Director Government sales contract

Job Title: Director, Government Sales

NYC Metro Area | Public Sector Technology Reseller

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: $120,000k - $150,000 k(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:
• Pricing and special bids
• Rebates and incentive structures
• 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

Send your resumes to [email protected]

Pay: $120,000.00 - $150,000.00 per year

Benefits:

• Paid time off

Work Location: In person