Echodyne Corp
Regional Sales Manager - DoD
Echodyne Corp, Kirkland, Washington, United States, 98034
Echodyne
Radar Reinvented.
> Echodyne offers the worlds first compact solid-state true beam-steering radar for a wide range of industries and applications. Our high-performance radars work in all weather and are designed for autonomous vehicles, uncrewed aircraft & drones, and security of borders, critical infrastructure, and smart cities. The company combines the patented technology of metamaterials with powerful software to create a radar sensor with unprecedented performance at commercial price points. Echodyne offers its radars to companies working in Automotive, Transportation, Critical Infrastructure Protection, Border Security, Smart Cities, Uncrewed Aircraft Systems (UAS), and Airspace Management including Urban Air Mobility (UTM).
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 finishBuild and maintain an opportunity pipeline and provide weekly sales forecastsDevelop the overall capture strategyIdentify internal and external support needed and cultivate strategic partnershipsOrchestrate solution implementation at the customer site as needed to maintain high satisfaction levelsConduct high-level conversations with senior executives within prospective accountsEstablish, develop and maintain relationships with key decision-makersLead the development of customer profiles, including customer needs, issues, hopes, and biasesLead and coordinate competitive assessments, determining the strengths and weaknesses of Echodyne solutions and potential competitors in the defense marketplaceBuild mutually-beneficial relationships with defense-focused Integrators and ResellersConsistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing soConduct on-site demonstrations of the product and represent Echodyne at conferences and test sitesManage customer relationships beyond the close to ensure expansion and renewal of businessKeep 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 IndustryProven track record of capturing net-new business and exceeding quotaOrganized and detail-oriented with excellent follow-up skillsDemonstrated technical acumen and the ability to articulate technical conceptsAbility to develop a sales territory plan that aligns with the overall corporate strategic planExcellent forecasting and qualification skillsExperienced in owning meetings/presentations at executive levelsDemonstrated success selling into large, cross-functional programsAbility 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 hardwareExperience selling to and through value added partners/integratorsSolid 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
Radar Reinvented.
> Echodyne offers the worlds first compact solid-state true beam-steering radar for a wide range of industries and applications. Our high-performance radars work in all weather and are designed for autonomous vehicles, uncrewed aircraft & drones, and security of borders, critical infrastructure, and smart cities. The company combines the patented technology of metamaterials with powerful software to create a radar sensor with unprecedented performance at commercial price points. Echodyne offers its radars to companies working in Automotive, Transportation, Critical Infrastructure Protection, Border Security, Smart Cities, Uncrewed Aircraft Systems (UAS), and Airspace Management including Urban Air Mobility (UTM).
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 finishBuild and maintain an opportunity pipeline and provide weekly sales forecastsDevelop the overall capture strategyIdentify internal and external support needed and cultivate strategic partnershipsOrchestrate solution implementation at the customer site as needed to maintain high satisfaction levelsConduct high-level conversations with senior executives within prospective accountsEstablish, develop and maintain relationships with key decision-makersLead the development of customer profiles, including customer needs, issues, hopes, and biasesLead and coordinate competitive assessments, determining the strengths and weaknesses of Echodyne solutions and potential competitors in the defense marketplaceBuild mutually-beneficial relationships with defense-focused Integrators and ResellersConsistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing soConduct on-site demonstrations of the product and represent Echodyne at conferences and test sitesManage customer relationships beyond the close to ensure expansion and renewal of businessKeep 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 IndustryProven track record of capturing net-new business and exceeding quotaOrganized and detail-oriented with excellent follow-up skillsDemonstrated technical acumen and the ability to articulate technical conceptsAbility to develop a sales territory plan that aligns with the overall corporate strategic planExcellent forecasting and qualification skillsExperienced in owning meetings/presentations at executive levelsDemonstrated success selling into large, cross-functional programsAbility 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 hardwareExperience selling to and through value added partners/integratorsSolid 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