FSI Account Manager

About

The FSI Account Manager will have ownership of all elements of bookings growth in the territory. This includes discovering and developing new opportunities (on‑contract growth and capture), managing pipelines, executing account strategies, and managing customer expansion. The role is quota‑driven and represents Armis within the Federal space, working with Systems Engineers, Sales Development, Channel Development and other Armis partners to exceed sales objectives. The Account Executive will actively track joint sales pipeline, meet or exceed quarterly and annual revenue targets, and recommend improvements to increase penetration within the target market.

Responsibilities

• Build and maintain strong relationships with a diverse set of internal and external constituencies, including senior‑level executives, technical teams, program delivery and capture, and sales representatives.
• Support the Armis Federal sales organization in the field through mindshare, partner introductions, and new opportunity identification.
• Leverage Salesforce.com and other tools to track the success of each program.
• Train and influence systems integrators by refining value propositions to meet specific partner and client needs.
• Identify appropriate solutions and services to meet partner customer integration and infrastructure needs.

Requirements

• Strong SI and/or Software OEM experience in the Federal industry, preferably in cybersecurity.
• 10+ years experience as a Federal System Integrator sales executive or Majors/Enterprise Representative.
• Experience selling to firms such as Accenture, General Dynamics IT, ManTech, and similar.
• Demonstrated track record of significant accomplishment as an individual contributor.
• Strong business acumen and ability to develop and manage strategic plans with FSI partners.
• Ability to present results and strategy to teams while considering a variety of knowledge levels within the audience.
• Ability to work in a dynamic, entrepreneurial, fast‑paced, and passionate environment.
• Ability to spend the majority of time in the Washington, DC area, with travel as necessary.

Compensation

• Salary range: $150,000 – $185,000 (does not include bonuses, commissions, stock, health insurance, or other benefits).

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Location: Washington DC – Baltimore Metro Area
Department: Sales