Senior Account Executive - DHS at CyKor in Remote

Description

CyKor is a fast-growing Technology Solutions Provider to both federal and commercial clients. We attribute our continued growth to our core values, our professional team, and the valuable relationships with our clients. Our small and growing team fosters an environment in which each team member is respected, valued, and appreciated for their contributions.

About the Role

CyKor is seeking a strategic, growth-oriented Senior Account Executive - Department of Homeland Security (DHS) to lead account growth and customer engagement within assigned DHS accounts and components, with a strong emphasis on U.S. Customs and Border Protection (CBP), the Cybersecurity and Infrastructure Security Agency (CISA), DHS Headquarters, and U.S. Citizenship and Immigration Services (USCIS).

The Senior Account Executive combines account growth, business development, and account-level capture responsibilities, owning assigned opportunities from identification and qualification through proposal submission, award, and account expansion. The role creates demand and aligns CyKor engineering, services, and partner capabilities to customer mission outcomes.

The ideal candidate will bring demonstrated experience, customer relationships, and market knowledge within at least one of CyKor's priority DHS accounts - CBP, CISA, DHS Headquarters, or USCIS - with the ability to leverage that established position to create near-term opportunities while expanding CyKor's presence across adjacent DHS components and mission areas.

Success requires strong customer intimacy, disciplined account planning, a deep understanding of the Federal acquisition environment, and the ability to translate DHS mission priorities into profitable, long-term growth for CyKor.

What You'll Do

Lead Strategic DHS Account Growth

• Develop and execute account growth strategies for assigned DHS accounts, components, and pursuits, with priority on CBP and CISA and coordinated expansion into DHS Headquarters and USCIS.

• Leverage existing customer relationships, mission knowledge, and industry connections within at least one priority account to accelerate customer access and pipeline development.

• Identify priority organizations, programs, mission areas, and technology initiatives where CyKor can deliver meaningful mission value.

• Build actionable account plans aligned to DHS modernization priorities, operational requirements, budget cycles, and acquisition pathways.

• Identify whitespace within established accounts and develop strategies to expand into adjacent programs, offices, components, and mission areas.

• Balance near-term revenue opportunities with long-term strategic account development and market positioning.

Build Customer Intimacy and Shape Opportunities Early

• Establish and maintain trusted relationships with mission owners, program managers, technical leaders, acquisition professionals, contracting stakeholders, and senior decision-makers throughout assigned DHS accounts.

• Engage customers early to understand mission challenges, operational gaps, modernization priorities, funding considerations, and emerging requirements.

• Identify opportunities before formal solicitation and position CyKor and its technology partners around desired mission outcomes.

• Develop deliberate customer call plans that expand CyKor's access across technical, programmatic, operational, acquisition, and executive stakeholders.

• Position CyKor as a strategic Technology Solutions Provider capable of helping DHS customers solve complex mission challenges rather than simply as a transactional reseller.

• Maintain consistent engagement throughout the customer lifecycle to build long-term credibility and trusted-advisor relationships.

Own Pipeline Development and Opportunity Qualification

• Proactively create, identify, and qualify new opportunities through direct customer engagement, OEM collaboration, industry relationships, market intelligence, and contract research.

• Maintain a healthy and balanced pipeline across short, medium, and long-term opportunities.

• Apply disciplined qualification to ensure CyKor invests resources in opportunities with clearly defined customer requirements, funding, acquisition pathways, competitive positioning, and achievable win strategies.

• Understand and track DHS procurement strategies, contract vehicles, recompetes, task orders, IDIQs, BPAs, and other acquisition mechanisms relevant to assigned accounts.

• Develop an executable acquisition path for each qualified pursuit, including prime or subcontract positioning, contract vehicle access, teaming requirements, and readiness dependencies; coordinate validation and approvals with Contracts, Finance, Delivery, and leadership.

• Monitor Federal budget activity, acquisition forecasts, industry days, RFIs, sources sought notices, draft solicitations, and other indicators of emerging customer demand.

• Maintain accurate opportunity data, customer intelligence, next actions, pipeline progression, and forecasts within Salesforce (SFDC).

Drive Coordinated Pursuit and Capture Execution

• Own account-level pursuit strategy and execution for assigned opportunities from early identification through contract award, including customer intelligence, competitive positioning, win themes, partner strategy, milestones, and resource requirements.

• Lead pursuit coordination with Solution Architects, Delivery, Capture/Proposal, Alliances, Marketing, Operations, Contracts, Finance, and leadership. Engage technical and Delivery teams during qualification, solution development, estimating, and bid reviews to validate feasibility, staffing, scope, and schedule.

• Develop pursuit strategies based on customer priorities, competitive intelligence, acquisition strategy, partner alignment, and CyKor's differentiated capabilities.

• Develop substantive RFI, sources sought, and proposal contributions for assigned pursuits: author assigned sections, provide customer and competitive intelligence, coordinate partner inputs, participate in proposal reviews, and close assigned actions through submission. Work with Capture/Proposal on schedules, compliance, and production.

• Prepare and present Bid Council recommendations, including qualification evidence, acquisition path, competitive position, win strategy, proposed workshare, investment needs, and risks; execute approved decisions and track follow-up actions to closure.

• Maintain customer and partner engagement through award; coordinate a documented handoff of scope, assumptions, commitments, and growth objectives to Delivery, and remain accountable for account growth throughout execution.

Expand CyKor Across the DHS Enterprise

• Work with Delivery, Solution Architects, CSMs, and PMs to identify follow-on requirements, turn successful projects into sustained program relationships, and reuse approved proof points across assigned accounts.

• Identify common mission and technology requirements across CBP, CISA, DHS Headquarters, USCIS, and other components that can create repeatable growth opportunities for CyKor.

• Build relationships across component boundaries and understand where enterprise initiatives may influence component-level technology decisions.

• Connect CyKor capabilities, past performance, OEM relationships, and technical expertise to emerging DHS requirements.

• Help develop CyKor's long-term market position within strategic homeland security mission areas.

Strengthen OEM, Partner, and Internal Alignment

• Develop joint pursuits with Federal system integrators and OEM partners. Lead customer discovery and joint solutioning with Solution Architects, define CyKor's engineering and services contribution, and develop teaming and workshare objectives with Contracts and leadership.

• Develop joint account strategies that align partner capabilities with specific DHS mission requirements and customer priorities.

• Originate and expand engineering, integration, modernization, and other services opportunities by combining CyKor expertise, lab validation, and multi-OEM capabilities around defined customer outcomes.

• Remain accountable for pursuit progress and assigned deliverables while Solution Architects own technical architecture, Delivery validates execution feasibility, Capture/Proposal manages proposal production, and Contracts and Finance retain their respective agreement, pricing, and approval authorities.

• Provide actionable market intelligence and customer feedback that strengthen CyKor's technology strategy and partner relationships.

• Ensure internal resources and pursuit investments remain aligned to the highest-value opportunities within the DHS account.

• Engage CSO-assigned Strategic Business Development Network (SBDN) advisors with focused account objectives, accept qualified handoffs, and own resulting pursuit actions, Salesforce records, and forecasts. Coordinate strategic and executive support with the CSO, who retains SBDN governance.

Represent CyKor in the DHS Market

• Serve as a visible, credible representative of CyKor in customer meetings, industry engagements, conferences, partner events, and other DHS-related forums.

• Clearly communicate CyKor's value proposition and connect technical capabilities to homeland security mission outcomes.

• Develop credibility with both technical and executive audiences.

• Strengthen CyKor's reputation as a responsive, technically capable, mission-focused partner within the DHS community.

• Develop and maintain an active professional network across the DHS customer, OEM, integrator, and partner ecosystem.

What Success Looks Like

Success in this role is measured not simply by closing transactions, but by the ability to build a sustainable DHS business for CyKor. The successful Senior Account Executive will consistently create customer access, develop qualified pipeline, shape opportunities before formal acquisition, expand existing relationships, and convert CyKor's technical capabilities and partner ecosystem into profitable growth.

Key indicators of success include:

• Consistent achievement of annual gross profit and sales objectives.

• Development and maintenance of strong, qualified pipeline coverage.

• Creation of new opportunities through direct customer engagement and early-stage opportunity shaping.

• Expansion of CyKor's footprint within CBP, CISA, DHS Headquarters, USCIS, and adjacent DHS components.

• Increased access to mission owners, program leadership, technical stakeholders, and acquisition decision-makers.

• Development of repeatable growth opportunities across multiple DHS organizations.

• Accurate forecasting and disciplined Salesforce management.

• Effective navigation of DHS and Federal acquisition environments.

• Strong alignment with OEMs, strategic partners, and internal CyKor teams.

• Growth in services revenue and gross profit, advancement of qualified current-year and out-year pursuits, timely completion of capture and proposal milestones, and expansion from projects into sustained programs.

• Defined partner workshare aligned with CyKor's contribution and approved pursuit economics, with consistent follow-through on Bid Council decisions.

• Consistent professionalism, accountability, responsiveness, and follow-through.

Who You Are

You are an experienced Federal technology sales professional who understands that success within DHS is built through customer intimacy, mission knowledge, persistence, and disciplined execution. You know how to move beyond responding to solicitations and instead engage customers early, understand what they are trying to accomplish, identify where technology can improve mission outcomes, and build the relationships necessary to influence opportunities before procurement begins.

Importantly, you are not entering the DHS market for the first time. You bring established experience and credibility within the community and have developed meaningful customer, partner, and industry relationships within at least one of CyKor's priority DHS accounts: CBP, CISA, DHS Headquarters, or USCIS.

You likely bring the following qualities:

• Strong executive presence and demonstrated ability to build trusted Federal customer relationships.

• Established customer relationships within CBP, CISA, DHS Headquarters, and/or USCIS.

• Ability to leverage existing relationships to create access, uncover requirements, and develop new opportunities.

• Demonstrated ability to generate and shape opportunities through direct customer engagement.

• Strong understanding of DHS missions, organizations, acquisition environments, and technology priorities.

• Strong pipeline management, forecasting, and opportunity qualification discipline.

• Ability to identify whitespace and expand strategically within and across DHS components.

• Ability to translate technical capabilities into measurable mission outcomes.

• Ability to coordinate complex internal teams, OEMs, and partner ecosystems around strategic pursuits.

• Strategic mindset combined with strong tactical execution, accountability, persistence, and ownership.

Requirements

• Bachelor's degree in Business, Marketing, Technology, or a related field preferred.

• Minimum of 10 years of technology sales, business development, capture, or account management experience within the Federal market.

• Demonstrated experience selling technology solutions into the Department of Homeland Security or its component agencies.

• Demonstrated experience and established customer relationships within at least one of the following priority accounts: U.S. Customs and Border Protection (CBP), Cybersecurity and Infrastructure Security Agency (CISA), DHS Headquarters, or U.S. Citizenship and Immigration Services (USCIS).

• Proven track record of leveraging customer relationships to develop pipeline, identify new requirements, expand accounts, and close complex Federal technology opportunities.

• Strong understanding of the Federal acquisition lifecycle, budget process, procurement environment, contract vehicles, and contracting mechanisms.

• Experience engaging mission owners, program leaders, technical stakeholders, acquisition organizations, contracting personnel, and executive decision-makers.

• Demonstrated ability to identify and influence opportunities prior to formal solicitation.

• Demonstrated experience personally shaping and advancing Federal pursuits, preparing bid/no-bid recommendations, and making substantive contributions to RFIs, sources sought responses, and proposals.

• Demonstrated experience developing solutions with Federal system integrators and technical teams, selling engineering or professional services, and developing workshare and pricing strategies that protect profitability.

• Experience managing pipeline, opportunity progression, account activity, and forecasting within Salesforce (SFDC) or a comparable CRM platform.

• Ability to work effectively across technical, operational, contracting, partner, and executive teams.

Preferred Experience

• Deep customer relationships and a demonstrated track record of success within CBP, CISA, DHS Headquarters, or USCIS.

• Experience developing and executing strategic account plans within one or more of CyKor's priority DHS accounts.

• Demonstrated ability to expand from an established DHS customer base into adjacent programs, offices, or components.

• Experience expanding engineering and services engagements into sustained Federal programs.

• Familiarity with DHS-specific and government-wide contract vehicles, OEM ecosystems, and partner-led Federal sales motions.

• Established relationships with OEMs, system integrators, and Federal partners supporting DHS.

• Experience in cybersecurity, networking, cloud, data center, infrastructure modernization, Zero Trust, enterprise software, data management, or mission-support technologies.

• Ability to connect market intelligence, customer requirements, partner capabilities, and CyKor resources into a cohesive growth strategy.

• An active security clearance