Peskind Executive Search
Our client is a 7-year old company of approximately 120 people that makes revolutionary compact solid-state beam-steering radar sensors for a range of existing and new applications for commercial, defense, and government customers. Our high-performance radars combine patented MESA technology and powerful, intelligent software to achieve maximum radar performance at commercial price points. Our client offers its radars to the Autonomous Vehicle (AV), Perimeter and Border Security, Security Integrator, Airspace Management, UAS Service Suppliers (USS), and commercial Unmanned Aircraft Systems (UAS) industries.
INNOVATE. DISRUPT. ENABLE. Our client’s Metamaterials Electronically Scanning Array (MESA) radar is changing the way people think about high-performance radar. Electronically scanning array radars (often referred to as Phased Array radars) have been the gold standard in high performance radar for 30+ years. Unfortunately, they remain cost prohibitive for a vast majority of potential radar applications – even in the Federal sector. Based on a decade of research, Our client brings ESA high-performance radar to markets and applications never thought possible due to Cost, Size, Weight or Power constraints.
Our client is seeking a Sales Director, DoD - Army, to identify and close new business in the Defense Sector. We have already developed an excellent reputation in this area and are now looking to expand our footprint of applications and rapidly grow our Defense agency and system integrator sales. We are looking for a smart, enthusiastic, self-driven, high-integrity, straight-shooting, top sales performer to join our fast-paced, high performing team.
The ideal candidate will have demonstrated exceptional over quota performance selling hardware into the US Defense Industry (B2B) and US Government & Public Sector (B2G). Additionally, this candidate will be able to bring with him/her a strong contact network and existing relationships. This candidate will be responsible for accurately forecasting and managing their pipeline to ensure they meet or exceed revenue targets. This is an individual contributor position, and will report to the Vice President, Sales. Collaboration with the Vice President, Business Development on channel activities is also required.
Our client is an equal opportunity employer. We want to build a team with a diverse mix of people whose common denominator is talent. We consider all applicants for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, veteran status or disability. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
RESPONSIBILITIES:
Identify, develop and qualify profitable new business opportunities and drive deals from start to finish
Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis
Develop the overall capture strategy, internal and external partnerships and marketing support needed
Orchestrate solution implementation at 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 Our client 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 Our client at conferences and test sites
Manage customer relationships beyond the close to ensure expansion and renewal 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!
Drive sales engagement between select system integrators, Our client and end users within the defense market, while steering the teams to mutually beneficial customer successes
Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
Up to 40-50% travel may be required
REQUIRED SKILLS / EXPERIENCE:
Demonstrated leadership ability, confidence, and executive presence
Must be organized and detail-oriented with excellent follow-up skills
Good negotiation skills with the ability to influence others, overcome objections, smile and remain resilient everyday
Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
Excellent analytical, reasoning, and problem-solving skills
Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations.
Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan.
Excellent forecasting and qualification skills
Experience in selling physical security solutions and hardware is a plus
QUALIFICATIONS:
10+ years of experience working with/in US Government, Defense Industry, & Public Sector
Proven track record of capturing new business opportunities and exceeding quota in a sales role
Extensive experience and key contacts within targeted defense agencies to include US Army, PSEAG and Force Protection programs, as well as numerous systems integrators
Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements
Experienced in holding meetings/presentations at executive levels
Demonstrated success selling into large, cross functional programs
Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures
Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus)
Our client’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:
Incentive stock options
Excellent health benefits
Company paid disability and life insurance
Flexible time off – Generous paid time off and paid office closure days and sick leave
Lots of healthy snack options
Locker rooms/showers
Fun company events
Our client is an equal opportunity employer committed to a diverse workforce.
LOCATION: Washington, DC Metro Area with a home office arrangement.
TRAVEL: Travel as required, both air and ground; 40-50%
COMPENSATION: Competitive and commensurate with the successful candidate's experience and salary history. The Company offers a full suite of employee benefits.
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INNOVATE. DISRUPT. ENABLE. Our client’s Metamaterials Electronically Scanning Array (MESA) radar is changing the way people think about high-performance radar. Electronically scanning array radars (often referred to as Phased Array radars) have been the gold standard in high performance radar for 30+ years. Unfortunately, they remain cost prohibitive for a vast majority of potential radar applications – even in the Federal sector. Based on a decade of research, Our client brings ESA high-performance radar to markets and applications never thought possible due to Cost, Size, Weight or Power constraints.
Our client is seeking a Sales Director, DoD - Army, to identify and close new business in the Defense Sector. We have already developed an excellent reputation in this area and are now looking to expand our footprint of applications and rapidly grow our Defense agency and system integrator sales. We are looking for a smart, enthusiastic, self-driven, high-integrity, straight-shooting, top sales performer to join our fast-paced, high performing team.
The ideal candidate will have demonstrated exceptional over quota performance selling hardware into the US Defense Industry (B2B) and US Government & Public Sector (B2G). Additionally, this candidate will be able to bring with him/her a strong contact network and existing relationships. This candidate will be responsible for accurately forecasting and managing their pipeline to ensure they meet or exceed revenue targets. This is an individual contributor position, and will report to the Vice President, Sales. Collaboration with the Vice President, Business Development on channel activities is also required.
Our client is an equal opportunity employer. We want to build a team with a diverse mix of people whose common denominator is talent. We consider all applicants for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, veteran status or disability. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
RESPONSIBILITIES:
Identify, develop and qualify profitable new business opportunities and drive deals from start to finish
Build and maintain an opportunity pipeline and provide accurate sales forecasts on a weekly basis
Develop the overall capture strategy, internal and external partnerships and marketing support needed
Orchestrate solution implementation at 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 Our client 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 Our client at conferences and test sites
Manage customer relationships beyond the close to ensure expansion and renewal 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!
Drive sales engagement between select system integrators, Our client and end users within the defense market, while steering the teams to mutually beneficial customer successes
Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners
Up to 40-50% travel may be required
REQUIRED SKILLS / EXPERIENCE:
Demonstrated leadership ability, confidence, and executive presence
Must be organized and detail-oriented with excellent follow-up skills
Good negotiation skills with the ability to influence others, overcome objections, smile and remain resilient everyday
Good technical foundation to dig in and understand the technology and to effectively communicate the product value proposition and answer questions about it
Excellent analytical, reasoning, and problem-solving skills
Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations.
Ability to develop a strategic sales territory plan in conjunction with the overall corporate strategic plan.
Excellent forecasting and qualification skills
Experience in selling physical security solutions and hardware is a plus
QUALIFICATIONS:
10+ years of experience working with/in US Government, Defense Industry, & Public Sector
Proven track record of capturing new business opportunities and exceeding quota in a sales role
Extensive experience and key contacts within targeted defense agencies to include US Army, PSEAG and Force Protection programs, as well as numerous systems integrators
Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements
Experienced in holding meetings/presentations at executive levels
Demonstrated success selling into large, cross functional programs
Ability to multi-task, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures
Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus)
Our client’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:
Incentive stock options
Excellent health benefits
Company paid disability and life insurance
Flexible time off – Generous paid time off and paid office closure days and sick leave
Lots of healthy snack options
Locker rooms/showers
Fun company events
Our client is an equal opportunity employer committed to a diverse workforce.
LOCATION: Washington, DC Metro Area with a home office arrangement.
TRAVEL: Travel as required, both air and ground; 40-50%
COMPENSATION: Competitive and commensurate with the successful candidate's experience and salary history. The Company offers a full suite of employee benefits.
#J-18808-Ljbffr