Homeland Security & Aviation Account Executive (Remote DMV)

Fairwinds Technologies, L•Washington, DC

49d•Remote

About The Position

Fairwinds’ Sales team is looking for a driven and detail-oriented Account Executive (AE) with experience selling products, services and integrated solutions. As the Homeland Security Account lead, you will own the full sales cycle for all company and related OEM vendor communications and UAS solutions across the Department of Homeland Security (DHS) Headquarters, The Federal Aviation Administration (FAA) and all major components, including, but not limited to: Customs and Border Patrol (CBP) Transportation Security Administration Federal Emergency Management Agency (FEMA) Cybersecurity and Infrastructure Security Agency (CISA) Immigration and Customs Enforcement (ICE) U.S. Citizenship and Immigration Services (USCIS) Air Traffic Organization (ATO) Aviation Safety (AVS) Commercial Space Transportation (AST) U.S. Coast Guard (USCG) U.S. Secret Service (USSS) You’ll develop multi‑year account strategies, build executive and program‑level relationships, orchestrate complex captures, and close net‑new and expansion business. You will take Fairwinds’ product capabilities and value to potential clients, match our strengths to clients' needs, and help our partners and clients obtain communication solutions. The successful candidate has executive level contacts and is flexible and adaptable to rapidly changing situations. You must be extremely results driven, customer focused, technologically savvy, and innovative at building internal relationships and external partnerships to sell into this market. Success requires deep familiarity with the DHS mission, the federal acquisition ecosystem, and the operational realities of RF and UAS deployments in border security, disaster response, public safety, protective operations, and critical infrastructure protection. The ideal AM enjoys working hard, exhibits professionalism, is dedicated to meeting and exceeding expectations, forming relationships, has excellent collaboration skills, can learn new technologies quickly and uses their time efficiently. The AE will likely be required to travel to customer sites and may need to be available for some after-hour or weekend coverage depending on the customer’s needs. This position will be remote, with expected 25% travel to customer locations.

Requirements

BA/BS Degree required
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level.
Ability to prioritize, multi-task, and perform effectively under pressure.
Aptitude for both analyzing technical concepts and translating them into business terms, and for mapping business requirements into technical features.
Strong knowledge of business processes (Sales, Service, Marketing, Support), applications and automation
Demonstrated experience selling solutions to U.S. Federal Government agencies and/or associated Industry providers.
Experience and understanding working within the Federal Government’s procurement process, regulations, and GWACs contract vehicles.
Knowledge of Federal contract vehicles is a must.
Knowledge of FAR and DFAR clauses

Responsibilities

Develop a comprehensive sales strategy to achieve organizational and individual sales goals
Aggressively prospect, and close sales deals for all accounts assigned by the Head of Sales.
Develop a sales strategy to achieve organizational sales goals and revenues
Develop sales action plans for assigned territory
Oversee all the activities of your accounts
Liaise with other company functions to ensure achievement of sales objectives
Assist with the development of sales presentations and proposals
Forecast annual, quarterly and monthly sales revenue
Generate timely sales reports and maintain sales pipeline in Salesforce
Conduct market research and competitor and customer analysis
Analyze data to identify sales opportunities
Provide recommendations for promotional ideas and materials
Attend trade shows and industry conventions
Cultivate effective business relationships with executive decision makers in key accounts