VP Sales, Defense & Federal Government - US East Coast

VP Sales, Defense & Federal Government - US East Coast
Department: Sales
Employment Type: Permanent
Location: Arlington, VA
Reporting To: Paul Feenan
Description
Arqit's technology is at the leading edge of encryption modernization. Created by a world-leading team of pioneers in engineering and cryptography, Arqit's Symmetric Key Agreement platform allows connected devices to agree encryption keys without any distribution or transmission of keys, thereby enabling high-frequency, rapid, and on-demand symmetric key rotation at mass scale. It can be implemented at multiple layers, from applications like UAS orchestration software, down to network infrastructure for sale alongside network devices from leading vendors like Juniper and Fortinet.
For defense customers navigating the changing digital defense landscape this increases operational agility, security and cost-effectiveness. For Federal customers, this enables compliance with standards set by the US National Security Agency and with National Security Memorandum NSM-10 for migration to quantum-safe cryptography.
Having established partnerships with world-leading technology vendors and major defense primes, and following recent distribution agreements with US Government solutions providers, Arqit is now seeking a VP Sales to win new customers within US Defense and Federal Government.
Key Responsibilities
Reporting to the SVP Global Defence Sales, you will manage Federal Government and Defence sales on a regional basis. Working closely alongside Product and Marketing executives to refine the Go-To-Market for our Government, Defence and Security products, you will secure early wins and lay the foundation for significant large-scale growth. The scope of the role includes requiring you to:

• Own and exceed large $xxm sales revenue targets from Federal Government defence and security programmes
• Define and manage sector sales strategy, reporting and KPIs
• Map federal, defence and security programmes and key stakeholders relevant to the Arqit offer in the US Market
• Proactively Identify opportunities and lead preparation of associated sales proposals, consortium building and capture planning
• Ensure Arqit registered on relevant government supplier frameworks
• Support international government and defence sales working with Global Arqit teams.
• Work with delivery teams to ensure customer satisfaction on projects won to ensure we successfully "land and expand"
• Sectoral advocacy for our unique cybersecurity capabilities
• Provide Federal Government, Defence and Security customer expertise and cultivate broad and deep relationships in those sectors across HMG, FVEYs and NATO
• Deliver a GTM strategy for Federal Govt and Defence Accounts, including Key Account Plans and management of critical partner interactions
• Understand and communicate key sectoral trends to key stakeholders within the business
• Interact as Federal, Defence and Security sector SME with wider Technical, Product and Engineering team to inform and develop product propositions to reflect market need and revenue generating requirements
• Management of further Account Managers and Technical Pre-Sales Engineers as the team grows
• Work with delivery teams to ensure customer satisfaction on projects won to ensure we successfully "land and expand"

Shared Responsibilities

• Refine and position the Federal, Defence and Security Go-to-Market strategies and value proposition in cooperation with wider Marketing & Product GTM activity
• Create and implement channel management plans in conjunction with Channel Marketing
• Manage data collection on the success of and compliance with Channel Strategy for each channel partner customer
• Assist UX and technical function to refine product offerings
• Support the wider sales team development, sales process improvement, reporting mechanics and delivery and help with implementation of current and novel CRM enabling technologies.

Skills, Knowledge and Expertise

• Passion for cloud encryption technology and a deep understanding of B2B Government, Defence and Security customers
• Acknowledged domain expertise in the federal, defence and security sector, with a high level of technical network security understanding and experience of government customers
• Specific skills in detailed understanding of network security architectures, hardware and software encryption up to and including TYPE1/2, VPN, SD-WAN, ZTNA and IDAM technologies
• A proven track record of success in B2G and B2B Government, Defence and Security sales with a strong ability in solution selling
• A high intellect and enquiring mind with a genuine desire to work on leading-edge new technologies and concepts
• Excellent communication, organisational and time management skills
• Creativity and flair, drive and intelligence
• High degree of resilience, individual initiative and self-starter approach.
• Comfortable with change, complexity and significant challenges
• Collaborative approach, happy working in a fast-growing and fast-changing environment
• Ideally educated to degree level in engineering, or another technical discipline
• Ability to work and travel widely in the US and ability to hold US baseline security clearances are both essential