Government and public sector
10 experts on selling to the federal government
These ten sales leaders have run federal sales teams and accounts that sell to US government agencies, including civilian agencies and the Department of Defense. A reader can learn how federal buyers evaluate vendors, how federal sales teams are organized, and how deals move through government procurement.
Professionals to explore
01—10Dave McOmber
LinkedInExperience: Executive Vice President, Federal Sales · QTS Data Centers
Executive Vice President, Federal Sales at QTS Data Centers since July 2016. At IBM he was Vice President, Federal Civilian & Healthcare (2016), Vice President, Federal Systems Integrators & Channels (2013–2016) and Sales Manager, Public Sector State of NY (2007–2011). His profile describes a career focused on public sector selling, including federal and state and local government.
Delbert CJ Drewry
LinkedInExperience: Director Of Federal Civilian Sales · Oracle
Regional Vice President of Sales at Oracle since June 2022, leading a sales organization that the profile says partners with Federal Civilian agencies on modernization efforts with hybrid multi-cloud solutions on OCI. At Oracle he was also Director Of Federal Civilian Sales (2021–2022) and Director of Federal Civilian, DoD, & Canada Group Technology Sales (2020–2021).
Jen Shreckhise
LinkedInExperience: Vice President, US Federal Civilian Technology Sales · IBM
Vice President, Data and AI Platform Leader for US Federal at IBM since January 2025, after serving as Vice President, US Federal Civilian Technology Sales (2024–2025). Other IBM roles listed are Director, Data, AI and Automation Software, US Federal (2022–2024), Director, US Federal Civilian Agencies Homeland Security, Justice, Foreign Affairs and Treasury (2020–2021) and Client Unit Executive - Department of Homeland Security (2017–2020).
Jeremy Hogg
LinkedInExperience: Vice President, Federal Sales · Pryon
Vice President, Federal Sales at Pryon (2024–2025) and Vice President, Public Sector Sales there (2026); his profile describes leading federal sales for Pryon, which offers a secure RAG platform to government. He was also Vice President, Public Sector & Federal Sales at Kofax (2018–2022) and Director, Sales - DHS & DOJ Programs at SAS (2014–2018).
John Klopacz
LinkedInExperience: Vice President, Federal · Vectra AI
Vice President, Federal at Vectra AI since May 2026. At HPE Aruba Networking he was Vice President & GM (2023–2026) and Sales Director, Federal (2017–2023), and at Hewlett Packard Enterprise he was Team Leader, USN USMC, Federal Enterprise Group (2015–2017). His profile describes building and leading $150M+ federal businesses in complex federal procurement, contracting and compliance environments.
Katie Bryan
LinkedInExperience: Director of Federal Sales · SolarWinds
Director of Federal Sales at SolarWinds since January 2024, after serving there as Senior Manager- Civilian & Federal System Integrators (2017–2024). As Manager- Quest Software- Public Sector at TD SYNNEX Public Sector (2011–2016), the profile says she led a $50 million business unit growing Quest Software license and renewal sales across Department of Defense, civilian, intelligence, state and local, and education customers.
Mike Lawson
LinkedInExperience: VP, US Federal Sales · IonQ
VP, US Federal Sales at IonQ since March 2026. At Dell Technologies he was District Sales Director - USAF COCOMs (2021–2026), Director, ISG (Data Center Account Executives) US Air Force COCOMs (2017–2021) and Director, Sales Engineering US Air Force, Navy, and Marine Corps (2017). His profile says he helps the Department of War and federal agencies adopt technology.
Nigel Hughes
LinkedInExperience: Sr Director Federal Sales · Diligent
Sr Director Federal Sales at Diligent since July 2026. He was VP Sales at SteelCloud (2014–2026) and Vice President of Sales at SteelCloud Inc (2007–2014). His profile describes 15 years managing sales teams selling cybersecurity GRC compliance solutions to the federal government, both directly and through FSIs.
Ron Bonievich
LinkedInExperience: Vice President of Federal Sales · SECOM Security
Vice President of Federal Sales at SECOM Security since February 2025, where the profile says he directs and oversees federal sales strategy and operations across multiple agencies, including CIA, DHS, DoD and DIA. He was previously a Security Professional at BAE Systems (2020–2025) and a Security Specialist at the Central Intelligence Agency (1989–2020).
Wes Osborne
LinkedInExperience: Managing Vice President - US Federal Civilian · Gartner
Managing Vice President - US Federal Civilian at Gartner since January 2024; the profile says he leads a team of 60 managers and individual contributors in Gartner's Federal Civilian Sales practice. Other Gartner roles listed are Regional Vice President (2022–2024), Area Vice President - Federal Civilian and Federal Healthcare (2018–2022) and Area Manager - Federal Civilian (2012–2017).
Choose the right perspective
Match the person's segment to your target, since selling to defense and intelligence customers differs from selling to civilian agencies in buyers, security requirements and contract paths. Also consider company stage: someone who built a federal business at a newer vendor can speak to market entry, while a leader at a large incumbent knows how to scale existing programs.
Questions to take into the conversation
- 01Which contract vehicles and reseller or systems integrator partners should a new vendor pursue first, and why?
- 02How long does a typical first federal deal take, and what usually slows it down?
- 03When does a company need FedRAMP or other authorizations before federal sales can start, and how do you plan around that timeline?
About this directory
This is a professional research starting point based on business profile data retrieved on . Titles and companies reflect that source snapshot and may describe past or present roles. Check the linked profiles for current details. Inclusion does not imply Instant Expert membership or availability.
Request a correction or removal