_{09th November, 2026}

Role: Director, Federal System Integrator Sales
Location: 100% Remote. DMV area preferred but not required.
(Travel for client meetings, integrator events, program offices, and agency meetings as needed).
 
Job Description:
Own quota-carrying sales relationships with Federal System Integrators (FSIs) for enterprise open-source software supporting application modernization, containers, and Kubernetes in the U.S. government and military market.

Build deep relationships across major primes and mid-tier integrators, position solutions in bids, architectures, and delivery teams, and convert those relationships into closed revenue on Programs of Record and new awards.

The client is seeking a proven sales professional. Strong candidates stepping into their first Director title are welcome; an existing Director title is not required.
 
Requirements:

• Own revenue targets for FSI-sourced and FSI-influenced business. Build account plans with pipeline, forecast, and close plans.
• Engage early in capture and pursuit cycles, partnering with integrators to position products in proposals, technical volumes and teaming agreements.
• Coordinate account executives and integrator/program teams; lead disciplined co-selling, pipeline reviews and forecasting.
• Align opportunities to suitable contract vehicles, including FSI vehicles, SEWP, GSA, OTA and agency-specific contracts. Understand integrator pricing, bundling, and delivery.
• Lead business reviews, track active programs, and report pipeline and bookings to leadership.
• Build relationships with engineers, architects, program managers, capture leads, and executive sponsors.
• Connect internal sales and integrator teams through insight into organizational structures, program ownership, contract positions, and agency alignment.
• Enable integrator sales teams, solution architects, and delivery engineers to scope, sell, and deploy solutions.
• Develop joint solutions and managed services with FSIs.
• Partner with marketing on integrator events, agency briefings and demand generation.
• Coordinate OEM, ISV, VAR, CSP and embedded partners when they strengthen FSI-led opportunities.

Qualifications:

• Minimum 8-10 years engaging in the U.S. federal commercial ecosystem, focused on FSIs in sales, business development, or partner management.
• Demonstrated success closing revenue through FSIs and established relationships with major primes and mid-tier integrators.
• Extensive experience selling technology products to government customers, with a solid, proven sales track record.
• Strong understanding of Kubernetes, cloud-native architectures, AI/ML, SaaS, virtualization, and security, sufficient to communicate mission value to technical teams and executive stakeholders.
• Excellent leadership, interpersonal, and communication skills; ability to build trust and navigate complex organizations.
• Ability to execute long-term strategic sales plans with attention to detail.
• Willingness to travel as needed. 

Preferred:
Experience selling Kubernetes-based products. DMV-area residence is preferred, not required.
 
Industry:
Enterprise software, cloud-native platforms, and federal technology sales.
 
How to Apply:
Apply through Falcon’s application link or send your current resume to recruiters@falconitss.com.

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