Job Description: Department of Justice Business Development Manager
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 Department of Justice business development manager will be responsible for creating and executing a sales strategy that prioritizes one or more of the operational agencies (FBI, DEA, ATF and/or US Marshals) while simultaneously driving brand awareness and pulsing opportunities with the other agencies. In this role, you'll be responsible for developing and managing the relationship between the goTenna and potential customers and partners by establishing and cultivating relationships with key individuals, understanding the agency’s communications challenges and top priorities, and being able to articulate how goTenna’s capabilities can address those issues. The emphasis in this role should be on enterprise sales although developing relationships throughout the organization for a mutually beneficial partnership is critical for success.
You will leverage the suite of goTenna products, services, and roadmap to drive engagement and product awareness with government end users, headquarters elements, and key stakeholders. You will build on goTenna’s success with DHS and federal law enforcement to engage end users and executives to create new product opportunities while also being a thought leader and engaging customers on the development vision and company’s future direction. Selling current capabilities, identifying new development opportunities, and an account management mindset are essential skills for success in this role.
This position requires travel to field locations — you should expect to be on the road 30-50% of the time. This role reports to the Vice President of Federal Civilian Sales. This position is located in the Washington, DC metro area.
Develop and execute on a strategy to identify the most promising DoJ agencies that will align with the company’s strategic revenue goals
Articulate the DoJ organization, structure, dependencies, and how to navigate them for success. Determine near term sales targets while also planning for long term strategic engagement and relationship management to achieve institutional adoption of goTenna capabilities within DoJ entities
Identify opportunities for business expansion and develop and manage relationships in DoJ markets and accounts that further sales and business development activity.
Lead and coordinate efforts to draft white papers and proposals to answer government solicitations with support from the technical teams and broader company
Identify customer capability gaps and be able to articulate to a variety of audiences - including end user agents, program managers, procurement officials, and senior government policy makers - on how goTenna products and services will close capability gaps and make federal law enforcement officers safer and more effective
Understand all of goTenna’s current and future product lines and service offerings and be able to address their value to the customer. Be trained on goTenna equipment and capable of running demos for customers with little or no assistance
Build and maintain relationships with relevant customer stakeholders, including agents / field office level, executive level, and program office level
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
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
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