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About the Role
VAST Data is seeking a Sales Executive – Federal Cloud to drive growth within the U.S. Federal market, focusing on cloud-centric opportunities. This role involves owning the sales strategy for Federal agencies adopting cloud and hybrid-cloud architectures, engaging with government customers, cloud providers, and partners to secure large, strategic deals. It is a hunter role requiring expertise in Federal procurement and navigating the cloud ecosystem to generate new business.
Responsibilities
- 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.
Requirements
- 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 inheriting and managing 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 translate a highly technical platform 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.
Skills
- Cloud
- Data
- AI
- Enterprise Technology Solutions
- Federal Cloud Ecosystem
- AWS
- Microsoft Azure
- Google Cloud
- Oracle Cloud
- Hybrid-Cloud
- Data Infrastructure
- AI Infrastructure
- Storage
Location
- U.S. Federal Market
Work Type
- Full-time
Experience Level
- Senior
About the Company
- 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.