Janes · 1 month ago
Director of Sales -Federal Systems Integrator (FSI) sell to/ sell through
Arlington, Virginia, United States
Full-time
Hybrid
Director/Executive
10+ years expJanes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. They are seeking a commercially driven Director of Sales to lead engagement and revenue growth through relationships with major Federal Systems Integrators supporting U.S. Defense and National Security programs.
AnalyticsBusiness IntelligenceData IntegrationData VisualizationGeospatialGovernmentHomeland SecurityMilitaryNational SecurityOpen Source
Responsibilities
Deliver a defined partner-sourced and influenced ARR goal, ensuring FSI partnerships deliver sustained, high-margin, recurring revenue for Janes
Develop and execute a go-to-market strategy for engaging top Federal Systems Integrators, including joint account planning and capture alignment with Janes sales teams
Identify, qualify, and drive opportunities to embed Janes data and solutions within FSI-led defense and national security programs
Build trusted, long-term relationships with partner executives, capture teams, and solution architects within FSIs
Work closely with Janes sales, product, and customer success teams to ensure alignment on joint pursuits, solution positioning, and delivery success
Negotiate and manage commercial agreements, teaming arrangements, and reseller frameworks with FSIs
Represent Janes in industry engagements, partner events, and capture planning sessions to expand visibility and influence across the defense ecosystem
Monitor and report on partnership performance, including pipeline development, win rates, and revenue contribution
Address performance gaps and continuously optimize the FSI partner program for greater impact
Qualification
Required
10+ years of experience in Federal Systems Integrator sales, partner management, or business development, ideally within the defense or national security technology domain
Proven success in building and managing strategic relationships with leading FSIs such as Lockheed Martin, Northrop Grumman, Raytheon, Leidos, SAIC, or similar
Demonstrated track record of driving revenue through partner-led channels, joint pursuits, and embedded technology solutions
Deep understanding of U.S. defense procurement processes, capture planning, and program lifecycles
Strong relationship-building and executive communication skills, with experience engaging at CXO and program leadership levels
Ability to shape and execute joint go-to-market strategies, teaming agreements, and OEM integrations
Knowledge of the defense technology ecosystem, including C4ISR, mission systems, data analytics, and digital modernization initiatives
Bachelor's degree required
Preferred
Advanced degree or military experience preferred
Benefits
15 days vacation
9 days flexible time off
12 paid holidays
Paid parental leave
Health insurance (medical, dental and vision)
401k retirement plan with company match and immediate vesting
Hybrid work schedule/flexibility
Company paid life and disability insurance
Healthy Half
Volunteering time
Weekly fresh fruit delivery (we just started this and people are liking it)!
Learning & Development opportunities (Linkedin Learning, Mentoring)
Company
Janes
Janes is the trusted global agency for open-source defence intelligence, providing unrivalled interconnected insights.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2019-09-24Acquired
Leadership Team
Phil Smith
Chief Technology Officer
Ben Conklin
Head of Innovation and New Products
Recent News
2025-10-30
The Yucatan Times
2025-05-04
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