Regional Sales Manager, DoD

Radar Reinvented. Echodyne offers the world’s 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 DoD 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 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!  REQUIRED SKILLS / EXPERIENCE Exceptional performance selling into the US Defense Industry (B2B)  Experience integrating products with Video Management Systems (VMS) market share leaders 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%  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 hardware  Experience selling to and through value added partners/integrators  Experience selling into defense agencies including USSOCOM, Navy, USMC, Etc.   Solid 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  2 years of experience selling into the Department of Defense.  Echodyne’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 The pay range for this position is a base salary of $130,000 - $150,000 per year plus commission on a 50/50 pay split . Our comprehensive benefits package currently includes: · 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 LOCATION:   Remote TRAVEL:   Travel as required, both air and ground; 40-50%   Echodyne is an equal opportunity employer committed to a diverse workforce.