Regional Sales Manager

Summary

Join Echodyne, a leader in compact solid-state true beam-steering radar technology, as a Regional Sales Manager focused on Federal sales. This role demands identifying and developing new business opportunities within the US Federal Civilian agencies, driving deals to completion, and exceeding revenue targets. You will build and maintain strong relationships with key decision-makers, lead competitive assessments, and represent Echodyne at conferences and test sites. Success requires a proven track record of capturing net-new business, exceptional selling skills within the Federal government, and strong technical acumen. This remote position offers a competitive base salary, commission, and a comprehensive benefits package.

Requirements

• Exceptional performance selling into US Federal Civilian agencies
• 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%
• 5 years (minimum) of full-cycle, complex field sales
• 2 years of experience selling into the US federal government

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

Preferred Qualifications

• 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
• Solid understanding of government procurement processes, FARS, DFARS, federal contracting and contract vehicles, regulations and teaming agreements

Benefits

• The pay range for this position is a base salary of $130,000 - $150,000 per year plus commission
• 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
• Remote