Drive net-new sales growth across the U.S. Federal cloud market. The role develops strategic account plans, builds executive and partner relationships, creates pipeline, navigates complex government procurement, leads enterprise sales cycles, coordinates co-sell opportunities with cloud providers and partners, and closes large infrastructure, data, AI, and hybrid-cloud transactions.
Description
We're looking to hire a Sales Executive, Federal Cloud!
VAST Data is building the Operating System for AI—a new category of infrastructure designed for the AI era. Our platform brings together storage, database, messaging, and compute services into a unified architecture that enables organizations to build and operate the world’s most demanding data and AI environments.
VAST is one of the fastest-growing infrastructure companies in the industry, working with leading enterprises, government organizations, AI companies, cloud providers, and technology partners to redefine how data is stored, processed, and activated at scale.
The Role
VAST Data is looking for a Sales Executive – Federal Cloud to drive growth across the U.S. Federal market, with a specific focus on opportunities where cloud is central to the customer strategy.
This person will own the sales motion around Federal agencies adopting cloud and hybrid-cloud architectures, working across government customers, cloud providers, partners, and the broader Federal ecosystem to create and close large, strategic opportunities.
This is a hunter role. We are looking for someone who understands both how Federal customers buy and how to navigate the cloud ecosystem to create net-new business.
What You’ll Do
- Own and execute the go-to-market strategy for VAST’s Federal cloud business, building pipeline and closing net-new opportunities across U.S. Federal agencies.
- Develop relationships with senior government, technology, data, infrastructure, and AI leaders across targeted Federal accounts.
- Build and execute strategic account plans focused on agencies undergoing cloud, data modernization, HPC, and AI transformation.
- Navigate complex Federal buying cycles, including procurement vehicles, partners, integrators, and multi-stakeholder decision processes.
- Work closely with major cloud providers and their Federal sales organizations to identify joint opportunities and build coordinated account strategies.
- Develop co-sell motions that bring together VAST, cloud partners, GSIs, channel partners, and Federal customers.
- Identify large-scale opportunities where VAST can become a foundational data platform spanning on-premises, cloud, and hybrid environments.
- Lead sophisticated enterprise sales cycles from initial discovery through technical validation, executive alignment, procurement, and close.
- Build relationships at multiple levels of the customer organization and establish executive sponsorship for strategic opportunities.
- Partner closely with VAST Systems Engineering, Federal leadership, Alliances, Product, and partner teams to deliver the right solution and commercial strategy.
- Maintain a disciplined pipeline and accurately forecast business while continuously developing new opportunities.
- Proven success selling complex infrastructure, cloud, data, AI, or enterprise technology solutions into the U.S. Federal Government.
- Strong understanding of the Federal cloud ecosystem and experience working with major cloud providers such as AWS, Microsoft Azure, Google Cloud, or Oracle Cloud.
- Demonstrated ability to create net-new Federal business, rather than simply inherit and manage established accounts.
- Track record of building a territory, opening new accounts, and closing large, complex transactions.
- Experience developing opportunities that involve multiple parties—including cloud providers, GSIs, channel partners, and technology partners.
- Ability to engage credibly with both technical stakeholders and senior Federal executives.
- Strong understanding of cloud, hybrid-cloud, data infrastructure, AI infrastructure, storage, or adjacent technologies.
- Ability to take a highly technical platform and translate it into a compelling business and mission outcome for the customer.
- Entrepreneurial mindset with the resourcefulness to build pipeline and create opportunities without relying heavily on established brand recognition or inbound demand.
- Comfortable operating in a fast-moving environment where the expectation is to build the market, not simply cover it.
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