We are currently looking for a Director of Sales, Navy Accounts to join our dynamic Sales organization located in Rockville, Maryland. In this role, you will serve as the Sales Account leader to lead efforts to expand account penetration into the Department of Navy for 3eTI products and services. Develop strategic account plan which defines sales strategy to position 3eTI to meet revenue objectives year over year. Direct efforts to identify new business, conduct competitive analyses, develop "win" strategies and prepare capture plans. Develop, prepare, publish, and deliver customer proposals. Maintain and generate new contacts within the US Navy and associated system integrators to build a pipeline for sales.
ESSENTIAL JOB FUNCTIONS:
- Develops an Account Plan based on the knowledge of the individual agencies.
- Drives the sales process by generating and qualifying leads which maintains a sales funnel of opportunities which is 3-4 times the annual order quota.
- Drives customer proposal effort and closes new business.
- Meets sales order booking objectives.
- Develops, nurtures and maintains relationships with each agency and system integrators in the joint pursuit of selective business opportunities.
- Performs market research to evaluate potential new products, new contacts, alternative agencies to work with, and avenues that hold revenue potential.
- Recommends new products and product modifications to assure customer satisfaction.
- Demonstrates thorough company and competitor product knowledge to maintain credibility.
- Travel as required, both air and ground
KNOWLEDGE AND EDUCATION:
- BS/BA in Business, Engineering, Information Systems or Computer Science and MBA preferred. Annapolis graduate preferred.
- Should have a solid understanding of government procurement, Federal contracts, regulations and procedures, and Federal operations and maintenance services.
- Energy management requirements and solutions (SmartGrid)
- Critical infrastructure protection requirements and solutions (sensor and video surveillance)
- Basic IP networking knowledge
- Basic 802.11 WiFi radio knowledge
- Basic crypto knowledge (AES, FIPS-140-2, Common Criteria, Information assurance)
- Working knowledge and experience with Sales customer relationship system (Microsoft CRM preferred)
- Working knowledge and experience with Microsoft Office
EXPERIENCE AND TRAINING
- US Navy
- 2-3 telecom technology sales experience to the Federal Government, preference with direct US Navy sales experience. Preference to Wireless Broadband, Crypto and IP networking sales experience.
- Demonstrated creativity and ingenuity in developing successful strategies for business growth. Ability to assess the business opportunities presented…strengths, weaknesses.
Ultra Electronics, 3e Technologies International 3eTI is an Equal Opportunity Employer.