Senior Defense Sales Executive
As the Senior Defense Sales Executive, you will represent a reputable leader with game-changing technology in Training, Extended Reality and AI solutions, to establish large programs in the Department of Defense. You have a solid DoD sales track record establishing Programs of Record / large cross-platform/cross-domain Enterprise. You will establish technical advancements in training, performance, and readiness to support our nation’s defense. You will be promoting solutions for the warfighter that provide value from day one: our high-quality software authoring platforms and professional services solutions have an established track record in markets that are trailblazing and standardizing Augmented Reality, Virtual Reality, and Artificial Intelligence.
This is a new position that will work collaboratively with and report directly to the President. Candidates must be located on the East Coast, preferably in the Norfolk VA, Washington DC, Dayton OH, or Orlando, FL areas.
Job Description
- Develop and implement an Enterprise Territory Business Plan to drive sales of software products and services to the Department of Defense, and to gain market share with new product launches
- Utilize your specific contacts and areas of experience that will enable you to penetrate these industries or DoD services
- Utilize partners that will enable you to penetrate these industries
- Demonstrate software products and solutions to both technical users and leadership and articulate the technical and business applicability in the DoD/customer ecosystems
- Understand and analyze customer business problems, determine the best software and services that are applicable, articulate the solutions customer’s level of desire in solving those problems
- Generate and develop new leads into prospects and customers, by identifying business needs and articulating how our solutions benefit the end user and enterprise
- Assessing GovWin and Partner opportunities to determine which are winnable, and working with government, partners and points of contact to help shape RFPs to apply to our software ecosystem
- Develop Basis of Estimates (BOEs) and Proposals for complex technology including strategy, win themes, solutions, writing, schedules, staffing, pricing, past performance, resumes, and other proposal actions
- Accurately report sales pipeline, including closure dates, risks, industry opportunities, and areas to develop the product and solutions, to executive leadership
- Design marketing plans materials and sales presentations to prospects, customers and through events (such as webinars) to generate interest and maximize market share of the product portfolio
- Develop and train new partners and manage existing teaming partner base to maximize opportunities within your channel
- Accurately report sales pipeline, including closure dates, risks, industry opportunities, and areas to develop the product and solutions, to executive leadership
- Consistently achieve quota
- Mentor and manage Business Development and Digital Marketing activities as needed
- Document all contacts, activities and opportunity status in CRM (Salesforce, Pip
- Work closely with the President to support his engagement and travel calendar and your own, to ensure the optimal advancement of business development objectives
Requirements
- 8+ years’ experience with the DoD business development or equivalent
- Proven track record of shaping and winning large technology-based DoD Programs of Record / Multi-Year Enterprise Solutions
- Consistent track record of achieving and exceeding quota
- Knowledge of Shipley Capture process, with emphasis on shaping
- Proactive communication and customer facing skills with thorough follow through in all aspects of the sales cycle
- Aptitude to quickly learn, document, and converse about highly technical solutions and new technology
- Experience with lead and pipeline activity in CRM such as Salesforce
- Track record consistently generating leads and new business in new emerging markets
- SaaS & Solution sales / consultative-oriented sales experience in all aspects of the complex software sales cycles with large organizations selling to senior leadership
- Extensive knowledge and experience with RFP, RFI, Task Orders, and other government solicitation documents
- Track record of developing new partners, and ongoing management of channel partner sales
- Disciplined management and report of entire sales pipeline
- Strong communication, negotiation, and interpersonal skills
- Positive, self-motivated team player and creative, out-of-the box thinker
- BA/BS degree or equivalent
- Preferred: prior military experience
Benefits
- Competitive Salary
- No Cap Commission
- Healthcare Insurance (Health, Vision, & Dental)
- PTO/Sick Time
- Life Insurance
- Profit Sharing & 401K
- Growth Opportunity
About Us
AVATAR Partners (www.avatarpartners.com) is a leading North American Extended Reality software provider for Government and Industry with headquarters in Irvine, CA. We specialize in best-in-class immersive reality solutions that Simplify Complex Systems to increase the efficiency, safety, and effectiveness of equipment, systems, and processes.
AVATAR Partners is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
Job Type: Full-time
Pay: $130,000.00 - $150,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Compensation package:
Schedule:
Application Question(s):
- What Enterprise/Program of Record software or technology solutions have you sold? Please provide a description and/or website link(s) if available:
- What is your target base salary range?
- What is the best email and phone number to reach you at?
- How many years of experience do you have in DoD and Government sales?
- With which DoD/Government agencies and industries do you have the strongest direct relationships?
Work Location: Remote