Job Description: Associate Director/ Director of DHS Sales
goTenna believes that preparedness leads to better outcomes – a multi-layered service goTenna provides straight out of the box with network setup, training, and execution. We are advancing universal access to connectivity by building the world's most intelligent and scalable mobile mesh networks. goTenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices, as well as augmenting traditional communications networks. This technology enables mobile, long-range connectivity even without cellular service, Wi-Fi, or satellite connectivity. goTenna's drive to create resilient connectivity began during Hurricane Sandy in 2012, when approximately a third of cell towers and power stations in affected areas failed. goTenna believes that preparedness leads to better outcomes – a multi-layered service goTenna provides straight out of the box with network setup, training, and execution. Based in Brooklyn, New York, goTenna is a proud partner of the United States military, first responders, and law enforcement, among others, and is backed by investors, including Founders Fund, Union Square Ventures, Comcast Ventures, Collaborative Fund, and Bloomberg Beta.
About the role
The DHS Sales Director will be responsible for developing and executing a sales strategy that encompasses the Department of Homeland Security and its components, with an emphasis of prioritizing opportunities across the homeland security enterprise. You will create demand for goTenna’s products and services through engagement and product awareness of government end users, program offices, and R&D organizations. You will be responsible both for expanding current relationships and developing new organizations.
This role requires travel — you should expect to be on the road 30-50% of the time. This role reports to the Vice President of DHS and Partnerships.
This position may be remote or located in Washington, DC. Being located outside of DC may result in increased travel.
Develop and execute on a strategy to identify the most promising DHS markets that will execute upon the company’s strategic revenue goals
Set and achieve bookings and revenue targets that drive goTenna’s business forward
Draft white papers and proposals to answer government solicitations
Identify customer capability gaps and be able to articulate to a variety of audiences - including end user operators, program managers, procurement officials, and senior government policy makers - how goTenna products will close capability gaps and make the warfighter safer and more effective
Be familiar with all of goTenna’s current and future product lines and service offerings
Build and maintain relationships with relevant customer stakeholders, including operator / field office level, executive level, and program office level
Be trained on goTenna equipment and capable of running demos for customers with little or no assistance
Engage cross-functionally with other goTenna departments to provide feedback on customer requirements, opportunities for improvement, and provide input to improve goTenna’s ability to serve customers
Work with the DHS and partnerships team to establish and foster relationships with goTenna’s key customer accounts within the DHS by exhibiting reliability, a high degree of aptitude, and a positive attitude
Be a team player: no task is too small. If paperwork needs to be done, get it done. If a critical customer deployment requires another set of hands, jump in
5+ years of relevant experience selling into federal law enforcement, DHS, or related segments with a proven track record of hitting and exceeding sales goals.
Familiarity with government procurement methods and procurement vehicles, such as but not limited to First Source II, GSA, SBIR, TACCOM II, etc.
Uniformed, civilian, contractor experience or equivalent working in the federal law enforcement, state law enforcement, or related space
Experience using Salesforce or similar CRM to actively manage a portfolio of many accounts and associated opportunities.
Strong leadership skills, excellent communication (presentation, written, and verbal), and relationship building skills.
Bachelor’s degree or equivalent in a Business, Engineering, Defense, Homeland Security or related field.
Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations.
Understanding of communications equipment & its competitive landscape.
Experience using similar or related tactical communications equipment in the field.
Experience conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements.
Experience leading and submitting proposals to US government customers.
Advanced management or executive training or experience.
An active security clearance or the ability to obtain one.
ITAR: U.S. Citizen or Green Card Required
goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Placement at the appropriate job level (entry, senior, etc.) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.
Able to lift 30 Ibs.
Parental Leave with Pay
Holiday pay (including December recess)
Medical, Dental, Vision and life insurance
Short - and Long- term disability plans
Professional Education Stipend