Connection
Global IT solutions and procurement network
Account Executive - Federal Systems Integrator
About the job
- A bachelor's degree or an equivalent combination of education and work experience is required.
- A minimum of 15 years of relevant professional experience is required.
- Demonstrated success in strategic account planning, territory development, pipeline generation, and full-cycle sales management within the federal technology market is required.
- Experience managing and growing Federal Systems Integrator accounts in a complex, relationship-driven sales environment is required.
- Strong understanding of the federal information technology sales ecosystem, including agencies, systems integrators, contracting structures, procurement processes, and contract vehicles, is required.
- Knowledge of Government-Wide Acquisition Contracts, Indefinite Delivery/Indefinite Quantity contracts, Blanket Purchase Agreements, General Services Administration schedules, reseller programs, deal registration, and partner sales motions is required.
- Ability to track and interpret federal funding priorities, recompetes, contract awards, capture activity, and market trends is required.
- Working knowledge of enterprise technology solutions, including hardware, software, cloud, cybersecurity, networking, data center, professional services, and emerging technologies, is required.
- Ability to translate technical capabilities into business, operational, and mission value for federal customers and systems integrator partners is required.
- Strong executive communication, consultative selling, negotiation, objection handling, and closing skills are required.
- Financial acumen related to pricing, margin, gross profit, sales targets, and opportunity prioritization is required.
- Excellent verbal, written, presentation, customer relationship management, forecasting, organizational, and follow-through skills are required.
- High integrity, sound business judgment, customer focus, adaptability, resilience, and a strong commitment to compliance are required.
- Develop and execute strategic account plans to grow revenue, gross profit, pipeline, and market share within assigned Federal Systems Integrator accounts.
- Identify, qualify, develop, and close new business opportunities aligned to federal agency priorities, systems integrator initiatives, contract vehicles, and technology reseller growth objectives.
- Build and maintain trusted relationships with customer decision-makers, procurement teams, program managers, capture teams, technical stakeholders, original equipment manufacturer partners, distributors, and internal resources.
- Manage complex sales opportunities from prospecting through close, including solution positioning, proposal and bid support, pricing coordination, negotiation, forecasting, and customer relationship management reporting.
- Leverage knowledge of federal procurement channels, partner programs, contract activity, funding priorities, recompetes, and market trends to uncover and advance opportunities.
- Collaborate across sales, technical, finance, contracts, procurement, original equipment manufacturer, and distributor teams to deliver compliant, mission-aligned technology solutions.
- Lead business reviews, represent the company in customer and partner engagements, and achieve assigned sales targets, gross profit goals, pipeline metrics, and customer engagement objectives.
- 20 years of total experience is preferred for full proficiency.
About the company
Connection is a global IT solutions provider offering IT services and advanced technology solutions to business, enterprise, and government markets. Its offerings include digital workplace, modern IT infrastructure, multicloud, supply chain, and lifecycle management, delivered through a network of 500 suppliers in 174 countries and proprietary procurement platforms. A team of account managers, solution architects, and technical specialists provides end-to-end guidance, implementation, and sourcing to help customers operate efficiently and innovate. It differentiates itself with its extensive supplier network, scalable procurement platforms, and industry-focused services grounded in values like respect, excellence, teamwork, and integrity; its goal is to connect people with technology to boost growth, productivity, and innovation.
Company Size
1,001-5,000
Company Stage
IPO
Headquarters
Merrimack, New Hampshire
Founded
1982
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Simplify's Take
What believers are saying
- Q2 2026 net sales rose 12.4% to $854 million, a company record.
- Enterprise Solutions grew 13.4% in Q2 2026, driven by AI-ready infrastructure demand.
- Management expects high-single-digit Q3 growth after strong July activity and elevated backlog.
What critics are saying
- Public Sector revenue fell 31% in Q1 2026 after a lost federal contract.
- SEC risk factors cite DRAM and NAND shortages, price competition, and vendor concentration.
- Cloud virtualization and OEM-direct procurement threaten Connection’s distributor model by 2027.
What makes Connection unique
- MarkITplace gives Connection access to 460,000 products from 1,600 vendors.
- Connection spans business, government, healthcare, and education, diversifying customer access across channels.
- GOVMVMT contract extends through October 31, 2028, with possible ten-year national reach.
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Benefits
Health Insurance
401(k) Retirement Plan
401(k) Company Match
Mental Health Support
Paid Vacation
Paid Sick Leave
Unlimited Paid Time Off
Tuition Reimbursement
Company News
Timothy J. McGrath, President and CEO of PC Connection, sold 50,000 shares of common stock at $85.88 per share on 3 and 4 August 2026, worth approximately $4.3 million. Following the sale, McGrath retains 240,343 shares valued at $20.86 million. The transaction comes as PC Connection's stock has climbed nearly 40% in 2026, outpacing the S&P 500's 13.8% gain. The company reported strong second-quarter results, with net sales up 12.4% to $854 million and net income rising 33.8% to $33.2 million. PC Connection, a technology distributor with nearly $3 billion in trailing twelve-month revenue, serves enterprise and public sector clients. Demand for artificial intelligence infrastructure solutions has helped drive recent sales growth.
PC Connection reported record second-quarter results, with net sales rising 12.4% year-over-year to $854 million and gross profit increasing 14.3% to $157.5 million. Operating income climbed 39.2% to $43 million, whilst diluted earnings per share rose 35.1% to $1.31. Growth was driven by notebooks, mobility products and desktops, which saw sales increase 19.5%. Software sales grew 15% and networking revenue rose 11.5%. Both Business Solutions and Enterprise Solutions segments posted double-digit sales growth. President Tim McGrath said the results reflect a shift from AI experimentation towards broader enterprise adoption. Management reported strong July activity and expects high-single-digit year-over-year revenue growth in the third quarter, though sequential revenue may decline after a strong June.
Connection, a provider of IT solutions to business, government, healthcare, and education markets, reported record second-quarter 2026 results. Net sales increased 12.4% year over year, whilst gross billings rose 14.0% to $1.2 billion. Net income jumped 33.8% to $33.2 million, or $1.31 per diluted share, compared to $24.8 million in the second quarter of 2025. Gross profit increased 14.3% to $157.5 million, with gross margin expanding 30 basis points to 18.4%. President and CEO Timothy McGrath attributed the performance to customers' increasing focus on enterprise technology as they operationalise AI. The company's board declared a quarterly dividend of $0.20 per share, payable on 28 August 2026.
Patricia Gallup, Chairman and Chief Administrative Officer of PC Connection, sold 14,000 shares for approximately $998,000 on 23-24 June 2026, according to a SEC Form 4 filing. The shares were sold at a weighted average price of $69.90. This marks Gallup's second open-market sale since May of last year, with both transactions similar in size and percentage of holdings. Following the sale, Gallup retains 533,258 shares directly and 7,028,596 shares indirectly, primarily through family trusts where she serves as sole trustee. PC Connection, a technology distributor serving businesses, government agencies and educational institutions across the United States, reported trailing twelve-month revenue of $2.89 billion and net income of $87.46 million.
PC Connection reported first-quarter 2026 results showing gross billings rose 4.3% to $1.0 billion and net sales increased 3% to $721.9 million. Gross margin expanded 20 basis points to 18.4%, whilst operating income jumped 39.3% to $20.2 million and net income climbed 27.8% to $17.2 million. Connection Business Solutions sales grew 6.6% to $275.6 million and Enterprise Solutions surged 16.3% to $346.5 million, achieving record backlog. Public Sector sales declined 31% to $99.8 million due to a non-recurring federal contract. The company faced memory shortages that lifted prices but reduced unit volumes, prompting a planned inventory build of $50.7 million. PC Connection maintained its $0.20 quarterly dividend and repurchased approximately 42,000 shares, though management cautioned about uncertainty later in 2026.