Federal Account Manager, Inside Sales

iT1, a leading national technology solution provider headquartered in Tempe, AZ, is seeking a dedicated Federal Account Manager, Inside Sales. Recognized for over a decade as one of the Phoenix Business Journal's "Best Places to Work" in Arizona, iT1 offers a vibrant work culture where teamwork and support are paramount.

If you know federal sales, thrive in a fast-paced environment, and love turning opportunities into results, we want to hear from you. We’re hiring a Federal Account Manager, Inside Sales to help drive growth across our federal accounts through proactive outreach, account development, quoting, opportunity qualification, and strong sales execution. You’ll work alongside our Federal Sales leadership and field team while building relationships across customers, integrators, OEMs, distributors, and partners.

The Federal Account Manager, Inside Sales, is responsible for supporting revenue growth across assigned federal accounts through bill of materials (BOM) development, high-volume quoting, proactive outreach, account development, opportunity qualification, and disciplined sales execution. This position develops and maintains relationships with federal customers, federal systems integrators, OEMs, distributors, and small business partners; identifies and advances transactional and solution-based opportunities; and coordinates internal resources to deliver timely, compliant, and competitive responses. The Federal Account Manager works closely with Federal Sales leadership, field account executives, contracts, operations, finance, and technical teams.

BOM Development, Quoting, Order & Contract Vehicle Execution        

• Own BOM development and quoting for assigned accounts and provide BOM and quote support to field account executives on their pursuits.
• Manage transactional and solution-based opportunities from initial inquiry and qualification through pricing, quote delivery, customer follow-up, award, and transition to fulfillment.
• Build accurate, complete bills of materials from customer requirements, statements of work, RFQs, and technical specifications, including hardware, software, licensing, support/maintenance, and professional services line items.
• Use OEM configurators and distributor platforms (e.g., Cisco CCW, Dell, HPE, TD SYNNEX, Ingram Micro, Carahsoft) to validate configurations, part numbers, compatibility, and lead times.
• Identify missing components, licensing tiers, support terms, and dependencies before quote submission to prevent post-award change orders.
• Coordinate quotes and responses through NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, eBuy, SAM.gov, and other applicable federal procurement channels.
• Map BOM line items to the correct contract vehicle CLINs and pricing, and verify items are on contract before quoting.
• Develop quote pricing within established margin guidelines.
• Manage high quote volume with fast turnaround on short-suspense requests, including eBuy and SEWP RFQs.
• Support the federal fiscal year-end surge (July through September) with increased quote volume and accelerated turnaround.
• Work with OEMs, distributors, contracts, operations, finance, and technical resources to obtain accurate pricing, availability, lead times, configurations, and required documentation.
• Ensure quotes, vendor authorizations, representations, certifications, contract references, and submission requirements are complete, accurate, and delivered by the required deadline.
• Verify TAA and Buy American compliance, OEM authorization, and supply chain requirements (e.g., Section 889) prior to quote submission.
• Track open quotes, renewals, backorders, expiring pricing, and customer actions and maintain a consistent follow-up cadence through award or closure.
• Support post-award handoff and remain engaged to help resolve order questions, delivery issues, and customer concerns.
• Helping to ensure overall success for clients and iT1

Federal Account Development & Pipeline Management

• Manage a defined portfolio of federal agency, program, and federal systems integrator accounts through phone, email, virtual meetings, and digital sales channels.
• Develop account knowledge and contact coverage across technology, cybersecurity, procurement, contracting, program office, and mission stakeholders.
• Conduct consistent outbound prospecting and follow-up to identify customer needs, upcoming requirements, expiring agreements, budget availability, and competitive opportunities.
• Qualify inbound and outbound opportunities based on customer need, timing, funding, acquisition path, competition, and solution fit.
• Build and maintain a qualified pipeline aligned to assigned revenue, gross margin, activity, and forecast objectives.
• Maintain accurate account, contact, opportunity, activity, next-step, close-date, and forecast information in the company CRM.
• Provide timely weekly, monthly, and quarterly pipeline, activity, quote, and forecast updates to the Vice President, Federal Sales.
• Monitor federal buying cycles, agency priorities, acquisition trends, and competitive developments affecting assigned accounts.

Customer, FSI & Partner Relationships

• Build trusted relationships with federal customers, contracting personnel, program offices, and technical stakeholders within assigned accounts.
• Develop productive working relationships with federal systems integrators, OEMs, distributors, technology partners, and small business partners.
• Leverage partner programs, deal registration, special pricing, market development funds, and incentive opportunities when applicable.
• Conduct customer discovery calls, quote reviews, and virtual account meetings.
• Coordinate with field account executives and Federal Sales leadership on strategic pursuits, account coverage, and customer engagement, following established account and opportunity ownership guidelines.

Solution Selling & Revenue Execution

• Sell federal IT products, solutions, and services across cybersecurity, cloud, infrastructure, managed services, and OEM/channel portfolios.
• Translate customer technical, procurement, compliance, budget, and delivery requirements into clear quote and solution requests for internal and partner teams.
• Identify cross-sell, upsell, renewal, refresh, and contract-expansion opportunities within assigned accounts.
• Partner with solution architects and technical resources to validate complex configurations and solution recommendations.
• Achieve assigned revenue, gross margin, quote volume, quote turnaround, and quote-to-win objectives.
• Perform other duties and responsibilities as assigned.

Qualifications:

• Bachelor’s degree in Business, Technology, Public Administration, or a related field preferred, or an equivalent combination of education and relevant experience.
• 3+ years of inside sales, account management, business development, or customer-facing technology sales experience, including at least 2 years in the federal market.
• Must be a U.S. citizen; active Secret clearance preferred.
• Demonstrated success developing customer relationships, managing opportunities, building BOMs and preparing quotes, and achieving sales or activity targets.
• Hands-on experience building BOMs and quotes for IT hardware, software, licensing, support, and services.
• Working knowledge of federal procurement and contract vehicles, including NASA SEWP, GSA MAS, GWACs, IDIQs, BPAs, and task-order-based purchasing.
• Understanding of federal IT products, solutions, and services, including cybersecurity, cloud, infrastructure, managed services, and OEM/channel ecosystems.
• Experience working with CRM, quoting, and federal market intelligence platforms; Salesforce, GovWin, SAM.gov, eBuy, and the SEWP Quote Request Tool preferred.
• Experience with OEM configuration tools (e.g., Cisco CCW) and distributor portals (e.g., TD SYNNEX, Ingram Micro, Carahsoft) preferred.
• Ability to interpret customer requirements, organize pricing and supporting documentation, and meet time-sensitive response deadlines.
• Strong prospecting, relationship management, consultative selling, negotiation, presentation, and written communication skills.
• Strong attention to detail and ability to manage multiple accounts, quotes, tasks, and follow-up commitments simultaneously.
• Ability to work independently while maintaining strong communication, accountability, and collaboration with the Federal Sales Team.
• Proficiency with Microsoft Outlook, Excel, PowerPoint, Teams, and other standard business productivity tools.
• Advanced Excel skills, including pricing models, lookups, and margin calculations.
• Ability to work primarily through phone, email, virtual meetings, CRM, and other digital sales tools, with occasional travel as business and customer needs require.

Physical Demands:

• Sit at a computer for up to 8 hours per day
• Keyboarding for 8 hours per day
• Near Vision (working with small objects or reading small print)
• Speaking (communicating information to clients/coworkers)
• Hearing Requirements (In person speech, telephone, other sounds)

• Engage in effective communication via phone and in-person conversations

• Ability to handle both routine and challenging customer interactions
• Travel up to 10%

Job Location:

• Hybrid if local to the Tempe, AZ office
• Remote if located outside of a reasonable commute
• Mon - Fri 8 am - 5 pm AZ

• Medical, dental, and vision benefits with highly subsidized premiums
• Two weeks paid time off in your first year, with increasing PTO as tenure increases, and most major holidays off
• 401(k) Plan with employer match
• Onsite Fitness Center
• Onsite Monthly Massages