Lowry Solutions
Federal DoD Account Executive (Sales)
Lowry Solutions, Washington, District of Columbia, us, 20022
Position: Federal DoD Account Executive (Sales)
Location:
Greater Washington, DC (DMV) area
About Lowry Solutions Lowry Solutions is a trusted integrator of AIDC/RFID, labeling, mobility, and automation solutions serving enterprise and government customers nationwide. We deliver end‑to‑end solutions—hardware, software, supplies/labels, services, and support—through multiple government contract vehicles, including the GSA Multiple Award Schedule (formerly “Schedule 70” under the MAS IT Category) and the U.S. Army’s Automatic Identification Technology (AIT‑7) program.
Why Join Lowry Solutions
Sell across hardware, software, services, and recurring labels/supplies—multiple levers to hit plan.
Use ready contract channels: GSA MAS IT and DoD AIT‑7 pathways to speed procurement.
Deep OEM ecosystem (e.g., Zebra and others) and decades of AIDC/RFID expertise supporting complex federal deployments.
Position Summary Federal DoD Account Executive will own and grow revenue across Department of Defense (DoD) and other federal accounts. Prospect, develop, and close net‑new business; expand installed base; shape capture strategies pre‑RFP; and orchestrate pursuits with OEMs, primes, and internal delivery teams. This is a senior individual‑contributor seller role—not management.
Key Responsibilities
Territory ownership: Build and execute annual/quarterly plans for named DoD/federal agencies and major installations; maintain 3–5× pipeline coverage across hardware, software, labels/supplies, and services.
Opportunity creation & capture: Drive early, pre‑RFP engagement; develop win themes, call plans, and competitive positioning; inform bid/no‑bid with capture inputs (requirements, stakeholders, budget, timeline).
Hunting & expansion: Prospect net‑new logos; land‑and‑expand within existing DoD programs/units; leverage OEM and SI/prime relationships.
Deal execution: Lead the sales cycle end‑to‑end—qualification, discovery, solution shaping with SEs/SMEs, pricing, proposals, negotiations, and close.
Federal acquisition fluency: Navigate FAR/DFARS, competition requirements, and evaluation criteria; align offers to contract vehicles (GSA MAS IT SINs, other IDIQs/BPAs) and, where appropriate, AIT‑7 ordering pathways.
Team orchestration: Coordinate with proposals, contracts, delivery, and customer success to ensure compliant, compelling submissions and successful deployments.
Forecasting & hygiene: Maintain accurate CRM hygiene, forecast by stage with risk notes, and report on pipeline movement and bookings.
Customer success & retention: Ensure ongoing relationship management post‑sale; surface risks early and coordinate corrective actions with internal teams.
Federal Procurement & Future Contract Strategy
Work in close collaboration with leadership, contracts, and capture to maximize throughput on current vehicles and shape Lowry’s access for future buying channels.
Collaborate on an annual Federal Procurement Contracts Strategy aligned to revenue targets and OEM priorities.
Proactively propose catalog, pricing, and bundling updates for Lowry’s existing GSA MAS (formerly Schedule 70) to expand addressable demand and accelerate cycle time.
Research and recommend future Federal Government purchasing vehicles (IDIQs, GWACs, BPAs) for Lowry to consider—evaluate fit, competitiveness, teaming landscape, and expected ROI.
Assist in coordinating major contracts for Government accounts, including order tracking, reporting requirements, and post‑award customer communications.
Review Government procurement systems/workflows and distribution needs to identify friction points and propose solutions that increase award likelihood and fulfillment efficiency.
Leverage product expertise (AIDC/RFID, mobility, industrial printing, labels/supplies) to recommend the correct solution for mission‑specific applications.
Qualifications Knowledge and Skills
Experience: 10–15+ years selling into U.S. Federal; 5+ years directly into DoD strongly preferred. Proven quota attainment.
Domain: AIDC/RFID, mobility, labeling/print, edge devices, or adjacent GovTech/IT solutions preferred.
Acquisition & capture: Practical grasp of capture planning, color‑team/proposal rhythms, and federal evaluation methods (LPTA, BVTO, past performance, etc.).
Partners & vehicles: Experience selling via GSA MAS (formerly Schedule 70) and coordinating with primes/SIs on IDIQs, including AIT‑style vehicles.
Clearance: Active or past Secret (or the ability to obtain) is a plus.
Background: Prior military service or federal contractor experience is a strong plus.
Key Competencies
Executive communication and stakeholder mapping
Capture strategy and competitive displacement
Value‑based / outcome‑focused selling
Federal procurement fluency (FAR/DFARS)
Partner/teaming leadership (OEMs, primes)
Forecast discipline and pipeline hygiene
Work Environment / Travel The employee will be required to travel out of town an estimated 25–40% in the National Capital Region and key CONUS bases/depots; occasional OEM/site visits. This is an estimate and actual travel could be above or below this amount, as the position requires. The primary work location will be the Greater Washington, DC (DMV) area.
Benefits
Medical, Dental, Vision, STD and LTD Plans
FSA/HSA - Medical and Dependent Care
Employee Assistance Program (EAP)
Learning Management System (LMS)
PTO + 8 Paid Holidays
401(k) plan with company match
EOE
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Greater Washington, DC (DMV) area
About Lowry Solutions Lowry Solutions is a trusted integrator of AIDC/RFID, labeling, mobility, and automation solutions serving enterprise and government customers nationwide. We deliver end‑to‑end solutions—hardware, software, supplies/labels, services, and support—through multiple government contract vehicles, including the GSA Multiple Award Schedule (formerly “Schedule 70” under the MAS IT Category) and the U.S. Army’s Automatic Identification Technology (AIT‑7) program.
Why Join Lowry Solutions
Sell across hardware, software, services, and recurring labels/supplies—multiple levers to hit plan.
Use ready contract channels: GSA MAS IT and DoD AIT‑7 pathways to speed procurement.
Deep OEM ecosystem (e.g., Zebra and others) and decades of AIDC/RFID expertise supporting complex federal deployments.
Position Summary Federal DoD Account Executive will own and grow revenue across Department of Defense (DoD) and other federal accounts. Prospect, develop, and close net‑new business; expand installed base; shape capture strategies pre‑RFP; and orchestrate pursuits with OEMs, primes, and internal delivery teams. This is a senior individual‑contributor seller role—not management.
Key Responsibilities
Territory ownership: Build and execute annual/quarterly plans for named DoD/federal agencies and major installations; maintain 3–5× pipeline coverage across hardware, software, labels/supplies, and services.
Opportunity creation & capture: Drive early, pre‑RFP engagement; develop win themes, call plans, and competitive positioning; inform bid/no‑bid with capture inputs (requirements, stakeholders, budget, timeline).
Hunting & expansion: Prospect net‑new logos; land‑and‑expand within existing DoD programs/units; leverage OEM and SI/prime relationships.
Deal execution: Lead the sales cycle end‑to‑end—qualification, discovery, solution shaping with SEs/SMEs, pricing, proposals, negotiations, and close.
Federal acquisition fluency: Navigate FAR/DFARS, competition requirements, and evaluation criteria; align offers to contract vehicles (GSA MAS IT SINs, other IDIQs/BPAs) and, where appropriate, AIT‑7 ordering pathways.
Team orchestration: Coordinate with proposals, contracts, delivery, and customer success to ensure compliant, compelling submissions and successful deployments.
Forecasting & hygiene: Maintain accurate CRM hygiene, forecast by stage with risk notes, and report on pipeline movement and bookings.
Customer success & retention: Ensure ongoing relationship management post‑sale; surface risks early and coordinate corrective actions with internal teams.
Federal Procurement & Future Contract Strategy
Work in close collaboration with leadership, contracts, and capture to maximize throughput on current vehicles and shape Lowry’s access for future buying channels.
Collaborate on an annual Federal Procurement Contracts Strategy aligned to revenue targets and OEM priorities.
Proactively propose catalog, pricing, and bundling updates for Lowry’s existing GSA MAS (formerly Schedule 70) to expand addressable demand and accelerate cycle time.
Research and recommend future Federal Government purchasing vehicles (IDIQs, GWACs, BPAs) for Lowry to consider—evaluate fit, competitiveness, teaming landscape, and expected ROI.
Assist in coordinating major contracts for Government accounts, including order tracking, reporting requirements, and post‑award customer communications.
Review Government procurement systems/workflows and distribution needs to identify friction points and propose solutions that increase award likelihood and fulfillment efficiency.
Leverage product expertise (AIDC/RFID, mobility, industrial printing, labels/supplies) to recommend the correct solution for mission‑specific applications.
Qualifications Knowledge and Skills
Experience: 10–15+ years selling into U.S. Federal; 5+ years directly into DoD strongly preferred. Proven quota attainment.
Domain: AIDC/RFID, mobility, labeling/print, edge devices, or adjacent GovTech/IT solutions preferred.
Acquisition & capture: Practical grasp of capture planning, color‑team/proposal rhythms, and federal evaluation methods (LPTA, BVTO, past performance, etc.).
Partners & vehicles: Experience selling via GSA MAS (formerly Schedule 70) and coordinating with primes/SIs on IDIQs, including AIT‑style vehicles.
Clearance: Active or past Secret (or the ability to obtain) is a plus.
Background: Prior military service or federal contractor experience is a strong plus.
Key Competencies
Executive communication and stakeholder mapping
Capture strategy and competitive displacement
Value‑based / outcome‑focused selling
Federal procurement fluency (FAR/DFARS)
Partner/teaming leadership (OEMs, primes)
Forecast discipline and pipeline hygiene
Work Environment / Travel The employee will be required to travel out of town an estimated 25–40% in the National Capital Region and key CONUS bases/depots; occasional OEM/site visits. This is an estimate and actual travel could be above or below this amount, as the position requires. The primary work location will be the Greater Washington, DC (DMV) area.
Benefits
Medical, Dental, Vision, STD and LTD Plans
FSA/HSA - Medical and Dependent Care
Employee Assistance Program (EAP)
Learning Management System (LMS)
PTO + 8 Paid Holidays
401(k) plan with company match
EOE
#J-18808-Ljbffr