• Account Executive --Channels and Partners

    Job Locations US-GA-Duluth | US
    Job ID 2018-1351
  • Overview

    DataPath is a global leader in remote satellite-based communications solutions that solve our customers’ toughest communications challenges in urgent time frames and under extreme conditions.  We specialize in enabling complex communication networks that are critical to the operations of the Department of Defense (DoD), civilian government and commercial markets.

    Summary/Objective

    DataPath, Inc. is seeking a dynamic Account Executive to help build and grow our North American business, with a focus on selling into large defense prime contractors, reporting to the Head of U.S. Sales.   The Account Executive will be responsible for developing and closing business across DataPath’s portfolio of satellite and wireless communications products, software and professional services, delivered to market through selected commercial partners.  The position requires knowledge and experience of satellite and wireless solutions for the defense and government market, to partner with client companies to identify, qualify and close business contributing to the sales performance of DataPath’s North American business.  The role will assist the Head of U.S. Sales to explore new commercial relationships and business models to drive business growth. 

     **This Role can be remote, with the expectations that travel is apx 50% and this new employee must be able to reach a large airport easily.**

    Responsibilities

    Essential Functions

    • Work with partner organizations and end users to craft and implement account strategies to close multi-million dollar deals.
    • Collaborate closely with other sales team members, working across a matrix of defense contractors and end users to close business and achieve team revenue goals.
    • Solve customer challenges utilizing solutions across networks, wireless, satellite communications, software and professional services product portfolios.
    • Drive sales as a "hunter" by engaging new accounts and implementing strategies for future business.
    • Increase sales with existing enterprise customers, growing pipeline and sales performance to established targets.
    • Manage lead generation through prospecting, trade-shows and other interactions.
    • Work closely with marketing on lead generation.
    • Manage the sales cycle from end-to-end, including prospect identification and qualification, funnel and prospect management, sales forecasting, proposal generation and contract closure.
    • Provide input on IR&D initiatives to position company for future and changing markets
    • Work with Marketing to develop Price to Win targets and product pricing
    • Understand DOD procurement environment

    Supervisory Responsibility

    No         

     

    Reporting

    The Account Executive will be reporting to the Head of U.S. Sales in Duluth, GA.

     

    Travel

    Yes, up to 50% (US and Canada primarily)

    Qualifications

    Education and Experience

    • Bachelor’s degree in technical or business field.
    • 5-10+ years’ successful sales experience wireless and satellite technologies.
    • Proven track record of capturing major DOD programs and working with large prime contractors.
    • Self-starter, able to work independently in a home office and generate results.
    • Solid time-management skills and self-discipline.
    • Excellent written and verbal communication skills.
    • Track record of achieving sales quotas.
    • Demonstrated ability to successfully engage with a wide variety of functional areas within large organizations, including senior and C-level personnel.
    • Proven track record of success in selling complex solutions.
    • Strong working knowledge of Microsoft Office applications.
    • Ability to give professional sales presentations to prospective clients.
    • Ability to travel as required to accomplish company’s sales objectives.
    • Must have an active passport and be able to travel internationally.
    • Must be a US Citizen or Permanent Resident with the ability to get a US Security Clearance if needed.

    Competencies

    • Strong prospecting, negotiation and contract closing skills.
    • Excellent oral, written, and listening communication skills.
    • Ability to contribute in strategy setting sessions and budget decisions
    • Responsible for both revenue and contribution margin targets.

    Key Criteria to qualify for the position

    • Candidate must have documented track record of selling to U.S. Government & Military in within the last 5 years.
    • Ideally holds a sales pipeline today with SATCOM product sales or technical solution sales to the U.S. Government & Military.
    • An existing network of resellers, partners and customers in the U.S. market.

    EEOC Statement

    EOE AA/M/F/Vet/Disability

     

    DataPath is an Equal Opportunity Employer. We comply with the laws set forth in the Equal Employment Opportunity in The Law poster.

     

    DataPath is committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment and need special assistance or an accommodation to use our website to apply for a position, please contact us at HRTA@Datapath.com We evaluate requests for reasonable accommodation on a case-by-case basis.

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