Federal System Integrator Sales Director
Role: Director, Federal System Integrator Sales
Company: Rancher Government Solutions (RGS)
Location: 100% remote with the willingness to travel for client meetings as needed (DMV Area)
*Note: The ideal candidate should have extensive experience selling tech products to the govt at all levels , if the products they sold were Kubernetes based even better.*
Position Summary
* We are seeking a highly strategic, quota\-carrying leader to own RGS's sales relationships with Federal System Integrators (FSIs). Since integrators win and deliver federal programs, this role will make RGS the "preferred" Kubernetes platform inside their bids, architectures, and delivery teams.
* You will build deep, multi\-level relationships inside the largest primes and mid\-tier integrators, embed RGS into their capture and proposal cycles, and convert those relationships into closed revenue on Programs of Record and new awards.
Duties and Responsibilities
* FSI Revenue Ownership: Own a revenue target tied to FSI\-sourced and FSI\-influenced business. Build account plans for each priority integrator with clear pipeline, forecast, and close plans.
* Capture and Pursuit Engagement: Get RGS into FSI capture plans early. Partner with integrator capture managers to position RGS in proposals, technical volumes, and teaming agreements on new pursuits and Programs of Record.
* Deal Alignment and Co\-Selling: Pair RGS Account Executives with the right integrator and program team for each opportunity. Run disciplined co\-sell motions, pipeline reviews, and forecasting.
* Contract Vehicle Strategy: Align each pursuit to the best path to award, whether the FSI's own vehicles, SEWP, GSA, OTA, or agency\-specific contracts, and understand how integrators price, bundle, and deliver.
* Performance Tracking: Lead Business Reviews with each key integrator, track active programs, and report FSI pipeline and bookings to RGS leadership.
* Multi\-Level Access: Build relationships from engineers and architects through program managers, capture leads, and executive sponsors, ensuring RGS is not dependent on a single champion.
* Internal Orchestration: Act as the bridge between RGS and integrator teams. Give internal sales teams insight into FSI org structures, program ownership, contract positions, and agency alignment.
* Enablement: Train integrator sales, solution architects, and delivery engineers so they can scope, sell, and deploy RGS confidently.
* Powered by RGS" Offerings: Work with FSIs to build joint solutions and managed services that integrators can take to market.
* Joint Marketing: Partner with RGS Marketing on integrator\-focused events, agency briefings, and demand generation that feed the FSI pipeline.
* Adjacent Partners: Coordinate with OEM, ISV, VAR, CSP, and Embedded partners when they strengthen an FSI\-led opportunity or fill a gap in the joint solution.
Qualifications
* Experience: Minimum of 8\-10 years engaging within the U.S. Federal commercial ecosystem, with a focus on Federal System Integrators in a sales, business development, or partner management role.
* Integrator Track Record: Demonstrated history of closing revenue through FSIs, with established relationships at major primes and mid\-tier integrators.
* Technical Proficiency: Strong understanding of Kubernetes, cloud\-native architectures, AI/ML, SaaS, virtualization and security well enough to articulate mission value to technical delivery teams and executive stakeholders.
* Communication: Excellent leadership and interpersonal skills, with the ability to build trust and navigate complex organizational structures.
* Strategic Mindset: Proven ability to execute long\-term strategic sales plans while maintaining attention to detail.
* Travel: Ability to travel as needed to support integrator events, program offices, and agency meetings.
Pay: $200,000\.00 \- $250,000\.00 per year
Work Location: Hybrid remote in Vienna, VA 22182