PCMG - Federal Field Sales Representative - DoD Job Opening

PCMG - Federal Field Sales Representative - DoD


Herndon, Virginia

PCM-G is expanding our field sales organization and seeking field-based Account Executives to join our Federal team. The Account Executive is responsible for building relationships in person and selling professional services and technology solutions to customers on a proactive basis. The Account Executive will drive revenue growth and profitability by identifying key customer initiatives, finding current and proposed programs and developing relationships at all levels of the Federal Government. We are seeking individuals with a proven track record of selling technology solutions to the DoD.

You will be working with our field based Solution Architects (SA’s) and Technology Subject Matter Experts (SME’s) to help customers choose the right technology products and services to meet their needs. You will be responsible acquiring, managing and growing your customer base, create and build consultative, long-term relationships with customers delivering cost effective technology solutions.


  • Responsible for qualifying and closing business opportunities within the Federal segments by selling complete IT solutions to accounts in the intelligence community. As a trusted advisor to Federal clients, the Account Executive will identify opportunities to leverage PCM-G’s complete technology offering which includes hardware, software and services.
  • Account penetration to develop solid business relationships within the various decision-makers and influencers at all levels at each target account you will be assigned. Understand each target customer’s business model, map their organization and identify their unique technology needs.
  • Engage local vendor field representatives from Microsoft, Cisco, HP, EMC and VMware (and others). Collaborating on sales efforts and partnerships with target accounts including uncovering new account and new segment opportunities.
  • Collaborate with PCM-G’s Inside Sales Representatives to develop, document and execute account penetration strategies for assigned target accounts.
  • Develop product knowledge and sales skills by participating in ongoing product and skill training opportunities provided by PCM-G and outside sources.
  • Identify new accounts and introduce the PCM-G value proposition to key decision makers within the account. Position PCM-G’s solutions as a strategic advantage to our customers' long term needs.
  • Use quarterly forecasting and pipeline management to manage sales growth. Manage geographic territory using professional territory management skills. Use our Microsoft CRM application to develop and utilize professional account management tools and follow up procedures.
  • Provide consistent and timely follow up communication and action steps after every sales call.
  • Collaborate on sales strategies, discuss account trends, advise changes within accounts and coordinate quotes and sales opportunities with Account Managers on an as-needed and weekly basis.


  • Minimum of 5 years of progressive sales, channel and leadership experience in a technical solution area within the Federal Government. Preference given to candidates with sales experience in DoD.
  • We are looking for candidates who are currently selling eProcurement, systems and peripherals, enterprise servers and storage, networking, security, software licensing and software solutions to the Federal Government.
  • Experience working for a Federal VAR (Value Added Reseller) or Systems Integrator.
  • Demonstrated successful Quota attainment over multiple years is a must.
  • Experience with Managed and Professionals Services are a plus.
  • I.T. hardware and software product knowledge is a must.
  • Self Motivated, Hungry Self Starter, Enthusiastic, Goal-Oriented, and Success Driven.
  • Negotiation and Organizational Skills.
  • Ability to build and manage a robust pipeline within an assigned territory.
  • Secret Security Clearance required.

Why work for Us?

PCM Offers:

We offer an environment for career-driven individuals seeking to make a solid contribution to our company objectives and their own career enhancement. If you want to work in a challenging, performance-based environment and be rewarded for your efforts, then PCM is the place to build your career.

PCM offers a competitive base salary, bonus, 401K with a company match and medical/dental benefits as well as an Employee Purchase Plan, company sponsored discount programs and paid time off.

PCM is more than an IT provider: we are a trusted technology partner for thousands of businesses across the country specializing in cloud, data center, mobility, networking, security, and software solutions.

PCM: The right technology, delivered!

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.

Disclaimer: PCM extends offers of employment only to qualified candidates who have applied for a position using our official application through our career site, iCims. Please be on alert for possible fraudulent offers of employment or "phishing" actions that may come from individuals or entities impersonating PCM. PCM will not solicit money or banking information from applicants. Once employment has been confirmed and as part of the onboarding process, new hires will receive instructions from PCM to set up their direct deposit information from our payroll department.