ClearanceJobs

Compensation

Full Description

ClearanceJobs’ client is hiring a Head of Defense Sales to lead software license sales of a proven data intelligence solution currently utilized by multiple democratic allied governments. This is a full-time remote position offering a salary + benefits package + incentive-based pay. An active DOD or Intel Top Secret Clearance is required. The individual’s responsibilities will include shaping and driving defense industry go-to-market strategies, identifying, pursuing and managing key industry partnerships, building a pipeline of new business opportunities and closing strategic deals. The successful candidate will be a strategic thinker, door opener, and relationship builder with a track record of software sales into the US defense industry, directly &/or through partners. Candidates must be available to attend industry events in the Washington D.C. area, conduct capabilities presentations, and support east coast business hours. Responsibilities: • Understand the agencies’ missions, priorities, and challenges, along with the opportunities they present. • Develop and implement a comprehensive business development strategy • Management and execution of the full business development life cycle across multiple simultaneous pursuits • Coordinate meetings with customers, competitors, clients and teammates to develop market insight on requirements, acquisition timing, and competitive intelligence • Develop and nurture relationships with key decision-makers and influencers within the Department of Defense, including senior executives, program managers, and contracting officers. • Negotiate and close contracts and agreements that align with both the company’s and the DOD’s expectations and requirements. • Coordinate with internal teams and external partners to ensure successful delivery and implementation of the company’s products and services to the DOD. • Manage a pipeline of active and potential opportunities, providing accurate forecasts and progress reports. • Identify and assess potential new markets that align with the company’s growth strategy. Required: • 7+ years of experience working with the Department of Defense, coupled with a strong network of contacts and established relationships. o Proven experience winning contracts with at least two of the following: DOD, Army, Navy, USMC, SOCOM, Intelligence Community • Expert understanding of DoD acquisition lifecycle, customers' buying trends, budgets, and requirements. • Proven experience in channel sales, building sales pipeline, GTM strategies and forming partnerships in the US defense and Federal sectors. • Experience with horizontal software sales, with a deep understanding of the data and analytics space • Ability to understand and articulate complex solutions and customer value, translating powerful technology into mission benefits • A conceptual, solution-oriented mindset to understand customers’ and partners’ needs and address them with product offerings • Ability to work independently and carry a quota, with the potential to grow and manage a team • High energy and winning attitude • Team player with experience in multi-cultural environments and time-zone flexibility • Active DOD or Intel Top Secret Clearance Desired: • Active involvement with industry associations (e.g. AFCEA, ACT-IAC, etc.) • Capture and proposal training such as Shipley, etc. • Proposal leadership experience • Understanding technical skills of Modern Software Development, Cybersecurity, Zero Trust Architecture, Big Data, AI/ML and/or Advanced Analytics Disclaimer: The preceding job description has been designed to indicate the general nature and level of work to be performed by employees. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Pay: The base salary and full fringe benefits is just one component of the total compensation package for this position. This position is an incentive-oriented position; there will be additional incentive-based compensation in accordance with the successful candidate's work performance. Base salary will be determined based on various factors such as relevant skills, experience and certifications.