Location: Remote (could include SoCal and Nor Cal)
Our preference is a candidate in the greater Boston area, but we are also open to candidates on the east coast who can be on-site regularly.
We are actively recruiting a Director of Sales to help drive the growth and commercialization of the company. This role is foremost about revenue generation, both with existing and new customers. We are seeking a highly capable and proactive candidate who can increase sales, capture opportunities, teaming arrangements and long-term awards, as well as develop new opportunities.
The ideal candidate will have significant experience and a track record of success in sales within the RF/microwave/microelectronics space, or more broadly within defense electronics systems and related verticals in the aerospace and defense industry. The Director will report to the company's President. This is a hands-on position, and the right candidate will be both a doer and a manager of the work involved. Sales and related goals will be measured on a quarterly and annual basis. There will be engineering, program management, and administrative support for this position and the opportunity to hire additional sales personnel as the company grows.
The compensation for this position is competitive and will range according to candidates' skills, qualifications, level of experience, and other market factors. Compensation will include a base salary, performance bonus, and equity incentive plan. It will also include access to the company's top-tier benefits plan which includes healthcare with premium coverage for employees and dependents, PTO, 401(k) with matching, and other benefits.
RESPONSIBILITIES:Grow existing business by increasing revenues, backlog, and sales pipeline. Collaborate closely with current customers and partners to grow our business and increase client presence and penetration with these customers. This includes expanding upon current work, developing sales plans for each target account, leveraging existing partnerships, and maintaining high visibility within customers. Requires an in-depth understanding of both clients' technology and products as well as customer gaps that we can seek to address. The objective for this position is to increase revenues/pipeline for both the product and R&D lines of business within clients – roughly a 70/30 split of product/R&D focus for this effort.Generate and capture sales and new business opportunities. Manage the sales lifecycle including lead generation/follow-up, opportunity development, bid/proposal preparation, funnel building/analysis, and closing deals. A large part of the effort is tracking and following up on existing leads and opportunities that the company has developed. Candidates should thrive and excel at achieving capture wins, pricing strategy, and negotiating contracts.Communicate our unique technology and value proposition to customers and industry partners. Present company to clients and ensure stakeholders can translate our value proposition into sales and new business opportunities that clients can capture.Manage and report sales activities, prospects, and progress to the company's Senior Leadership team. Support development and execution of the company's Operating Plan and budget as lead on Sales activities. Maintain sales-related activities in the CRM system.Collaborate internally with engineering, program management, and finance teams. Inform the team of market opportunities and work with teams to translate customer needs into relevant results that maximize clients' existing products and technology. Ensure proposed contracted product specifications can be executed on time and budget.QUALIFICATIONS AND REQUIREMENTS:10+ years of relevant experience in a comparable sales or business development function, ideally focused on aerospace and defense RF/microelectronics/related systems.Solid understanding of aerospace/defense industry procurement processes, US government and commercial defense contract structures, and bid and proposal strategies and processes.Excellent leadership, analytical, communications, and interpersonal skills.Bachelor's degree in an engineering field, preferably RF or electrical engineering. MBA or Master's degree an advantage, but not required.Ability to travel to meet with customers and partners, represent the company at conferences and industry tradeshows (up to 50%).Must be a U.S. citizen or legal resident.Must have or be able to hold DoD Secret (or higher) security clearance.
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