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DoW Business Development Manager

Work Type/Locations: Hybrid in either Jersey City, NJ/Clarksburg, MD/Fairfax, VA

About goTenna
goTenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices, as well as augmenting traditional communications networks. This technology enables mobile, long-range connectivity without cell, Wi-Fi, or satellite connectivity. goTenna's products are currently in use by law enforcement, military, and public safety agencies worldwide. goTenna is a wholly owned subsidiary of Forterra, a leading provider of ground autonomy solutions for the US Department of Defense and other organizations.

About the role:

• We are seeking a driven, ambitious Business Development Manager to lead go-to-market strategies and drive significant growth outcomes for goTenna’s mesh network solutions. This role will be central to scaling goTenna’s presence across DoW and other government agencies, growing existing and new engagements into enduring, impactful lines of business.
• The Business Development Manager will be responsible for creating and executing a goTenna sales strategy that prioritizes DoW technology requirements. Simultaneously, the Business Development Manager will develop relationships, manage activities, and drive brand awareness throughout the DoW, Program Acquisition Executives, and other organizations that support procurement, acquisitions, testing, and fielding.
• Travel is required up to 30-50% of the time.

Primary Responsibilities:

• Develop and execute sales strategies: Work with cross-functional teams to identify the most promising opportunities, craft market strategies, and position goTenna as a must-have capability for DoW programs. Provide feedback on customer requirements, opportunities for improvement, and provide input to improve goTenna’s ability to serve customers.
• Drive growth outcomes: Be the Subject Matter Expert on DoW technology needs, structure, key personnel, and how to navigate them for success. Determine near term sales targets while also planning for long term strategic engagement and relationship management to achieve institutional adoption of goTenna capabilities within defense entities.
• Expand goTenna’s footprint: Identify enterprise opportunities for business expansion and develop and manage relationships in defense markets that achieve growth milestones while increasing sales and business development activity.
• Present and demonstrate solutions: Identify customer capability gaps and clearly articulate value to a variety of audiences - including end users, program managers, procurement officials, and senior policy makers - on how goTenna products and services will close capability gaps and make airmen safer and more effective.
• Build credibility and partnerships: Build and maintain relationships with industry partners and customer stakeholders at all levels through consistent engagement, problem solving, and sales support. Be a thought leader who engages customers on goTenna’s innovation, vision, and future direction.

Required Experience:

• Uniformed, civilian, or contractor experience working with the Component Commands, Combatant Commands, Program Executive Offices, and other enterprise organizations within DoW.
• 5+ years of direct experience selling into defense agencies with a proven track record of hitting and exceeding sales goals.
• Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations; Experience drafting white papers, contributing to proposals, and familiarity with rapid acquisition pathways, such as AFWERX, SOFWERX, NavalX, AAL, SBIR/STTRs, and the Rapid Capabilities Office
• Deep understanding of the defense ecosystem.
• A strong sense of urgency and an ownership mentality, with the ability to solve complex problems and overcome roadblocks.
• Experience using Salesforce or similar CRM tools to actively manage a portfolio of many accounts and associated opportunities.
• Demonstrated ability to create and execute ambitious, holistic growth strategies within the DoW.
• Understanding of tactical communications equipment & its competitive landscape.
• Experience conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements.

ITAR: U.S. Citizen or Green Card Required

CLEARANCE ELIGIBILITY - This position may require eligibility to obtain and maintain a U.S. security clearance. For more information about U.S. Security Clearances: click here.

Placement at the appropriate job level (entry, senior, etc) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.

goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

goTenna Benefits:

• Equity
• 401(k) plan
• Unlimited PTO
• Parental Leave with Pay
• Holiday pay (including December recess)
• Medical, Dental, Vision and life insurance
• Pre-tax benefits
• Short- and Long-term disability plans
• Professional Development Stipend