Vice President - Sales and Business Development

Summary

Join JMA Wireless, a rapidly growing technology company, and shape the future of 5G. As the Vice President of Business Development, Federal Markets, you will be responsible for positioning JMA solutions and services within the US Federal government. This role involves engaging with multiple internal organizations and stakeholders to drive outcomes and execute Go-to-Market plans. You will navigate new opportunities, forge executive-level relationships, and collaborate with internal teams. This is a key leadership position offering the chance to establish JMA Wireless as a thought leader in the Federal market. The position requires a strong understanding of the Federal sales cycle and experience selling into the federal market, particularly within the US Army. JMA offers comprehensive benefits, including health and wellness coverage, monetary rewards for health goals, and various personal protection benefits.

Requirements

• Bachelor's degree in business or related technology field
• Minimum of 10 years related experience selling into federal market (strong preference on US Army)
• Experience selling 5G, telecommunications equipment, networking or IT related products to federal customers

Responsibilities

• Executes a sales strategy and Go to Market (GTM) for sales to the US Government Department of Defense
• Coordination with the JMA Federal team for identification and closure of key opportunities
• Take care of the overall sales cycle for opportunities, this is: identifies underlying opportunity, qualifies opportunity, gather internal approvals ‘Go-Decision’, Supports proposal synthesis process, proposal quality assurance, deliver proposal to customer, follow-up on proposal decision win/loss analysis
• Orchestrates all pre-sales and post-sales efforts around Federal sales. This includes, but is not limited to, defining and writing account plans, defining tactical roles and responsibilities to entire sales support teams, aligning and coordination of pre-sales activities, coordinate projects implementation tasks along with assigned PM, monitoring and following-up support organization activities for high severity and critical open cases and escalations, defining right moment for engagement of Ribbon executives in customer topics
• Keep forecasts and key Account Plans updated and relevant to current opportunities
• Identify, develop and close JMA sales opportunities with JMA partners and channels
• Engage senior levels and operational levels into the assigned account targets
• Work with JMA Leadership, key partners and consortiums to guide the US Federal budget process to include US Federal 5G programs and projects
• Identify and drive key strategic and technical partnerships in conjunction with the JMA Channel and Partner VP and other JMA Federal personnel
• Engage US Federal government agencies directly through meetings and Industry Day participations among other methods
• Work closely with JMA Federal VP of Partners and Channels to identify and engage partners as needed or warranted that provide strategic involvement with relevant opportunities
• Work closely with JMA Federal Solutions VP to develop solutions oriented approach to customer account strategy that favor JMA private 5G wireless strengths and also highlight competitors weakness
• Drive meeting agendas with customers and partners, including presentation strategy and preparation
• Assist in RFI/RFP/RFX or other solicitation methods by determining response requirements and key messaging, including
• Establish sales funnel with at least 5 active leads
• Assist JMA Legal and JMA Federal Channel executive to execute strategic alliance agreements, NDA’s, partner contracts and Statements of Work with qualified Federal Systems Integrators and other relevant partners as needed
• Keep sales forecasts and key Account Plans updated and relevant
• Maintain engagement with existing and new JMA customers, work closely with assigned JMA Program Management and support services to ensure
• Identify, attend, and where applicable develop leadership roles in key US Federal organizations, memberships and consortiums where increased Federal customer engagement is possible, such as AFCEA, Potomac Officers Club and others

Preferred Qualifications

• US Secret Clearance is optional, but desired
• Strong preference for candidate to be based remotely in the Washington DC Metro area

Benefits

• Comprehensive health and wellness coverage
• Monetary rewards towards health goals
• Numerous company-provided personal protection benefits at no additional cost to you