Hybrid Business Development Manager

at goTenna

• Job title: Business Development Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $100,000 - $130,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Fairfax, United States

About the role

• Business Development Manager driving strategic sales and growth for goTenna’s mesh network solutions across government agencies. Engaging key stakeholders in defense to enhance procurement and adoption.

Responsibilities

• Develop and execute sales strategies: Work with cross-functional teams to identify the most promising opportunities, craft market strategies, and position goTenna as a must-have capability for DoW programs.
• Provide feedback on customer requirements, opportunities for improvement, and provide input to improve goTenna’s ability to serve customers.
• Drive growth outcomes: Be the Subject Matter Expert on DoW technology needs, structure, key personnel, and how to navigate them for success.
• Determine near term sales targets while also planning for long term strategic engagement and relationship management to achieve institutional adoption of goTenna capabilities within defense entities.
• Expand goTenna’s footprint: Identify enterprise opportunities for business expansion and develop and manage relationships in defense markets that achieve growth milestones while increasing sales and business development activity.
• Present and demonstrate solutions: Identify customer capability gaps and clearly articulate value to a variety of audiences - including end users, program managers, procurement officials, and senior policy makers - on how goTenna products and services will close capability gaps and make airmen safer and more effective.
• Build credibility and partnerships: Build and maintain relationships with industry partners and customer stakeholders at all levels through consistent engagement, problem solving, and sales support.
• Be a thought leader who engages customers on goTenna’s innovation, vision, and future direction.

Requirements

• Uniformed, civilian, or contractor experience working with the Component Commands, Combatant Commands, Program Executive Offices, and other enterprise organizations within DoW.
• 5+ years of direct experience selling into defense agencies with a proven track record of hitting and exceeding sales goals.
• Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations;
• Experience drafting white papers, contributing to proposals, and familiarity with rapid acquisition pathways, such as AFWERX, SOFWERX, NavalX, AAL, SBIR/STTRs, and the Rapid Capabilities Office
• Deep understanding of the defense ecosystem.
• A strong sense of urgency and an ownership mentality, with the ability to solve complex problems and overcome roadblocks.
• Experience using Salesforce or similar CRM tools to actively manage a portfolio of many accounts and associated opportunities.
• Demonstrated ability to create and execute ambitious, holistic growth strategies within the DoW.
• Understanding of tactical communications equipment & its competitive landscape.
• Experience conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements.
• ITAR: U.S. Citizen or Green Card Required
• CLEARANCE ELIGIBILITY - This position may require eligibility to obtain and maintain a U.S. security clearance.

Benefits

• Equity
• 401(k) plan
• Unlimited PTO
• Parental Leave with Pay
• Holiday pay (including December recess)
• Medical, Dental, Vision and life insurance
• Pre-tax benefits
• Short- and Long-term disability plans
• Professional Development Stipend