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Director of Sales

Active Posted on 27 Jan 2021

Experience:

10+ yrs

Domain:

Sales

Type:

Full time

Job Location:

Leesburg VA

Scope of responsibilities:
  
The Director of Sales is a subject matter expert in the delivery of global solutions for customers, to include satellite communications, managed services, field support services, and end-to-end solutions.  
 
The Director of Sales will manage a portfolio of client accounts, to include both contracts directly with the US Government and indirect partners and customers supporting US Government end-users. The Director of Sales focuses on ensuring the mission success of US Government end-users while meeting/exceeding SimbaCom revenue and new business targets.  He/she is responsible for planning and executing a full range of sales and development tasks, with the ultimate goal of successfully executing sales and winning new business.  This includes working directly with US Government end-users and market channel partners to understand their current/future mission satellite requirements; developing and delivering customer solutions employing satellite communications, managed services, field support services, and end-to-end solutions; identifying customer requirements in support of new service and product offerings; managing and growing a pipeline of business opportunities; planning and executing strategic business capture plans; writing competitive proposals; and supporting the establishment/stand-up of new contracts and programs. 
 
 The Director of Sales should possess a solid background in the commercial satellite communications industry, U.S. Government operations and mission applications, U.S. Government employment of satellite communications capabilities, and U.S. Government acquisition and procurement processes. The Director of Sales must have the strong desire and ability to identify, analyze, segment, target and win business opportunities.  The Director of Sales expected to acquire new business to maximize profitable contract revenue over time and manage existing accounts to broaden and deepen the company’s business base.  Duties will include all phases of development - identification, qualification, proposal management, proposal writing, and sales closure. 
 
Experience/Qualifications
 
Subject matter expertise in the delivery of global solutions for customers, to include satellite communications, managed services, field support services, and end-to-end solutions. 
 
A Master’s Degree in Business Administration, Management, Engineering, National Security Policy, Military Arts & Sciences, or a related field is desired.  Highly qualified candidates with a bachelor’s degree in these areas and 10+ years of relevant work experience will be considered.
 
U.S. military, U.S. Government civil service, or commercial satellite communications industry experience working with the U.S. Government.
 
Extensive knowledge of the technology needs, market trends, and procurement practices of U.S. military and civilian agencies.
 
Previous experience supporting U.S. Government commercial satellite communications requirements is desirable.
 
Proven ability to work with U.S. military and civilian agencies to identify their requirements, develop and shape applicable satellite communications, managed services, field support services, end-to-end solutions, and deliver relevant programs, services, and product offerings.
 
Outstanding written, verbal communication and presentation skills.
 
Strong analytical, problem solving and negotiation skills.
 
Effective, enthusiastic team player with a demonstrated ability to partner across boundaries of function, rank, and other differences.
 
Strong cross-functional team leadership skills.
 
Ability to travel 25% to 75% of the time.
 
Current Secret Clearance or ability to obtain.
 
Essential Job Functions:
 
Executes sales and wins new business.
 
Provides subject matter expertise to US Government end-users and market channels externally, as well as to stakeholders internally in the delivery of global solutions for customers, to include satellite communications, managed services, field support services, and end-to-end solutions.
 
Understands the Shipley sales process -- identifies, analyzes, segments, targets, and wins business opportunities for satellite services.
 
Manages and grows a pipeline of business opportunities.
 
Develops and manages a portfolio of client accounts, to include both contracts directly with the US Government and indirect partners and customers supporting US Government end-users.
 
Ability to create/successfully execute account plans for customers, including identifying current/future customer requirements for satellite communications, managed services, field support services, and end-to-end solutions.
 
Meets with US Government end-users and market channel partners to understand their current/future mission satellite requirements.  Conducts presentations, demonstrations, and site visits to inform client of SimbaCom value proposition.
 
Ability to work with both industry partners and U.S. Government end-users to identify requirements; then develop, shape, and sell applicable satellite communications, managed services, field support services, and end-to-end solutions.
 
Establishes/maintains effective client relationships, enabling SimbaCom to anticipate/resolve potential problems and deliver solutions for customer challenges and satellite solutions.
 
Gathers/disseminates business intelligence to provide identification of new business opportunities.  Ability to provide information/insights regarding near-term, mid-range and long-term opportunities by utilizing a variety of research tools to monitor new business opportunities, notices of procurement actions, contract awards and Requests for Proposals, etc.
 
Identifies opportunities, understands requirements, and develops winning responses to RFIs, RFPs, and RFQs.
 
Develops and delivers customer solutions employing satellite communications, managed services, field support services, and end-to-end solutions.
 
Understanding of the telecom and satellite business environment including knowledge of revenue and cost drivers, network infrastructures, government customer applications and competitive dynamics.
 
Knowledge of competing satellite organizations, their contracts, and capabilities as well as value added services such as teleport, terrestrial, and MPLS infrastructure.
 
Monitors industry and technology developments, and continuously builds subject matter expertise in the delivery of global solutions for customers, to include satellite systems, managed services, and end-to-end solutions.
 
Develops account plans for strategic programs consistent with SimbaCom business goals. 
 
Provides effective account management oversight to assigned US Government customers and market channel partners.
 
Leads proposal efforts and write winning technical proposals in response to Government procurements.
 
Develops win strategies for specific business opportunities and assembles winning teams that complement SimbaCom capabilities and share similar business philosophies.
 
Manages subcontractors, consultants, and other team members during the capture/proposal effort.
 
Identifies customer requirements and supports the development of future service and product offerings.
 
Manages a pipeline of business opportunities.
 
Manages subcontractors, consultants, and other team members during the capture/proposal effort.
 
Supports the establishment/stand-up of new contracts and programs.
 
  
 
SimbaCom is committed to hiring and retaining a diverse workforce. We are an Equal Opportunity/Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, protected veteran status, disability, or any other basis protected by local, state, or federal law. In conformity with U.S. Government technology export regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR), and/or other applicable U.S. law, regulation or other requirements imposed by the U.S. Government, certain positions may require U.S. Citizenship, status as a lawful permanent resident of the U.S. or a “protected individual” as defined by 8 U.S.C. 1324b(a)(3), or eligibility to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.