Our client's Electronically Scanning Array (MESA) radar is changing the way people think about high-performance radar. Electronically scanning array radars (often referred to as Phased Array radars) have been the gold standard in high performance radar for 30+ years. Unfortunately, they remain cost prohibitive for a vast majority of potential radar applications – even in the Federal sector. Based on a decade of research, our client brings ESA high-performance radar to markets and applications never thought possible due to Cost, Size, Weight or Power constraints.
They are seeking a Sales Director, SLED-West, to identify and close new business in the State & Local Law Enforcement and Public Safety Sector in the western half of the U.S. They have already developed an excellent reputation in the Federal and Defense Sectors and are now looking to expand their footprint of applications and rapidly grow their SLED agency sales. They are looking for a smart, enthusiastic, self-driven, high-integrity, straight-shooting, top sales performer to join their fast-paced, high performing team.
The ideal candidate will have demonstrated exceptional over quota performance selling hardware into the State & Local Law Enforcement & Public Sector (B2G). Additionally, this candidate will be able to bring with him/her a strong contact network and existing relationships. This candidate will be responsible for accurately forecasting and managing their pipeline to ensure they meet or exceed revenue targets. This is an individual contributor position, and will report to the Vice President, Sales. Collaboration with the Vice President, Business Development on channel activities is also required.
Our client is an equal opportunity employer. They want to build a team with a diverse mix of people whose common denominator is talent. They consider all applicants for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, veteran status or disability. If you have a disability or special need that requires accommodation, please do not hesitate to let them know.
RESPONSIBILITIES
- Identify, develop and qualify profitable new business opportunities and drive deals from start to finish
- Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis
- 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 Company solutions and potential competitors in the federal marketplace
- Identify State-level contract vehicles that will improve customer access to their technology and build mutually beneficial relationships with SLED-focused Resellers and Integrators
- 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 Company 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!
- Drive sales engagement between select system integrators, Company and end users within the SLED market, while steering the teams to mutually beneficial customer successes
- Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
- Up to 50% travel may be required
REQUIRED SKILLS / EXPERIENCE
- Demonstrated leadership ability, confidence, and executive presence
- Must be organized and detail-oriented with excellent follow-up skills
- Good negotiation skills with the ability to influence others, overcome objections, smile and remain resilient everyday
- Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
- Excellent analytical, reasoning, and problem-solving skills
- Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations.
- Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan.
- Excellent forecasting and qualification skills
- Experience in selling physical security solutions and hardware is a plus
QUALIFICATIONS
- 7+ years of experience working with State & Local Law Enforcement, & Public Safety Sector
- Proven track record of capturing new business opportunities and exceeding quota in a sales role
- Extensive experience and key contacts within targeted SLED agencies to include IACP, Major County Sheriffs, HIDTA Program and numerous resellers
- Solid understanding of government procurement processes, contract vehicles, regulations and reseller/partner agreements
- 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)
Our client's technology is export controlled by the U.S. Government and they must evaluate an applicant’s eligibility to handle export-controlled information or obtain required Government authorizations. Therefore, they will ask you as part of the application process to identify whether you are a U.S. Citizen or green card holder, or have asylum/refugee status in the U.S.
LOCATION
Major metropolitan area in the U.S. with a home office arrangement.
TRAVEL
Travel as required, both air and ground; 50%
COMPENSATION
Competitive and commensurate with the successful candidate's experience and salary history. The Company offers a full suite of employee benefits.
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