Federal sales require unique qualifications for products and services needed by various government industries, such as defense, healthcare, intelligence, civilian, and homeland security. Through government contracting, agencies work with federal sales executives and contract leaders to purchase solutions that improve public services and boost industry growth.
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What are the duties and responsibilities of a federal sales executive?
A federal sales executive handles all the sales activities of an organization with the federal government. Their duties and responsibilities encompass setting sales targets, converting sales leads, conducting market research, exploring new growth opportunities, riding on trends and customer demands, and fostering healthy relationships with existing and new clients.
Take a look at the noteworthy federal sales executives who play crucial roles in the government’s purchase of goods and services to improve public services across local, state, and federal sectors.
Federal Sales Executives Improving Public Services in 2023
Note: The following list features esteemed industry leaders selected based on a comprehensive evaluation of their accomplishments, including their strategic vision, demonstrated impact on the industry, innovative contributions, and leadership prowess. However, this is in no way an exhaustive list. The industry is filled with talented professionals making significant contributions, warranting close attention for their achievements and potential impact.
Aaron Butler, Vice President of Sales at ID Technologies
Aaron Butler possesses comprehensive sales qualifications with capabilities in Salesforce, outside sales, account management, and other professional services. He brings in over 15 years of experience in the field, taking on the role of Vice President of Sales at ID Technologies, a CACI Company, in April 2022.
Butler holds a long-standing tenure at ID Technologies, initially joining as a Federal Account Executive for the Department of Justice and Department of Homeland Security in January 2017. Throughout his stay, he has developed specialties in federal civilian sales, law enforcement, government programs, and accounts.
Craig Herman, Chief Revenue Officer at Aware, Inc.
Craig Herman has been serving as the Chief Revenue Officer at Aware, Inc. since August 2022. He supervises the revenue generation efforts of the enterprise’s flagship biometrics solutions development across the public and private sectors. One of Herman’s significant contributions was leading Aware’s software subscription growth, boosting the company’s year-to-year revenue by 6%.
Boasting over two decades of sales experience, Herman assumed various sales positions for leading companies, such as Four51.com, ExactTarget, Localytics, 360insights.com, and 3Play Media. His exhaustive industry expertise earned him valuable executive membership at Pavilion, where he actively contributed his skills in marketing, SaaS, and lead generation.
Steve Jacyna, Director at Carahsoft Technology
Steve Jacyna has been a critical sales member of Carahsoft Technology since July 2007. He started as an Account Executive, where he gained insights in market potential development, lead generation qualification, and close sales for two years. Jacyna’s initial experience in accounts propelled him in his career, taking on roles such as Account Manager and Team Lead.
As the Director at Carahsoft Technology since January 2014, Jacyna holds a range of sales responsibilities, specializing in the development, expansion, and facilitation of targeted sales and marketing activities. He utilizes his wide range of expertise in government proposal writing, go-to-market strategy creation, and product development. Hence, providing public and commercial customers with the hardware and software required by organizations.
Thomas Stamos, Regional Vice President of Federal Sales at Zscaler
Since January 2020, Thomas Stamos has held the position of Regional Vice President of Federal Sales at Zscaler. He has been an influential figure in the federal market, having over 25 years of service in solving the toughest problems of various government agencies concerning modernization and transformation.
Stamos’ earlier experience in federal sales includes serving as the Named Account Manager and National Account Manager at EMC and Veritas Software, respectively. He focuses on the federal sector which expanded his sales capabilities, serving in senior leadership positions at FBR Capital Markets, Symantec, and Cisco Systems.
Matt Parsons, Vice President of Civilian Sales at RavenTek
Matt Parsons currently serves as the Vice President of Civilian Sales at RavenTek, assuming the position in January 2021. Previously, he was the company’s Director of Federal Civilian Sales for more than a year. It was there where he actively shared his industry knowledge in enterprise storage, cloud computing, and virtualization.
Before joining RavenTek, Parsons undertook various duties in marketing, accounts, and data architecture for companies. These included the Corporate Executive Board, Appian, IronBrick, Packet360, Presidio, and Oracle. More recently, he managed federal and commercial accounts as the Major Account Executive and Major Account Manager at Riverbed Technology and Dell, respectively.