Work Type/Locations: Hybrid in 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:
The Business Development Associate position is an exciting opportunity to join a mission-focused company during a time of increased adoption and growth. The role is both customer-facing and internally focused. You will be advising and selling solutions to customers to help them solve their most critical communication challenges. You will be working with Sales and Growth Leads to identify, develop and support new and existing opportunities while working cross functionally with other Departments to drive revenue and customer adoption. This is a critically important role that directly impacts the success of goTenna.
What You'll Do:
- Inbound Lead and Opportunity Management:
- Qualify Inbound RFI’s via discovery to determine if goTenna solutions are a fit for the customer and then move them through a formal sales process to procurement. These opportunities can close within days or might need to be developed over months. The successful BDA is a process-oriented sales professional who can build rapport, educate and move to procurement from their workstation rather than an in-person environment
- Collaborate with Growth and Sales Leads on the Development of Larger Opportunities:
- Supports and communicates with prospects, customers, partners and other stakeholders on larger opportunities lead by goTenna Growth Leads
- Growth/Sales Support and Cross Department Collaboration:
- Build Quotes, Complete Market Research and Outreach, Process Orders for Purchase
- Cross Department Collaboration:
- Collaborates with Customer Experience, Logistics, Finance, Product and Marketing on customer and Growth Department Requirements
- Post Sales Follow Up and Outbound Campaigns:
- Follow up with after sales support for all follow-on needs and lead outreach campaigns for new markets as required
Required Experience:
- 3+ years of Inside Sales or Account Management within Government Solutions Sales – Preferably Defense Tech
- Experience owning customer relationships and leveraging those relationships to expand the business
- Demonstrated knowledge of business development processes, marketing, preparing quotes or proposals, and negotiations
- Ability to learn and present goTenna’s technical products and solutions within 45 days of onboarding
- Strong ability to interpret and analyze data, translating it into business strategy and development messaging
- Excellent verbal and written communication and presentation skills
- Manages multiple and competing priorities quickly and efficiently
- Collaborates with external/internal cross-functional teams
- Experience using Salesforce or similar CRM
Preferred Experience:
- Previous sales or work experience with the U.S. Government Defense, Intelligence, and/or Homeland Security communities
- Understanding of government contracts, defense procurement, and relevant purchasing methods desire
- Technical understanding of RF/Communications equipment
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
Skills Required
- 3+ years of inside sales or account management experience within government solutions sales, preferably defense technology
- Experience owning customer relationships and expanding business through those relationships
- Knowledge of business development processes, marketing, quote or proposal preparation, and negotiations
- Ability to learn and present technical products and solutions within 45 days of onboarding
- Ability to interpret and analyze data and translate it into business strategy and messaging
- Excellent verbal, written communication, and presentation skills
- Ability to manage multiple competing priorities efficiently
- Experience collaborating with external and internal cross-functional teams
- Experience using Salesforce or a similar CRM
- Previous sales or work experience with U.S. government defense, intelligence, or homeland security communities
- Understanding of government contracts, defense procurement, and relevant purchasing methods
- Technical understanding of RF and communications equipment
What We Do
goTenna is the world's leading mobile mesh networking company and provider of off-grid connectivity solutions for smartphones and other devices. In global markets ranging from the public sector to enterprise and IoT, goTenna's mesh networking protocol and paired devices and apps enable long-range connectivity even without cell, wifi, or satellite.
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