Senior Director, High-Performance Compute Go-to-Market (HPC GTM)
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Before you apply
Salary$200k – $230k
LocationFrederick, MD, US
Work modehybrid
Typefull-time
SeniorityDirector
Experience8+ yrs
DepartmentInformation Technology
Company size201–500 people
PostedOct 18, 2024 · 2y ago
Verified live2d ago
At a glanceSummarised by Seekless from the posting.
Bachelor's degree in Business, Marketing, Computer Science, Engineering, Information Technology, or a related field
8+ years in business development, sales, capture, or go-to-market roles, with a proven track record of personally closing complex deals
Meaningful exposure to HPC, advanced computing, AI infrastructure, or data-center/cloud technologies
Genuine passion for high-performance and advanced computing
Ability to speak credibly about HPC architectures, accelerated computing, AI/ML workloads, schedulers (e.g., Slurm), and convergence of HPC and AI
Demonstrated ability to build and manage relationships with major technology OEMs and hyperscalers, including formal partner programs and joint go-to-market activity
Working understanding of the federal procurement lifecycle, contract types (e.g., FFP, T&M), contract vehicles (e.g. GSA MAS, OASIS+), and federal HPC/AI buyer landscape
Evidence of building a market presence—published writing, conference speaking, podcast appearances, and/or a strong professional LinkedIn following
A driven, independent operator who can build a practice from the ground up with minimal oversight
Exceptional oral and written communication; able to deliver compelling capability briefings and public presentations to C-suite executives, government officials, and partner leadership
Federal government contracting (GovCon) experience strongly preferred
Familiarity with DOE national laboratories and their M&O/GOCO contracting models, and with current federal AI-infrastructure initiatives
Prior technical, solutions-engineering, or program experience with HPC systems—engage deeply with buyers and partner engineering teams
Experience using AI tools for productivity and research (e.g., Claude, ChatGPT, Gemini, Grok)
Active government-issued security clearance (Secret or above) is a plus
Edgewater Federal Solutions is an Equal Opportunity Employer
Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions
Skills
HPC
advanced computing
AI infrastructure
data-center
cloud
NVIDIA
HPE
Dell Technologies
Google Cloud
AWS
Microsoft
GSA MAS
OASIS+
SAM.gov
Slurm
Claude
ChatGPT
Gemini
Grok
Benefits
Paid time off
Holiday pay
Medical insurance
Dental insurance
Vision insurance
Disability insurance
Life insurance
Ad&d
Flexible spending accounts
401(k)
Roth ira
Tuition reimbursement
Training reimbursement
Exercise reimbursement
Computer reimbursement
Employee assistance program
Overview
We are seeking a senior, entrepreneurial go-to-market leader to own business development, sales, and market strategy for our High-Performance Computing (HPC) practice. This is an enterprise-wide role spanning the full federal market—health, civilian, defense, and national security agencies as well as the national laboratories. You will be the driving force behind a coordinated HPC strategy: building the partner ecosystem, building the brand, building the pipeline, and personally helping close the deals.
As a quickly growing PE-backed company we need a builder who can operate independently, carry a pursuit from first conversation to signed deal, and serve as the public face of our HPC practice. Above all, we want someone who lives and breathes HPC—genuinely passionate about accelerated and advanced computing and the federal missions it powers. The mission is singular and ambitious: make us the #1 federal-government-focused contractor with a recognized HPC specialty.
The ideal candidate would reside in the Washington DC metropolitan area (DMV); however, a hybrid or remote work option is available with the ability to travel throughout the US.
Responsibilities
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End-to-End Sales & Deal Closure: Own HPC opportunities from first conversation to signed deal—prospecting, qualifying, shaping, proposing, negotiating, and closing. You will personally drive pursuits across the federal market rather than handing them off, working alongside the broader Sector teams where needed.
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Enterprise HPC Go-to-Market Strategy: Define and drive a coordinated go-to-market strategy for HPC across all U.S. federal customers, ensuring a consistent, unified approach to the market
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Strategic Partner Development: Establish, formalize, and grow relationships with key HPC technology leaders— companies like NVIDIA, HPE, Dell Technologies, Google, Amazon Web Services (AWS), and Microsoft—including teaming agreements, partner-tier/program enrollment, joint solutioning, co-marketing, and access to partner field and federal teams. Manage and govern the partner ecosystem to maximize our presence in federal pursuits.
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Thought Leadership & Brand Building: Serve as a visible thought leader for the HPC practice. Publish white papers and capability slicks, author bylined articles, appear on industry podcasts, and maintain an active, credible presence on LinkedIn that elevates our name recognition in the federal HPC community.
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Speaking & Industry Presence: Represent the company as a speaker, panelist, and exhibitor at relevant conferences and forums (e.g., SC/Supercomputing Conference, ISC, NVIDIA GTC, AFCEA events, and DOE/lab-focused gatherings). Identify and prioritize the venues where federal HPC buyers and partners convene.
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Pipeline Development & Forecasting: Build and own a healthy HPC pipeline. Identify, shape, and qualify opportunities across federal agencies and national laboratories, monitoring procurement portals (e.g., SAM.gov) and contract vehicles (GWACs, IDIQs, GSA MAS) for HPC-relevant demand, and maintaining accurate forecasting and pipeline health.
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Market Intelligence: Track the federal HPC and AI-infrastructure landscape—competitors, agency mission needs, lab modernization and AI-factory build-outs, and partner roadmaps—and turn that intelligence into actionable positioning.
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Marketing Collaboration: Work with internal and external marketing resources to produce the collateral, campaigns, and messaging needed to build name recognition and support partner co-marketing motions.
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Reporting & Metrics: Maintain accurate HPC pipeline tracking and forecasting in the company CRM, and report partner-engagement progress, thought-leadership activity, and influenced and closed pipeline to leadership.
Qualifications
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Education: Bachelor’s degree in Business, Marketing, Computer Science, Engineering, Information Technology, or a related field.
•
Experience: 8+ years in business development, sales, capture, or go-to-market roles, with a proven track record of personally closing complex deals. Meaningful exposure to HPC, advanced computing, AI infrastructure, or data-center/cloud technologies. Federal government contracting (GovCon) experience strongly preferred.
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HPC Passion & Technical Fluency: A genuine passion for high-performance and advanced computing—someone who lives, eats, and breathes HPC. Even in a sales-oriented role, we expect the ability to speak credibly and at a high level about HPC architectures, accelerated computing, AI/ML workloads, schedulers (e.g., Slurm), and the convergence of HPC and AI with both technical and mission stakeholders.
•
Partner Ecosystem Fluency: Demonstrated ability to build and manage relationships with major technology OEMs and hyperscalers, including formal partner programs and joint go-to-market activity.
•
Domain Knowledge: Working understanding of the federal procurement lifecycle, contract types (e.g., FFP, T&M), contract vehicles (e.g. GSA MAS, OASIS+), and the federal HPC/AI buyer landscape (agencies, national laboratories, and their mission drivers).
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Thought-Leadership Track Record: Evidence of building a market presence—published writing, conference speaking, podcast appearances, and/or a strong professional LinkedIn following.
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Self-Starter / Independence: A driven, independent operator who can build a practice from the ground up, set their own agenda, and run pursuits end-to-end with minimal oversight.
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Communication Skills: Exceptional oral and written communication; able to deliver compelling capability briefings and public presentations to C-suite executives, government officials, and partner leadership.
Preferred Qualifications
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National Lab & DOE Experience: Familiarity with DOE national laboratories and their M&O/GOCO contracting models, and with current federal AI-infrastructure initiatives.
•
Hands-On HPC Background: Prior technical, solutions-engineering, or program experience with HPC systems—enough to engage deeply with both buyers and partner engineering teams.
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AI Tools for Productivity: Experience using AI tools for productivity and research (e.g., Claude, ChatGPT, Gemini, Grok).
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Security Clearance: Active government-issued security clearance (Secret or above) is a plus.
Benefits
Salary: $200,000 – $230,000 (base, commensurate with experience), plus participation in the Edgewater Growth Incentive Bonus Plan. This plan provides the opportunity to achieve uncapped incentive compensation tied to closed-deal revenue, in addition to base salary.
Additional benefits include:
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Paid Time Off & Holiday Pay
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Medical Insurance
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Dental Insurance
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Vision Insurance
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Disability, Life Insurance, and AD&D
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Flexible Spending Accounts
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Pre-Tax 401K and/or After-Tax Roth IRA (with employer matching contribution)
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Tuition and Technical Training Reimbursement
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Exercise Reimbursement
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Computer Reimbursement
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Employee Assistance Program
Legal
Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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While performing the duties of this job, the employee is regularly required to talk or hear.
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Possess the ability to fulfill any and all office activities normally expected in an office setting, to include, but not limited to: remaining seated for periods of time to perform computer entry, participating in filing activity, lifting and carrying office supplies.
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The employee must occasionally lift and/or move up to fifteen (15) pounds.
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Fine hand manipulation (keyboarding).
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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May work prolonged or irregular hours.
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The noise level in the work environment is usually moderate.
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Exposure to general office conditions while conducting office duties.
Working at Edgewater Federal Solutions:
Edgewater Federal Solutions is a privately held government contracting firm located in Frederick, MD. The company was founded in 2002 with the vision of being highly recognized and admired for supporting customer missions through employee empowerment, exceptional services, and timely delivery. Edgewater Federal Solutions is ISO 9001, 20000-1, 270001 certified, appraised at CMMI Level 3 Maturity for Development and Services, and has been named in the Top Workplaces in the Greater Washington Area Companies since 2018.
Edgewater Federal Solutions is an Equal Opportunity Employer. It has been and continues to be our policy to provide equal employment to all employees and applicants for employment without regard to race, color, religion, gender, national origin, age, disability, marital status, veteran status and/or other status protected by applicable law.
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