Vice President, Federal Sales

iT1, a leading national technology solution provider headquartered in Tempe, AZ, is looking for a motivated Vice President, Federal Sales to join our team. iT1 has been recognized by the Phoenix Business Journal's "Best Places to Work" in Arizona for over a decade. This is a testament to the great team and culture we have here at iT1!
The Vice President, Federal Sales, is responsible for leading, scaling, and operationalizing the company's Federal business with primary ownership of growth through SEWP VI and other strategic federal contract vehicles. This leader will manage and develop the Federal Sales Team, build a disciplined go-to-market strategy, expand agency and partner relationships, drive capture and proposal execution, and ensure the business is positioned to win, deliver, and grow across civilian, defense, intelligence, and federal systems integrator markets. We are looking for a proven federal business builder who has grown high-performing teams, successfully monetized GWAC/IDIQ contract vehicles, navigated federal procurement, and built trusted relationships with agency decision makers, OEMs, distributors, and channel partners. This role will report to iT1's Chief Revenue Officer.
Requirements
SEWP VI Growth & Contract Execution
Serve as the business owner for SEWP VI strategy, execution, pipeline development, partner alignment, and revenue growth
Develop a SEWP VI activation plan covering target agencies, priority solution areas, OEM/channel partner strategy, competitive positioning, sales motions, and quarterly revenue milestones
Drive task order capture, RFQ response discipline, pricing coordination, compliance, and post-award execution in partnership with operations, legal, finance, contracts, and proposal resources
Establish reporting, governance, and operating cadence to track SEWP VI opportunities, win rates, contract utilization, partner performance, backlog, margin, and forecast accuracy
Team Building & Leadership
Recruit, hire, develop, and retain a high-performance federal sales team
Operate as a player coach personally leading strategic pursuits while developing the next generation of federal sales talent
Build a culture of accountability, urgency, and mission-first execution across the federal sales organization
Set clear performance expectations, territory/account coverage models, pipeline standards, inspection cadence, and coaching rhythms for the Federal Sales Team
Federal Procurement & Contract Vehicles
Own the company's federal contract vehicle strategy including existing vehicles (GSA Schedules, GWACs, IDIQs, BPAs) and pursuit of new vehicles aligned to agency priorities
Navigate the full acquisition lifecycle: market research, RFI/RFP response, source selection, protests, and task order execution
Partner with legal, CRO, and proposal teams to structure compliant and competitive bids
Identify and pursue new contract vehicles that expand the company's addressable federal market and lower barriers to procurement
Maintain deep knowledge of FAR/DFARS regulations, set-aside programs, and emerging acquisition pathways (OTAs, SBIRs)
Ensure contract vehicle readiness, including catalog/solution positioning, contract compliance, quote processes, pricing controls, vendor authorizations, and internal enablement for SEWP VI and related vehicles
Agency Relationships & Pipeline Development
Leverage and continuously expand a direct, senior-level network across federal civilian, defense, intelligence, and federal systems integrator communities, including CIO/CISO, procurement, program office, and mission leadership
Drive executive engagement strategies that accelerate pipeline creation, reduce sales cycles, and secure preferred vendor positioning
Lead executive briefings, capability demonstrations, and agency roadshows that position the company as a strategic partner
Partner with the federal systems integrator (FSI) community and channel partners to expand reach and influence
Build and manage strategic relationships with OEMs, distributors, technology partners, and small business partners to create differentiated solutions and improve task order win probability
Revenue & Go-to-Market Strategy
Own the federal P&L — including annual revenue targets, pipeline generation, forecast accuracy, and gross margin accountability
Develop and execute a multi-year federal go-to-market plan aligned to budget cycles, agency priorities, and competitive dynamics
Partner cross-functionally with product, marketing, and corporate development to ensure federal requirements are reflected in roadmap and positioning
Deliver accurate, data-driven forecasts to executive leadership on a weekly, monthly, and quarterly basis
Translate federal market priorities, budget cycles, and contract vehicle dynamics into a focused growth plan with measurable quarterly and annual outcomes
Partner Development
Develop joint go-to-market initiatives with OEM partners.
Drive partner MDF, co-selling, and incentive programs.
Establish preferred partner relationships with small businesses for teaming opportunities
JOB QUALIFICATION REQUIREMENTS:
University degree in Business preferred.
12+ years of federal technology sales experience, with at least 5 years in a senior leadership role
Experience leading organizations with $50M+ annual Federal revenue preferred.
Experience managing teams across multiple geographic regions.
Experience leading organizations supporting Civilian, DoD, and Intelligence Community customers.
Existing relationships with Federal Systems Integrators.
Understanding of GovCon compliance, cybersecurity requirements (FedRAMP, CMMC, NIST 800-171), and supply chain regulations.
Experience with CRM platforms (Salesforce preferred), GovWin, SAM.gov, eBuy, and SEWP Quote Request Tool
Demonstrated track record of building federal sales teams from early-stage and/or growing existing teams
Expert-level knowledge of federal contracting mechanisms including NASA SEWP, GSA MAS, GWACs, CIO-CS, CIO-SP, IDIQs, BPAs, and OTAs, with direct experience turning contract vehicles into revenue-producing sales channels
Active, verifiable relationships with senior federal decision makers across at least 3 major agencies (DoD, DHS, HHS, Treasury, DoE, IC community, or equivalent)
Experience managing full-cycle federal pursuits from capture planning through proposal submission and award
Demonstrated success launching, managing, or materially growing revenue through SEWP or comparable high-volume federal IT contract vehicles
Strong understanding of federal IT solutions, cybersecurity, cloud, infrastructure, managed services, OEM/channel ecosystems, and solution-based selling into federal agencies
Proven track record of achieving targets and driving sales growth
Strong sales leadership skills and an ability to inspire sales teams.
Strong relationship management experience, consulting, and negotiation skills
Excellent presentation and communication skills, with the ability to effectively influence and present concepts and clarify concerns to various audiences and C-Level Executives.
Excellent analytics skills and a relentless operational discipline and execution
Excellent organizational skills, with the ability to manage multiple deliverables in a time-sensitive environment and adapt to frequently changing priorities
Excellent time management, problem-solving, and critical thinking skills.
Demonstrated team player with excellent interpersonal skills
Ability to work a blend of in field & office, and occasional travel.
PHYSICAL DEMANDS MAY INCLUDE:
Sit at a computer for up to 8 hours per day
Keyboarding for up to 8 hours per day
Near Vision (working with small objects or reading small print)
Speaking (communicating information to clients/coworkers)
Hearing Requirements (In person speech, telephone, other sounds)
Domestic and international travel
Benefits
Medical, dental, and vision benefits with highly subsidized premiums
Two weeks paid time off in your first year, with increasing PTO as tenure increases, and most major holidays off
401(k) Plan with employer match
Onsite Fitness Center
Onsite Monthly Massages

Work arrangement
Yes