Director, Federal Sales

Boingo • Washington, DC

15d • Hybrid

About The Position

Boingo simplifies complex wireless challenges to connect people, businesses, federal agencies and things. For 20 Years, Boingo has been leading the way, pioneering first after first. No matter what wireless technology comes next, Boingo will be there. The Director of Federal Sales (Individual Contributor Role) will grow Boingo’s portfolio of products (DAS, Wi-Fi, Private Networks) with a particular focus on DAS. Boingo is the leading indoor wireless solution provider - focused on acquiring and retaining Federal accounts with multi-year contracts. The Director of Sales' primary objective is the expansion of Boingo’s footprint by securing contracts ranging in value from $1M to $10M+ with Federal assigned accounts. The indoor wireless business has experienced significant growth as more and more mobile data is consumed inside of Federal Office Buildings, Military Base Hospitals, Training Centers for our Military, Corporate Headquarters for Federal Agencies, Countless Buildings on Army, Airforce, Marine and Navy Bases. Boingo is experiencing strong demand for our services, but the market is dynamic and incredibly competitive; adaptability, agility, and speed to market are essential.

Requirements

• Live in the DC Metro Area, Virginia, Maryland
• 10+ years of experience in complex, solution selling environment, with proven record in signing large deals within the Federal space
• Understanding of Government budgets and sales cycles based on Federal funding cycles
• Sound understanding of Federal contracts and their internal processes
• Ability to negotiate and execute contracts by leveraging cross-functional resources
• Experience leading the RFP response effort in complex Federal organizations – marshalling information and expertise needed to produce-winning proposals.
• Proven track record of closing large deals (>$1M-$10M+) and regularly meeting or exceeding annual quotas
• Willingness to travel based on customer need, estimated 20%

Nice To Haves

• 1-2 years’ experience selling DAS Wireless network solutions is a plus

Responsibilities

• Deliver results against assigned sales quotas selling wireless infrastructure within Federal assigned accounts
• As the owner of the Account, identify and qualify opportunities by understanding, Economic Benefit to the customer, Know the Decision Makers with budget authority, Decision Criteria-how they will evaluate our proposal, Decision Process-customer internal steps to award a deal, Paper Process-how they will contract and their internal process to do so. Understand the customers Pain Points or Challenges that your solution will solve for, Create Customer Champions-advocates for you and Boingo’s solution, Understand your competition and how to position against for the Win.
• Implement sales forecasting and pipeline management
• Identify, contact and qualify prospects through research, calling, email, and face to face meetings, networking and trade events, existing account relationships
• Be a Great Teammate and help us Grow our Federal Business

Benefits

• We offer a generous package of benefits and perks, including health, dental, vision, a bonus plan, 401(k) match, gym & phone reimbursement programs, tuition reimbursement – and more!

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed