Principal Sales Consultant

Ashburn Consulting, a Small Business based in the Washington, DC metropolitan area, specializes in providing network and network security solutions in complex environments to a select set of government and business clients. The company, an established leader in its field, is composed of an elite team of engineers and business consultants, each of whom is recognized —and highly regarded—within the network and security communities.

Ashburn Consulting is seeking a seasoned, entrepreneurial Principal Sales Consultant – Client Strategies to drive growth by securing and expanding client engagements across key State and Local (SLED) markets. This role is designed for business developers who thrive in dynamic environments with limited internal support and who can independently identify, shape, and close high-value opportunities across technology consulting, advanced services, and managed services.

This position is ideal for self-starters who understand how to build and scale revenue, develop long-term client relationships, and open new business channels. The successful candidate will be expected to aggressively grow their book of business, leveraging Ashburn’s strong portfolio of past performance and a comprehensive services catalog to position differentiated value in the market.

Ashburn also maintains strategic relationships with a select network of OEM partners. The right candidate will know how to uncover and develop opportunities that evolve into strategic partnerships aligned with our core consulting focus areas, including network modernization, cybersecurity, and cloud transformation. This includes effectively working within OEM ecosystems to position value-added services and, where appropriate, support product-related opportunities.

Key Responsibilities

Net-New Business Development

· Prospect, identify, and pursue entirely new clients in assigned verticals with a focus on technology services and offerings from our strategic services catalog.

· Initiate and lead high-value client engagements through relationship building, discovery, and strategic dialogue.

· Develop and execute tailored account penetration plans using consultative sales approaches.

Consulting-Led Opportunity Shaping

· Lead strategic conversations that reveal client challenges in cybersecurity, cloud, and infrastructure modernization.

· Shape and qualify opportunities for services delivery by partnering with solution architects and technical leads.

· Serve as a subject-matter-aware advisor, able to position Ashburn’s capabilities within client missions.

Public Sector Capture & Contracting Strategy

· For public sector targets, assess and recommend strategic contract vehicles (GWACs, BPAs, IDIQs) for Ashburn to pursue.

· Build and present business cases internally to justify investment in targeted Prime contracts, backed by opportunity analysis and customer alignment.

· Collaborate with leadership and capture team on teaming, proposal planning, and vehicle onboarding.

Client Growth & Relationship Continuity

· Maintain active relationships with newly acquired clients and drive sideways and upward account expansion.

· Act as the primary relationship owner through early delivery and into ongoing business development phases.

· Champion Ashburn’s value proposition to retain and grow wallet share over time.

Strategic Market Engagement

· Represent Ashburn at industry events, forums, and partner summits to build reputation and drive client awareness.

· Provide feedback from the field to refine offerings and enhance market alignment.

· Help shape Ashburn’s GTM (go-to-market) strategy, especially where services and complementary products intersect.

· 7+ years of direct experience selling IT consulting or advanced technical services.

· Strong ability to independently identify, shape, and close net-new opportunities without reliance on a large internal support team.

· Demonstrated success in building a pipeline and scaling a business portfolio to multimillion-dollar levels.

· Deep knowledge of public sector acquisition, procurement strategy, and contract vehicle structures.

· Excellent consultative sales, communication, and relationship-building skills.

· Proficiency in CRM systems (e.g., Salesforce, HubSpot) and pipeline management.

Preferred Qualifications:

· Market experience within SLED or Commercial sectors.

· Familiarity with Prime contract capture, teaming strategies, and proposal development.

· Understanding of IT modernization trends including Zero Trust, network security, hybrid cloud, and identity architecture.

· Openness to identifying product partnerships that enhance strategic consulting services in key domains.

Performance Expectations:

· Revenue Growth: Achieve aggressive growth targets.

· Client Acquisition: Number and quality of new clients onboarded.

· Pipeline Development: Value, volume, and velocity of pipeline progression.

· Strategic Input: Contributions to contract vehicle strategy, service catalog expansion and product business cases.

· Client Expansion: Depth of engagement and revenue growth within new accounts over time.

· Brand Elevation: Presence and influence in the marketplace as a representative of Ashburn.

Equal Opportunity Employer/Veterans/Disabled. An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status

Ashburn Consulting is an Equal Opportunity Affirmative Action Employer.
In compliance with the American with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request and accommodation in order to apply for a position with Ashburn Consulting, please e-mail hr@ashburnconsulting.com.”