Digital Sales Manager

Smiths Group • Edgewood, MD

11h • $127,419 - $191,129

About The Position

The Digital Sales Manager drives growth of recurring digital revenue across an assigned region through the sale of software, SaaS, and cybersecurity solutions. Working with Key Account Managers, Market Sales teams, and the Digital Business Unit, the role identifies, develops, and converts opportunities that improve customer outcomes and accelerate digital transformation and software adoption.

As the regional digital sales specialist, the manager leads opportunity generation, customer engagement, and commercial execution for digital solutions. The role also contributes to scalable sales methodologies, market strategies, and digital growth initiatives. The position focuses on assigned annual recurring revenue and digital sales targets, including net-new revenue, and covers offerings such as the ELECTORA platform, iCMORE AI-enabled algorithms, Cloud Products & CRE, and cybersecurity solutions. These may be sold on their own or alongside core detection equipment.

The manager develops regional growth plans, builds customer relationships, leads outcome-focused discussions, supports complex bids and tender responses, and manages forecasting, pipeline, and ARR reporting through CRM and governance processes. The role prioritizes strategic aviation accounts while supporting digital expansion in Ports & Borders, Urban Security, and other target segments. It also contributes to sales capability development and ensures commercial activity follows company policies, ethical standards, regulatory requirements, and governance processes.

The position is within Smiths Detection’s North America region and is a permanent role. Total compensation ranges from $127,419 to $191,129 per year, with a competitive Business Profit Plan and benefits package. The company describes training and career-growth opportunities, an inclusive environment, and a focus on safety and wellbeing.

Requirements

• Bachelor’s degree or equivalent experience in business, sales, marketing, technology, or a related field.
• Proven B2B software/SaaS sales track record; experience in aviation, Ports & Borders, defense, or another regulated, critical-infrastructure sector is preferred in the posting.
• Comfort selling a newer, evolving product line and helping shape its pitch and playbook as the offer matures.
• Confident engagement with technical, commercial, and C-level stakeholders using an outcome-led pitch.
• Disciplined pipeline and forecast management; fluency with CRM tools such as Salesforce.
• Ability to operate in a newly formed, matrixed structure with a market line manager and a functional Digital Business Unit relationship.
• Excellent communication, presentation, and stakeholder-management skills.
• Strong negotiation and influencing capability across organizational levels.
• Consultative, value-based, outcome-focused sales approach and a hunting mindset.
• Ability to translate technical concepts into clear business-value propositions.
• Strong analytical and strategic thinking, planning, prioritization, and pipeline-management capabilities.
• Resilience, self-motivation, accountability, and ability to work independently while collaborating across global teams.
• Strong relationship-building and customer-engagement skills.
• Strong understanding of digital/IT technology, procurement processes, and industry regulations.
• Strong financial and commercial acumen, including business-case development, ROI evaluation, recurring-revenue models, and value-based commercial discussions with customer executives and procurement stakeholders.
• Willingness to travel within the region.

Nice To Haves

• Experience selling software attached to a hardware or equipment sale.
• Experience selling software and digital solutions integrated with hardware or equipment solutions.
• Knowledge of cybersecurity, cloud solutions, AI-enabled applications, or digital transformation programs.
• Experience participating in government procurement and tender processes.
• Exposure to selling to customers in Aviation, Ports & Borders, and Urban Security market segments.

Responsibilities

• Own and deliver assigned annual recurring revenue (ARR) and digital sales targets in the designated territory, including net-new digital and SaaS revenue growth.
• Own end-to-end sales of digital and SaaS propositions, including the ELECTORA platform, iCMORE AI-enabled algorithms, Cloud Products & CRE, and cybersecurity solutions, both standalone and attached to core detection equipment.
• Identify, qualify, and pursue software and digital opportunities across the installed base, new prospects, and upcoming tenders.
• Develop and execute regional digital growth plans aligned with commercial objectives and Digital Business Unit priorities.
• Partner with Key Account Managers and Market Sales Directors to maximize software attachment opportunities and strengthen core equipment relationships with digital solutions.
• Build and maintain relationships with customer decision-makers, influencers, and executive stakeholders.
• Lead customer discussions around business outcomes, operational improvements, efficiency, compliance, and risk reduction.
• Collaborate with Technical Pre-Sales Engineers, Solution Architects, Integration Engineers, and Digital Subject Matter Experts to develop solutions, scope requirements, and support complex bids and tender responses.
• Support business-case development, opportunity qualification, pricing discussions, contract negotiations, and recurring revenue growth using financial and commercial acumen.
• Maintain accurate forecasting, pipeline management, and ARR reporting through CRM systems and governance processes.
• Collaborate with prospects on bid-process inputs required to obtain approval to bid under Smiths Detection’s DOA.
• Monitor market trends, customer requirements, competitive developments, and emerging technologies to identify growth opportunities and support portfolio development.
• Prioritize strategic aviation accounts while expanding digital solutions across Ports & Borders, Urban Security, and other target market segments.
• Contribute to digital sales methodologies, customer use cases, and best practices to strengthen regional capability and consistent execution.
• Support onboarding and enablement for future digital sales colleagues and contribute to regional digital sales capability.
• Conduct commercial activities in accordance with company policies, ethical standards, regulatory requirements, and applicable governance processes.

Benefits

• Excellent training and opportunities for career growth locally and globally.
• Inclusive environment with strong leadership and a focus on safety and wellbeing.
• Choice of benefits intended to support employees and their families across health, wellbeing, financial, and lifestyle needs.
• Competitive Business Profit Plan.
• Medical, dental, and vision insurance.
• 401(k) with company match.
• Paid time off.
• Other benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager