Role Description The Senior Technical Account Executive plays a key role in driving revenue growth by helping customers adopt Federated Wireless' software solutions for spectrum management and AI-driven network optimization. This is a consultative sales role focused on developing opportunities within an established customer ecosystem, expanding existing relationships, and converting high-quality inbound and partner-generated opportunities into long-term customers. Working closely with Product, Engineering, Marketing, and executive leadership, you'll engage technical and business stakeholders to understand customer challenges, position innovative software solutions, and guide opportunities from discovery through close. Success in this role requires both commercial sales skills and technical aptitude. While you won't be expected to be an engineer, you should enjoy learning complex technologies and be comfortable discussing networking, cloud software, wireless communications, and enterprise technology with technical buyers. Federated Wireless continues to expand its AI-powered software platform across spectrum management, network planning, and intelligent network operations. You'll have the opportunity to help customers adopt some of the industry's most innovative wireless software solutions while building expertise in one of the fastest-growing segments of enterprise networking. This role is ideal for a motivated seller who enjoys solving technical business problems and wants to grow into larger enterprise opportunities over time. Your Impact - Own the sales cycle from discovery through close for qualified inbound, partner, and existing customer opportunities. - Build relationships with enterprise customers, service providers, system integrators, OEMs, and technology partners. - Conduct consultative discovery to understand customer business objectives, network environments, and technical requirements. - Position Federated Wireless software solutions for spectrum management, private wireless, AI-enabled network planning, and related services. - Collaborate with Product and Engineering to deliver technical demonstrations, proof-of-concepts, and customer presentations. - Translate technical capabilities into clear business value for both technical and executive stakeholders. - Identify expansion opportunities within existing customer accounts. - Maintain accurate opportunity management, forecasting, and pipeline reporting in CRM. - Partner with Marketing to provide customer feedback and support go-to-market initiatives. - Stay current on wireless networking, CBRS, 6 GHz, AI-enabled networking, and emerging industry trends. Qualifications - Bachelor's degree or equivalent experience. - 5+ years of experience selling enterprise software, networking, telecommunications, wireless infrastructure, or cloud solutions. - Proven success managing consultative B2B sales cycles. - Ability to communicate effectively with both business decision-makers and technical audiences. - Strong technical curiosity and demonstrated ability to learn complex technologies. - Experience collaborating with Product, Engineering, or Solution Engineering teams. - Excellent presentation, communication, and relationship-building skills. - Self-starter with the ability to thrive in a fast-paced, entrepreneurial environment. Preferred - Experience selling SaaS platforms or enterprise software. - Experience in telecommunications, wireless networking, networking infrastructure, or cloud networking. - Familiarity with Wi-Fi, LTE/5G, CBRS, private wireless, spectrum management, or network management platforms. - Experience working with enterprise customers, carriers, system integrators, or OEMs. - Experience with Salesforce, HubSpot, or similar CRM platforms. - Exposure to AI-enabled software solutions or network automation technologies. Benefits - Comprehensive health, dental, and vision insurance. - Company-paid life and disability benefits. - 401(k) Plan with employer match. - Subsidized commuter benefits. - Paid time off and holidays. - Opportunities for professional growth and development. Location Preference for candidates based in the Arlington, VA area; however, we will consider remote candidates for the right individual. Travel Up to 10% travel for customer meetings and tradeshows.

Role Description Do you thrive in a complex, highly collaborative technology sales environment? Do you want to help universities and colleges accelerate research, transform the student experience, and modernize their campuses? If this is you, then Think Dell! The Strategic Programs Office is looking for an exceptional individual to serve as a Mission Executive focused on Higher Education. This role exists to help higher ed institutions achieve their missions through scalable, repeatable technology solutions that can be adopted across departments, campuses, systems, and national research and education networks. With a deep mission focus on helping institutions advance knowledge and develop people, the Higher Education Mission Executive provides executive-level leadership across key higher ed missions including Research Computing / Data & AI and Digital Campus / Student Experience. You will serve as a trusted advisor to institutional leaders and Dell account teams, ensuring our solutions are tightly aligned to real-world higher ed outcomes – from breakthrough research and secure collaboration to student success and a modern digital campus. Mission Executives are customer advocates who achieve transformational business outcomes using disruptive technologies and solutions. Responsibilities - Serve as the primary subject matter expert for higher education missions, leveraging your real-world experience with universities, colleges, and research organizations to shape mission-aligned solution strategies. - Build deep, executive-level relationships with institutional decision makers (president/chancellor staff, provosts, CIOs, CISOs, VPs for research, deans, institutional research leaders) to understand mission priorities and long-range technology roadmaps. - Assist institutions and partners in constructing holistic solutions tailored to: - Research Computing / Data & AI (e.g., HPC, AI/ML platforms, large-scale research data storage and management, secure collaboration with other institutions and federal labs) - Digital Campus / Student Experience (e.g., learning management systems, VDI for labs and classrooms, modern classroom technologies, student success analytics, smart campus and safety initiatives) - Translate mission needs (e.g., research competitiveness, time-to-discovery, student access and success, digital campus operations) into scalable solution patterns that can be replicated across institutions, systems, and consortia. - Partner closely with Dell account teams, solution architects, and business development to: - Identify and shape high-impact opportunities in R1/R2 universities, academic medical centers, community colleges, and system offices - Align Dell’s portfolio (infrastructure, multicloud, edge, data protection, AI/ML, digital workspace) to institutional missions - Support strategic pursuits, executive briefings, and long-term account planning focused on research, digital learning, and campus modernization - Leverage your knowledge of the higher education mission environment to help sales and leadership anticipate future needs, with emphasis on: - Advanced research computing and data-intensive science - AI/ML and analytics for research, operations, and student success - Digital learning platforms and hybrid teaching models - Cybersecurity, data protection, and regulatory compliance in academic and research contexts - Perform critical problem-solving across sales, delivery, execution, and risk reduction, ensuring solutions are realistic within higher ed constraints (governance, funding models, grants, shared governance). - Act as a bridge between the field and Dell’s internal teams, providing feedback on higher ed mission trends (e.g., AI in research, data-intensive disciplines, enrollment and retention pressures, digital learning initiatives) to shape roadmaps, offerings, and partner strategies. - Drive collaboration with ecosystem partners (research and education networks, major software vendors, systems integrators, cloud partners) to co-create solutions aligned to higher ed missions and large-scale research and digital campus programs. Qualifications - Significant mission-relevant experience within Higher Education or closely related research environments, including engagement with: - Research computing and data organizations (e.g., HPC centers, research IT, core facilities, campus research computing teams) - Academic leadership or central IT organizations (CIO/CISO offices, teaching and learning centers, institutional research, digital learning initiatives) - Student experience and digital campus programs (e.g., LMS and classroom tech modernization, student success analytics, smart campus and safety) - Research collaborations with federal labs, consortia, or multi-institution projects - Demonstrated ability to connect institutional mission objectives (research excellence, student success, operational efficiency, institutional resilience) to technology strategies and architectures. - Strong track record working in or with higher ed or research technology environments, which may include: - HPC, AI/ML, or data-intensive research platforms - Storage, data protection, and data management for large research and institutional datasets - Digital learning platforms, virtual desktops/labs, and classroom modernization initiatives - Cybersecurity, identity and access management, and compliance in academic environments - Ability to operate at the executive level with institutional leaders while engaging deeply with technical, research, and operational stakeholders. - Exceptional communication and storytelling skills – able to frame Dell’s capabilities in language that resonates with higher ed missions, funding models (tuition, research grants, philanthropy, state support), and governance structures. - Demonstrated ability to work collaboratively in a large matrix environment, coordinating across sales, presales, services, partners, and corporate functions. - Executive management/leadership experience and/or business development or strategic program experience in higher ed, research, or public sector strongly preferred. - Typically requires significant related experience in higher education, research organizations, or equivalent mission environments; advanced degree or equivalent combination of education and experience preferred. - Familiarity with higher ed and research security/compliance considerations (e.g., data use agreements, export control awareness, IRB/PI data stewardship expectations) is a plus. Benefits - Opportunity to grow your career with some of the best minds and most advanced tech in the industry. - Work environment free of discrimination and harassment.

• Own the full sales cycle for Karpel Solutions' case management software, from qualified opportunity to signed contract. • Generate a meaningful share of their own pipeline through direct prospecting rather than relying solely on inbound or BDR-sourced leads.

• Serve as a technical contact and augment our customer support teams • Participate with onboarding process • Perform quarterly health checks and business reviews • Participate in TAM on-call rotation (during normal business hours) helping answer customer inquiries and case escalation requests. • Escalate customer issues to management when appropriate. • Leverage internal technical expertise, including development engineers, knowledge base, and other internal tools to provide the most effective solutions to customer issues. • Leverage knowledge content and systems to obtain product expertise • Participate in technical communications within the team to share best practices and learn about new technologies and complimentary security applications. • Manage renewal risk and collaborate with sales teams to remediate and ensure a successful renewal and upsell of product • Identify renewal risk and collaborate with internal teams to remediate and ensure a successful renewal. • Drive support cases to ensure issues are being resolved in a timely manner.