Director, Federal Sales and Business Development
Company in the developement sector. Identify, develop and qualify profitable new business opportunities and drive deals from start to finish. Develop the overall capture strategy, internal and external partnerships and marketing support needed. Orchestrate solution implementation at customer site as needed to maintain high satisfaction levels Conduct high level conversations with senior executives within prospective accounts Establish, develop and maintain relationships with key decision makers. Lead the development of customer profiles, including customer needs, issues, hopes, and biases Lead and coordinate competitive assessments, determining the strengths and weaknesses of Echodyne solutions and potential competitors in the federal marketplace. Build mutually-beneficial relationships with federal-focused Integrators and Resellers. Consistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing so Conduct on-site demonstrations of the product and represent Echodyne at conferences and test sites Manage customer relationships beyond the close to ensure expansion and renewal business. Keep track of closed deals and win-loss performance and share your insights and challenges so the team can move faster, improve, and sell more! Up to 30-50% travel may be required. 10+ years of experience working with/in US Government, Defense Industry, & Public Sector. Proven track record of capturing new business opportunities and exceeding quota in a sales role Good understanding and personal connections in USG (preferably DOD, DHS, DOE, DOJ, DOS, and DOT) Significant experience with Federal contracting practices, including experience in all contract types, non-IDIQ and IDIQ single or multiple award contracts. Experienced in holding meetings/presentations at executive levels. Demonstrated success selling into large, cross functional programs. Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures. Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus) Desired: Active Secret or above Clearance.