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Form of workShift5 is looking for a highly motivated, self-driven, and experienced sales and business development professional with a unique and in depth understanding of the defense requirements, acquisitions life cycle, and programmatic sales to join our Federal Sales Team.
In this role, your primary focus will be introducing Shift5's product capabilities and value to potential clients within SOCOM and the SOF enterprise. You'll match our product capabilities and strengths to end user's needs and educate partners and customers on our product's ability to identify, detect and prevent threats from the most advanced attackers in the world along with unlocking fleet data to drive additional operational use cases such as conditions-based maintenance (CBM+). In most cases, you'll need to take the customer relationship further by navigating the DoD requirements generation and acquisition process to unlock and secure funding for their needs and help them identify potential contract vehicles.
The ideal candidate is used to driving emerging technology, responding to RFPs, generating white papers, and working with program offices and end users to formulate requirements that best meet their needs and capability gaps. The perfect candidate has existing relationships with PEOs, Program Managers, Acquisition Executives, Contracting Officers, and other essential personnel involved in identifying, funding, and fielding emerging technology to the end users. This role resides in our sales team and reports directly to our Vice President, Federal Sales.
Shift5 is a rapidly growing data and cybersecurity scale-up. We specialize in capturing and analyzing serial bus data in real time, providing anomaly detection and operational intelligence required to act. Our insights provide real-time alerting and historical trends to assure mission readiness and cyber survivability, and our innovative technology enables military systems to deter adversaries, protect warfighters, and maintain their competitive edge. We are a collaborative, passionate and driven cadre of cyber security experts. Our engineers are multidisciplinary, and our team is dynamic. We're a growing company focused on helping our customer's fleets run smarter and safer by capitalizing on mountains of data resting right about the wheels. Come join us.
In this role you will be expected to:
- Serve as the primary sales lead for customers within the SOCOM and SOF enterprise.
- Identify, develop, and execute account strategy to secure and expand existing revenue base, close new business opportunities and drive expansion with clients across SOCOM/SOF
- Meet (or exceed) revenue quota targets.
- Target, build and maintain relationships with key decision-makers in the assigned territory.
- Contribute to the development of white papers, RFPs, proposals, pitch decks and other written documentation.
- Engage and collaborate effectively with other areas of the business (Field Engineering, Product Development, Marketing, Operations) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
- Work cooperatively with system integrators and other key partners to leverage their established account presence and relationships.
- Capture, maintain, and disseminate accurate and relevant prospect information to Shift5 colleagues.
- 5-7 years of technology or hardware sales experience, specifically selling hardware, data or security software with the DoD, primarily at the PEO and Program manager level.
- Understanding of the defense acquisitions lifecycle to include capability gap identification, requirements generation, and funding and contract vehicle identification and development.
- Existing and strong relationships with SOCOM PEOs, Program Managers, contracting officers, etc.
- Experience with SOCOM/SOF weapons systems requirements, deployment, and procurement activities.
- An effective communicator with the ability to explain complicated concepts to a variety of audiences and skill levels.
- Demonstrated experience forecasting sales, managing sales expenses and successfully closing new business.
- Demonstrated experience building and expanding business opportunities as an individual contributor as a member of a team member.
- Demonstrated success bringing emerging technology to the defense market.
- Strong problem-solving skills, ability to analyze complex multivariate problems and use a systematic approach to gain swift resolution.
- Strong understanding of Cybersecurity technologies and competitive offerings in the marketplace.
- Outstanding presentation, written, verbal and closing skills.
- Exceptional time management, organizational and decision-making skills.
- Located within or easy driving distance to the Tampa Bay area .
- Able and willing to travel on short notice, up to 50% of the time.
- Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company.
- US Citizen.
- Active or eligible for TS//SCI security clearance.
- Competitive salary and stock options in a fast-growing startup
- Employer-paid medical, dental and vision coverage for employees and their families
- Health Savings Account with annual employer contributions
- 401k with employer contributions
- Employer-paid Life Insurance
- Uncapped paid time off policy
- Flexible work & remote work policy
- Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)
We are committed to building an inclusive culture of belonging that embraces the diversity of our people and represents the communities in which we work and the customers we serve. We know the happiest and highest performing teams include people with diverse perspectives and ways of solving problems. We strive to attract and retain talent from all backgrounds and create workplaces where everyone feels empowered to bring their full, authentic selves to work.
Shift5 is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identify, national origin, disability, age, marital status, ancestry, projected veteran status, or any other protected group or class.
