Director of Spectrum Monitoring

Ourteam • Fairview, MD

6d

About The Position

SPX is a diverse team of unique individuals who all make an impact. The Director of Spectrum Monitoring leads the strategic direction, management, and expansion for Spectrum Monitoring & Management (SMS). This vital role combines deep technical expertise with dynamic sales and product management leadership, directly advancing the company's growth objectives by developing and executing sales and product strategies, guiding a diverse sales team, overseeing the entire product lifecycle, and driving global market penetration.

Requirements

• Ten years experience selling complex, large-scale enterprise solutions, managing sales cycles from months to 18 months, multi-million dollar tenders.
• Minimum five years in a senior-level sales or marketing position with recent sales management experience; experience in COMINT or Spectrum Monitoring & Management sales is a plus.
• Experience with foreign government contract negotiations in a commercial business environment.
• Proven success selling complex, large-scale enterprise solutions and managing long sales cycles, including multi-million dollar tenders.
• Demonstrated proficiency in understanding financial statements (P&L and Balance Sheet).
• Ability to quickly grasp highly technical concepts and communicate their benefits to customers.
• Experience managing remote sales teams and international sales representatives.
• Strong written and verbal communication, negotiation, and interpersonal skills.
• Exceptional organizational and time management abilities.
• Demonstrated ability to lead and facilitate group meetings.
• Multiple language skills are highly desirable.
• Extensive global travel is required.
• Bachelor's degree in engineering or marketing required; master's degree or equivalent educational experience preferred.

Nice To Haves

• Entrepreneurial mindset with a passion for innovation and growth.
• Ability to translate technical concepts into clear, compelling sales messages.
• Result-oriented, adaptable, and able to thrive in a fast-paced environment.
• Strong negotiation and influencing skills.
• Commitment to customer success and long-term partnerships.

Responsibilities

• Develop and execute comprehensive strategies for spectrum monitoring that align with organizational sales objectives and market trends.
• Work closely with the company's management team to design and implement sales and product campaigns supporting SMS growth objectives.
• Manage all sales channel efforts for SMS, including a global direct sales force, independent commissioned sales representatives, and select distributors.
• Lead SMS sales and product management teams to identify, manage, and expand new accounts; serve as capture manager when needed to close contracts and as product owner to guide solution development and enhancement.
• Assist the SMS team in identifying customer needs and requirements, delivering best-value solutions that meet schedules and budgets while ensuring products remain competitive and relevant.
• Drive product innovation by collecting market trends and competitive intelligence, soliciting input from international representatives, potential and existing customers, and translating insights into actionable product improvements.
• Meet decision-makers within current and new client organizations to pursue strategic opportunities and champion SMS product offerings.
• Lead the SMS team to meet sales quotas for defined opportunities and oversee the maintenance of SMS contact, prospect, and target databases (Salesforce), providing monthly and quarterly analysis of key sales metrics.
• Monitor and analyze SMS sales activities against plan, developing and implementing strategies to achieve stretch goals.
• Oversee the maintenance of SMS product pricing guidelines and associated price lists.
• Collaborate with staff to develop and update annual operating and strategic growth plans for the SMS product line, including bookings forecasts.
• Participate in the company's planning and annual goal deployment process; establish, monitor, and implement short- and long-range goals, objectives, policies, and operating procedures related to SMS sales.
• Develop and manage sales travel budgets for SMS sales staff.
• Guide the preparation, issuance, and delivery of SMS sales materials and sales tools.
• Promote positive relations with customers, employees, partners, vendors, and distributors.
• Recruit, train, motivate, supervise, mentor, and evaluate SMS sales staff, consultants, and sales representatives.
• Participate actively in the capture process for strategic SMS opportunities, including capture planning, strategy development, customer site visits, and contract negotiations.
• Collaborate with the sales team to highlight the value and ROI of spectrum monitoring solutions.
• Build and maintain relationships with key customers, partners, and industry stakeholders.
• Work with engineering and product teams to advance features and enhancements for sales growth.
• Monitor industry developments and regulatory changes for new business opportunities.
• Represent the company at industry events, conferences, and webinars as a thought leader.
• Track and report sales performance, customer feedback, and market penetration to executive leadership.

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs

What This Job Offers

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