Candidate Profile
Position Summary
We are seeking a seasoned, quota-carrying Director of Government Sales to lead and expand
our public-sector portfolio nationwide, with a strategic emphasis on the NYC metro region.
This is a high-impact individual contributor role for a senior government sales executive who
brings deep expertise in procurement, contract strategy, distributor economics, and
competitive positioning—paired with a disciplined focus on profitable growth.
The role encompasses:
• Stewardship of existing sole-source and cooperative contracts (OMNIA)
• Aggressive new business development
• Direct negotiation with OEMs and distributors
• Extensive customer and partner engagement in the field
This position is designed for a proactive, relationship-driven sales leader who creates
opportunities, leverages OEM partnerships, and does not rely on reactive RFQ-based selling.
It is not a people-management role.
Revenue Mandate
• Deliver $10M in new top-line revenue in 2026
• Drive margin-optimized growth across all opportunities
• Leverage existing contracts while expanding agency penetration and wallet share
Compensation & Incentives
Base Salary: $120,000 – $150,000 (commensurate with experience)
On-Target Earnings (OTE): $300,000–$350,000 (uncapped upside)
Commission Structure (Gross Margin–Based)
Commission is paid on gross margin dollars, with a 20% payout up to quota and accelerated
multipliers above quota. A seller achieving the $10M target with disciplined margin execution
can reliably earn $300K+ in total compensation.
Key Responsibilities
Government Sales & Business Development
• Lead the full sales lifecycle for national and regional public-sector customers
• Drive revenue through existing sole-source and cooperative contracts
• Develop net-new opportunities across agencies, authorities, and public institutions
• Personally close deals; this role carries a direct quota
Contract Ownership & Procurement Strategy
• Serve as primary owner of existing government contracts
o Ensure compliance, utilization, and expansion
o Position contracts to accelerate sales cycles and reduce competitive exposure
• Identify and evaluate new contract vehicles and cooperative access opportunities
• Distributor & OEM Management
• Manage strategic relationships with major technology distributors and resellers
• Negotiate:
o Pricing and special bids
o Rebates and incentive structures
o Deal registration and margin protection
• Optimize gross margin while maintaining competitive market positioning
Customer & Field Engagement
• Act as the primary customer-facing representative for public-sector accounts
• Maintain a strong field presence with customers, OEMs, and partners
• Represent the company at customer meetings, procurement briefings, and industry
events
Required Experience
• 7–12+ years of public-sector/government sales experience
• Proven success selling technology solutions through reseller/distributor ecosystems
• Direct experience large IT resellers.
• Demonstrated success managing and selling through government contract vehicles
• Track record of closing $5M–$15M+ annual public-sector deals
• Strong negotiation capabilities with a focus on gross-margin optimization
• Deep understanding of government procurement cycles and buying behavior
Highly Preferred Qualifications
• Established relationships within NYC agencies, authorities, or public institutions
• Experience leveraging OMNIA, municipal, or state cooperative contracts
• Background in enterprise IT, infrastructure, networking, cloud, or hardware
• Ability to operate autonomously in a lean, entrepreneurial environment
