Director of Sales, OEM/Prime Partners

Motorola Solutions•California Southern, US Offsite, CA

5d•$115,000 - $145,000•Remote

About The Position

Silvus is seeking a proactive and growth-oriented Director of Sales, OEM/Prime Partners, who will report to the Senior Director, OEM/Primes. The successful individual in this role will drive sales and manage relationships with our OEM (Original Equipment Manufacturer) and Prime Contractor partners. This role does not interface with the end customer (e.g., DoD) but instead focuses on ensuring Silvus technology is designed into and sold through our partners' platforms (e.g., unmanned systems, C2 applications, etc.). This is a quota-carrying, B2B account management and sales role. This position is eligible for 100% remote work depending on location. The travel requirement for this role is from 25-50%, or 1-2 weeks per month.

Requirements

High School Diploma/GED.
Minimum 6 years of demonstrated business development or sales related experience in a technical field; OR a Bachelor’s degree with a minimum of 4 years of demonstrated business development and sales experience in a technical field.
Track record of successful B2B sales of a technical component, "ingredient" technology, or embedded system.
Demonstrated experience managing complex account relationships with large corporations (e.g., defense primes, large tech OEMs).
Track record of successful sales of MANET and/or radio solutions.
Strong B2B account management and relationship-building skills.
Technical acumen to effectively communicate with partner engineering and product teams.
Active U.S. Government SECRET clearance or the ability to obtain one within 15 months of hire.
Must be a U.S. Citizen due to clients under U.S. government contracts.
All employment is contingent upon the successful clearance of a background check and drug test.

Nice To Haves

Bachelor’s degree from an accredited college or university.
Demonstrated business development and sales experience in autonomous military systems.
Working understanding of alternative MANET technologies and their relative strengths.
Working understanding of the UAV and/or USV marketplace and manufacturers in the USA.

Responsibilities

Act as the primary point of contact; responsible for the day-to-day account relationship for multiple named OEM/Prime accounts in the Unmanned Surface Vehicle marketplace.
Manage the complete near-term sales cycle for OEM / Primes, from receiving an RFQ to closing the sale, and expanding sales opportunities for recurring orders.
Hunt for and identify new opportunities for Silvus insertion within named OEM / Prime accounts. Actively identify new OEM / Prime products (unmanned, C2, etc.) and establish Silvus as the go-to communications solution.
Establish and maintain strong technical and business relationships with engineers, program managers, and procurement officers at OEM / Prime companies.
Contribute to building a robust pipeline of B2B opportunities. Regularly update the CRM database with a forecast of opportunities from OEM / Primes.
Develop and maintain a deep technical understanding of our MIMO solutions to serve as a trusted advisor to partner engineering teams.
Stay updated on trends, changes, and competitor actions in the market that may impact the company's positioning. This includes setting and meeting an annual target for new business to support our growth in the Unmanned systems market.
Foster a customer-centric approach in all dealings. Promptly address any customer concerns or complaints and use feedback to suggest improvements.
Participate in trade shows, conferences, experiments, and customer events as needed to support sales development.
Perform other related duties of which the above are representative.