Sr. Director, Industry Alliances National Security & Resiliency

MassChallenge•Boston, MA

4d•$0 - $100,000•Remote

About The Position

MassChallenge is seeking a driven and experienced professional to further grow our National Security and Resiliency (S&R) Challenge Area. This is a senior sales role with a builder’s mandate. The primary job is new revenue creation: sourcing, developing, and closing corporate and government partnerships within the national security and energy resilience sectors. The successful candidate is a driven leader who is highly creative, knows consultative selling techniques, and approaches their work with a builder mentality. You are not selling a product, you are building a world-class practice with the MassChallenge S&R Challenge Area Leader. You are a highly-experienced consultative seller with the ability to shape how MassChallenge leads in the defense, dual-use, and energy sectors – developing external presence and thought leadership that will help define how MassChallenge will win in these sectors. You grow new revenue for MassChallenge by sourcing and closing new corporate and government Partners. Reporting to the Chief Growth Officer, you will be responsible for new revenue growth — securing new partnerships from target organizations that seek to leverage MassChallenge’s unique capabilities to solve massive challenges through innovation. You will have a new revenue target and be expected to build your own prospect pipeline, develop those opportunities, and close new partnerships. You will work closely with the S&R Challenge Area Leader and all members of the S&R team, senior leadership, and outside experts to grow what is already a leading Challenge Area (practice). You have significant earning potential, especially for outperformance of revenue targets.

Requirements

Bachelor’s Degree required
Minimum 10+ years of combined experience in military/intelligence and business, with proven results in closing new revenue opportunities
Business development experience in a highly-consultative sales process is required
Proven track record of securing new business revenue in a sales environment
Sufficient technical fluency to engage credibly with founders and defense primes
Highly networked within national security/military, dual-use, or energy ecosystems
You are a “closer” who is action-oriented and skilled at influencing others
You are competitive and want to win in your space
You have a creative “builder mentality” seeking opportunities to develop Partner centered solutions that align to MC’s long-term goals
You are ambitious and highly driven, with an entrepreneurial instinct
You are a student of the startup community and understand how corporations and governments want to connect with startups to drive innovation forward within their organizations
You are experienced and skilled in a highly consultative sales environment
You are a clear communicator who can speak credibly with senior corporate and government leaders
You thrive in a fast-paced, deadline-driven environment
You are self-motivated and work well in ambiguity
You think in terms of building a book and building a reputation simultaneously
You are seeking an opportunity to have meaningful impact on the world by helping innovators solve massive challenges in our Security & Resiliency focus areas

Nice To Haves

MBA strongly preferred
Military or intelligence community experience strongly preferred
DoW or military/intelligence background, with a subsequent private sector arc (consulting experience a strong plus)

Responsibilities

Build and execute an effective sales strategy, from lead generation to close, in order to drive new revenue through multi-year partnerships
Develop and implement an annual sales plan, including projected budget and revenue forecasts, and target prospects
Listen closely to the marketplace of existing & potential partners to understand trends and needs; craft relevant proposals and be considered a respected thought leader
Become a highly visible and credible thought leader and known representative in the Security & Resiliency areas of focus by attending key conferences, immersing yourself in the space, and being conversant in the language used in these communities
Maintain accurate records of sales and prospecting activities in our CRM system (HubSpot). Establish a strong cadence of qualified leads and meetings to build a robust sales pipeline
Work closely with MassChallenge Security & Resiliency Challenge Area Leader, teams and partners to expand relationships, create meaningful synergies, and advance innovation across the ecosystem
Willingness to work after-hours and network within the focus areas of Security & Resiliency
Collaborate closely with all MassChallenge staff and leaders to drive the business forward. We act and win as one team