Job Description: Director / Senior Director for SOCOM and Defense 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 Director for SOCOM Business Development will be responsible for developing and executing a sales strategy that encompasses the Command and Special Forces elements of the Department of Defense. 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 in order to drive sales and strategic opportunities. A successful candidate will have a proven record of combining end user and headquarters support to lead to rapid procurement and adoption of goTenna capabilities. This position manages multiple sales representatives and is responsible for optimizing the territories those positions cover. 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 Defense. This position is located in Tampa, FL or Fayetteville, NC and is considered remote.
Develop and execute on a strategy to identify the most promising SOCOM and SOF markets that will meet the company’s revenue and strategic goals
Articulate the SOCOM organization, structure, PEOs, dependencies, and how to navigate them for success
Determine near term sales targets while also planning for long term strategic engagement relationship management
Must have familiarity with DoD budgeting, acquisition, and procurement processes
Manage and direct a small, geographically dispersed team of SOF sales reps in alliance with the account strategy and company goals
Create opportunities for sales and execute the steps necessary to close business
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, uniformed command staff, civilian program managers, procurement officials, and senior government policy makers, on how goTenna products and services will close those gaps and make the warfighter safer and more effective
Thoroughly understand all of goTenna’s current and future product lines and service offerings and how they can be used to demonstrate thought leadership and generate interest from SOCOM
Build and maintain relationships with relevant customer stakeholders, including unit-level, command level, and program office level
Be trained on goTenna equipment and capable of running demos for customers with little or no assistance
Be a subject matter expert and significant contributor to company-level strategic conversations and strategies that pertain to SOCOM and SOF
Collaborate 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
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
7+ years of relevant experience selling technology to command staff/senior civilian levels within the Department of Defense at the Program of Record level
3+ years managing a sales, sales operations team, customer delivery team, or equivalent
Strong familiarity with government procurement methods and procurement vehicles, such as, but not limited to, DLA, TLS, SBIR, etc.
Uniformed, civilian, contractor experience or equivalent working in the USSOCOM space
Knowledge of USSOCOM C4I programs of record, government acquisitions process, and current communications capability
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, or related field.
Must be able to travel internationally
Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations.
Past experience establishing a new program of record either from the public or private sector perspective
Understanding of communications equipment & its competitive landscape.
Experience using similar or related military communications equipment in the field.
Practical understanding of use cases, product development, technology transitioning, and system integration into foreign military applications.
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
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.
ITAR: U.S. Citizen or Green Card Required
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