, capture executives, program managers, and technical leaders across the FSI ecosystem.
  • Collaborate with pre-sales engineering, marketing, account management, contracts, and product teams on demos, teaming packages, proposals, and RFI/RFP responses.
  • Stay current on FSI competitive dynamics, program captures, procurement trends, and contract vehicle activity to position Virtualitics on winning teams early.
  • Build and manage a robust pipeline of direct, teamed, and OEM opportunities to meet annual sales targets and quarterly KPIs.

Requirements

  • 7+ years of successful experience in a quota-carrying Federal Account Executive, channel, or alliances role.
  • Strong preference for experience selling with and through Federal Systems Integrators.
  • Experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions.
  • Proven ability to develop and execute strategic partner account plans and manage complex, multi-stakeholder sales cycles.
  • Strong understanding of federal procurement and contracting for AI software acquisition.
  • Excellent communication, presentation, and interpersonal skills with the ability to present to technical and non-technical audiences.
  • Self-starter who can work independently and as part of a collaborative team in a fast-paced environment.
  • Willingness to travel 40-50% as required.
  • Established relationships across the Federal Systems Integrator ecosystem are preferred.
  • Working knowledge of the FSI capture lifecycle, including teaming agreements, NDAs, IRAD cycles, and common contract vehicles, is preferred.
  • Experience negotiating channel, reseller, and OEM commercial terms is preferred.
  • Experience with MEDDIC/MEDDPICC, Challenger, or other solution-selling methodologies is preferred.
  • Active security clearance or the ability to obtain one.
  • Bachelor's degree or equivalent experience.
  • Ability to obtain and maintain a U.S. Government security clearance.

Benefits

  • Competitive base salary based on experience.
  • Lucrative commission plan (50/50 sales plan).
  • 100% employer-paid medical, dental, and vision premiums.
  • Unlimited paid time off plus paid national holidays.
  • Stock options at sign-on.
  • 401(k) plan.
  • Company equipment provided (Mac/PC and iPhone).
  • Remote work from home, with flexible and hybrid options in select areas.

Interested in this position?

Apply directly on the company website

Apply Now

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