Commercial AI/IT Business Development

About DEFCON 

RESILIENCE IN THE FACE OF DISRUPTION. DEFCON AI is an insights company that leverages artificial intelligence, mathematical optimization, data analytics, and software engineering for resilient optimization of complex systems.
In today’s dynamically changing world, DEFCON AI’s technology aligns outcomes with operational goals, better decision making, and empowers customers to anticipate assess, and mitigate the impacts of disruptions.

About the Commercial AI/IT Business Development

The DEFCON AI, Business Development Manager is US remote, with the ability to travel 15% of the time.

The business development manager will assist the vice president of growth, and chief revenue officer with creating a sustainable commercial software business pipeline. The manager will execute business development strategies, perform total addressable market analysis, and research competitors and new opportunities across supply chain, logistics, transportation, government, and other markets.

Key summary of skills:

• Self starter with enterprise-level organization skills
• Leverage industry experience and opportunities for providing customer value through the application of advanced decision science solutions in developing a commercial software business pipeline
• Experience business development and software sales in one or more or the following key focus areas:
• Supply chain and inventory management, logistics, transportation, network operations, and/or adjacent markets.
• Decision support, artificial intelligence for decision-making, and data science.
• Developing leads with early adopters and pre-launch engagements.

What you will bring:

• Drive strategic alignment with some of our top tier and preferred ISV partners.
• Establish and maintain a joint GTM plan and execute against agreed upon metrics for market success in collaboration with Marketing.
• Act as primary relationship manager for all assigned partners. Ensure strong product and sales/marketing alignment with respective counterparts in the partner organization.
• Thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits.

Responsibilities 

• Daily, review business development websites and opportunities lists.
• Weekly, update business development call log and engagement plan.
• Monthly, work with VP of Growth and CRO to update client pursuit strategy and approach, facilitate monthly detailed pipeline reviews with Senior leadership.
• Support the establishment of applicable budgets and forecasts based on opportunity identification and market activity.
• Lead partner strategies and contract negotiations to include teaming agreements and price to win strategies.

Minimum Requirements:

• At least 8 years of experience in business development related to key markets and solutions identified above
• MBA highly desired as is a strong entrepreneurial spirit to seek out new opportunities and bring them to the company.
• Solution-driven technical acumen, demonstrated by understanding and driving technical solutions which suit customer strategy and acquisition plans.
• Must have led and won large competitive captures.

Benefits:  

• 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family.
• Paid maternity and paternity for 14 weeks at employees' normal pay.
• Unlimited PTO, with management approval.
• A fully remote, results-based work environment.
• Opportunities for professional development and continued learning.
• Occasional travel to our offices in Washington D.C or alternative locations to collaborate with your team in person.
• Optional 401K, FSA, and equity incentives available.

Salary Range: $125,000-$160,000. This represents the typical salary range for this position based on experience, skills, and other factors.