Regional Sales Manager, US Government

Echodyne is seeking a Regional Sales Manager with federal sales experience to join our fast-growing team. 

If you want to make an impact, develop a territory, and are a challenger, we want to hear from you!  

RESPONSIBILITIES

• Identify, develop and qualify new business opportunities and drive deals from start to finish 
• Build and maintain an opportunity pipeline and provide weekly sales forecasts  
• Develop the overall capture strategy  
• Identify internal and external support needed and cultivate strategic partnerships 
• Orchestrate solution implementation at the 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 Echodyne solutions and potential competitors in the defense marketplace 
• Build mutually-beneficial relationships with defense-focused Integrators and Resellers 
• 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 Echodyne at conferences and test sites 
• Manage customer relationships beyond the close to ensure expansion and renewal of 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! 
• Other related tasks required to fulfill the needs of the business

REQUIRED SKILLS / EXPERIENCE

• Exceptional performance selling into the US Defense Industry (B2B) or US Government & Public Sector (B2G) 
• Experience integrating products with Video Management Systems (VMS) market share leaders
• Proven track record of capturing net-new business and exceeding quota 
• Organized and detail-oriented with excellent follow-up skills 
• Demonstrated technical acumen and the ability to articulate technical concepts 
• Ability to develop a sales territory plan that aligns with the overall corporate strategic plan  
• Excellent forecasting and qualification skills 
• Experienced in owning meetings/presentations at executive levels 
• Demonstrated success selling into large, cross-functional programs 
• Ability to travel up to 50% 

DESIRED SKILLS / EXPERIENCE 
(Looking for one or more as a complement to the core skills) 

• Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus) 
• Experience selling physical security solutions and hardware 
• Experience selling to and through value added partners/integrators 
• Experience selling into the US Government 
• Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements 

QUALIFICATIONS

• 5 years (minimum) of full-cycle, complex field sales 
• 2 years of experience selling into the Department of Defense. 

Echodyne’s technology is export controlled by the U.S. Government and we must evaluate an applicant’s eligibility to handle export-controlled information or obtain required Government authorizations.  Therefore, we 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. 

WHAT WE OFFER

The pay range for this position is a base salary of $130,000 - $160,000 per year plus commission.

Our comprehensive benefits package currently includes:

• Incentive stock options
• Excellent medical, dental and vision coverage benefits for employee and family members
• Unlimited vacation, 12 paid sick days, and 9 paid holidays
• Company paid disability, life insurance, employee assistance program and travel insurance
• 401k Plan

LOCATION:  Remote
TRAVEL:  Travel as required, both air and ground; 40-50%