Substrate Engineer Jobs in Virginia (NOW HIRING)

Connected Warfare (CW): The Connected Warfare division builds systems to support global command and control missions. We create joint, time sensitive, multi domain, ubiquitous, connected mesh ecosystems. Our ecosystem enables connected warfare with disproportional impact by connecting every robot, human, and sensor in every domain, bringing together hundreds of thousands of end points across the globe. We are the substrate that provides the source of truth for time sensitive decision, effectively transforming the way that militaries close kills chains and enable mission autonomy.

We're looking for an Inside Sales Representative to own and grow relationships across our federal customer base and partners. You'll be one of the primary points of contact for existing customers, drive renewals, identify expansion opportunities, and build net-new pipeline that our Account Managers (AM) don't have bandwidth to pursue. You'll work to support to the sales team and also work directly with our channel partners and play a critical role in protecting and growing recurring revenue.

• Customer Engagement & Revenue
• Serve as the primary contact for assigned accounts - responsive, accurate and trusted
• Own the Service renewal book end-to-end: protecting recurring revenue, identify upsell opportunities, and close deals
• Generate and manage quotes with fast turnaround to keep deals moving
• Process purchase orders and provide proactive order status updates
• Pipeline Development
• Identify expansion opportunities within existing accounts through regular outreach and relationship building (this could be in partnership with the AM or channel)
• Prospect and develop net-new business with accounts the field team can't cover
• Qualify inbound leads and route to the appropriate AM with clear context
• Maintain a clean, accurate pipeline in Salesforce - no stale opportunities / fiction.
• Collaboration
• Partner with AM and Sales Engineers to support active pursuits
• Represent the company at select trade shows and industry events
• Articulate our products, solutions, and value proposition clearly to technical and non-technical audiences
• Submit accurate activity reports and forecasts on a regular cadence
• Partner with production and logistics on order specifics and requested delivery dates to feed into production planning to decrease lead times

• 2+ years of sales experience in the federal / defense space (inside sales, BDR, or account management)
• Bachelor's degree or equivalent professional experience
• Working knowledge of Salesforce (or comparable CRM)
• Proficiency in Microsoft Suite and other common business tools
• Strong written and verbal communication skills - you can write a concise email and hold a technical conversation
• Self-starter mentality with a bias toward action
• Comfort working across phone, email, and video with customers at all levels
• Eligible to obtain and maintain an active U.S. Secret security clearance
• Able to travel 10-15% for trade shows and occasional customer/partner visits

• Experience with federal procurement processes (GSA schedules, contract vehicles, PO workflows)
• Familiarity with defense/tactical networking or rugged IT solutions
• Existing relationships within DoD or federal integrator channels
• Demonstrated knowledge in defense acquisitions, with a history of zero-to-one defense program growth within DoD
• Intimate understanding of government contracting, fielding, requirements generation, and budgeting for the purposes of transitioning prototype capabilities to production
• A technically minded leader who can build, adapt, and implement new and innovative approaches to market
• Must be able to work in a fast-paced, highly entrepreneurial, and creative environment
• Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders within defense and intelligence community to drive capability adoption
• Demonstrated high-energy leader who will drive performance and exhibit strong management skills with a high level of emotional intelligence
• Excellent writing, communication skills with experience briefing senior executives and customers