iDirectGov's hubs, satellite routers and network management software address the growing complexity of deploying and managing global IP networks. iDirect Government’s specialized technology includes transmission security (TRANSEC), Communication Signal Interference Removal (CSIR™) anti-jam technology and Open Antenna Modem Interface Protocol (OpenAMIP). We bring innovation, integration and intelligence to satellite-based IP communications that government and military organizations trust. By providing quality certifications with the most bandwidth-efficient, scalable and highly secure platform, we have rapidly become the technology provider of choice for military and government-driven mission-critical applications.
The iDirect Government Sales Executive is responsible for sales of Broadband Satellite Communications solutions throughout the United States Government arena. The individual will be responsible for calling on executive level management from both new and existing customers. Specific duties include new account development as well as consultative selling of iDirect solutions within current iDG customers. Must be effective at helping customer’s understand how iDirect Government’s broadband satellite solutions will enhance their current communications architecture. Will work on an integrated sales and technical support account team.
Reporting to the VP of Sales and Strategy the iDirect Government Senior Director Business Development is responsible developing overall capture strategy in conjunction with the designated customer vertical sales lead, ensuring capture plans are updated and executed according to the plan, and briefing executive management of the status of each plan within the United States Government arena. The individual will be responsible for identifying current, and future government programs where iDirect Government technologies can benefit the end customer. Additionally, this individual will be responsible for identifying new adjacent vertical programs iDirect technology can provide a benefit to the end customer. Must be effective at building consensus as this individual will own captures but the sales team owns the customer verticals. Will work on an integrated sales and technical support account team.
Essential Duties and Responsibilities include the following: (Other duties may be assigned)
* Research government budget and associated documents, with a focus on the Department of Defense, to identify new opportunities for the company.
* Attend government industry days to identify new opportunities.
* Have an advanced understanding of the government budgeting process.
* Have an advanced understanding of the government requirements process.
* Must be comfortable presenting to senior government leadership.
* Must be comfortable mentoring sales team members on the capture process.
* Be able to identify new government technical requirements and feed the requirement and reasoning through the product management process.
* Performs market driven analysis, develops business plans and business requirements, and determines product scope and direction as it relates to customer’s needs.
* Delivers sales presentations to key clients. Assists in product demonstrations. Assists sales team with maintaining relationships and negotiating and closing deals. Maintains high levels of customer satisfaction.
* Manages deliverables and schedule to include requirements definition, requirements review and approval, requirements validation, and requirements delivery.
* Reviews analyses of activities, costs, operations, and forecast data to determine division’s progress toward stated sales goals and objectives. Participates in establishment of pricing strategies, including pricing fee structure.
* Works with Presales Engineer to analyze customer’s needs and assists in defining product scope and direction.
* Confers with supervisor and other sales personnel to review achievements and discuss required changes in sales goals or objectives resulting from status and conditions.
Education and/or Experience:
* 9 Years of experience with military programs, combined military and commercial experience..
* Past experience leading captures with the DoD within the satellite ground segment industry.
* Past experience in large and regionally diversified sales and support organizations
* Experience working independently as well as collaborating with team mates to ensure overall team success in meeting goals.
* Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
* Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
* Computer Skills to perform this job successfully, an individual should have knowledge of Internet software; Sales Order processing systems and Word Processing software
* Excellent verbal and written communication skills and strong presentation skills.
* Proven track record of developing new accounts, and strategic account management skills.
* Prior experience creating and presenting complex solutions to the executive level.
* Effective pipeline management skills.
* Individual will be: Self-motivated, competitive, organized, strong business background, with the ability to travel 50% of the time.
Clearance: Active DoD TS clearance
iDirect Government is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, disability, sexual orientation, gender identity, or protected veteran status.