Account Executive - FSI

Job description

The market is moving fast. AI is no longer a side conversation—it is a mission-critical priority across the federal ecosystem. Federal System Integrators are helping agencies modernize infrastructure, accelerate AI adoption, and build the secure, high-performance environments needed for the next generation of mission workloads. That creates a unique opportunity for the right enterprise seller. **At DDN, you will be positioned at the intersection of:** - AI infrastructure - High Performance Computing (HPC) - Federal System Integrators - Cloud and data center modernization - Mission-critical government transformation If you want to sell strategic infrastructure that powers some of the nation's most demanding environments while partnering with leading Federal System Integrators, this is that opportunity. **What you will do** - Own and grow a portfolio of strategic Federal System Integrator accounts within your territory - Create and convert net-new business opportunities through FSI relationships and partner-led engagements - Lead complex, multi-stakeholder enterprise sales cycles from prospecting through close - Build trusted relationships with executive sponsors, capture teams, program leaders, and technical decision makers - Partner closely with solution architects and technical teams to develop AI, HPC, storage, and data infrastructure solutions for federal opportunities - Collaborate with channel partners, OEMs, and Federal System Integrators to drive joint pipeline, pursuit strategy, and revenue growth - Maintain accurate pipeline management, forecasting, account planning, and deal strategy across long, strategic sales cycles **What great looks like** You are likely a strong fit if you bring: - 7–10 years of enterprise technology sales experience selling infrastructure, storage, compute, networking, cloud, AI, or data center solutions - A proven track record of winning complex enterprise opportunities through Federal System Integrators - Experience managing executive relationships across partner organizations and government stakeholders - Demonstrated success driving net-new business, expanding strategic accounts, and influencing large, multi-year opportunities - Strong communication, executive presentation, negotiation, and forecasting discipline - The ability to navigate complex partner ecosystems and multi-threaded enterprise sales environments **Preferred background** - Experience selling AI infrastructure, HPC, storage, cloud, or data center solutions - Experience working directly with leading Federal System Integrators and federal channel partners - Familiarity with federal procurement, capture processes, and partner-led sales motions - 7–10 years of enterprise sales experience - Based in or near one of these preferred markets: Washington, DC; Northern Virginia; Maryland; Raleigh; Atlanta; Dallas; Austin; Denver; San Diego; or other major federal technology hubs **Who will love this role** - Enterprise sellers who enjoy building strategic partnerships with Federal System Integrators - Hunters who excel at developing partner-led pipeline and winning complex federal opportunities - Sales professionals who can connect technical innovation with mission outcomes - Individuals who thrive in long-cycle, high-value enterprise sales environments **Who should probably not apply** - Candidates whose experience is primarily SMB or mid-market sales - Professionals focused primarily on customer success, alliances, or sales engineering rather than quota-carrying enterprise sales - Sellers who prefer highly transactional, short-cycle opportunities - Leaders who are no longer interested in personally owning strategic enterprise opportunities