Executive VP of Sales

2 months ago

Herndon, Virginia, United States Fairwinds Technologies Full time

About Us:

Fairwinds Technologies is a U.S. engineering, services, & products company specializing in Satellite Communications (SATCOM), Radio Frequency Transmission Systems, Network Design, Systems Integration, and Digital Signal Processing (DSP) technologies. We support Command, Control, Communications, and Computer (C4) systems used in austere military environments. We provide communications, networking, and information technology solutions for defense and civilian agencies around the world.

Executive Vice President of Sales

Fairwinds is looking for innovative sales professionals who can successfully lead and execute across multiple sales and business development disciplines as part of a small business environment. EVP of Sales is responsible for developing and executing Fairwinds Technologies' sales go to market business strategy. The EVP of Sales will work closely with the Chief Executive Officer (CEO) and other members of the executive team to identify and capitalize on new business opportunities, enter new markets, and drive growth. The EVP of Sales will also be responsible for developing and managing relationships with key partners and stakeholders.

The ideal candidate will have a proven track record in sales strategy development and execution, as well as experience in managing complex projects. They will be a creative thinker with excellent analytical and problem-solving skills. They must also be an effective communicator with the ability to build consensus and alignment among diverse stakeholders.

The EVP of Sales works closely with the CEO and other senior executives to ensure that the company's sales strategy is aligned with its business goals. The EVP of Sales also leads the marketing & sales teams to ensure that the company's products and services are positioned correctly in the marketplace and that they meet customer needs. The EVP may travel to meet with clients, partners, and other stakeholders. The EVP will lead and execute trade shows and conferences as part of the overall marketing strategy.

The EVP of Sales & Marketing is responsible for the company's areas of both tactical and strategic sales growth. The EVP of Sales works closely with the CEO to develop and implement the company's go-to market plan. The EVP of sales is also responsible for the financial performance of the company and for developing and executing the company's marketing strategy.

Location: APG, MD

Targeted Recruiting Area: Delaware, Maryland, Virginia, Pennsylvania, New Jersey, Washington DC.

Type: Remote or Hybrid - Aberdeen Proving Ground, MD (Travel is required 20%-50%)

Required Skills:

  • Lead and grow a sales team to serve our customers within the USA and its allies in the areas of Federal Defense & National Security focused areas of the Federal Government.
  • Develop clearly defined go-to-market initiatives with key Fairwinds sales, marketing and business unit leaders to achieve revenue goals. Define key milestones and progress tracking metrics & drive associated operating rigor to 'inspect what we expect'
  • Lead, organize, and manage executive-level strategic planning, sales programs, and operational cadence to drive operational excellence
  • Build strong relationships with executive leaders in both our customers and partners
  • Build, grow, and retain a high-performing sales team
  • Strong executive presence & track record of consistent quota attainment & over achievement
  • Self-motivated with a strong track record of forecasting potential challenge areas and taking initiative to address those areas before they become a company concern
  • Monitor changes in the external environment and make recommendations to the CEO on how to respond
  • Develop relationships with key stakeholders, including customers, partners, suppliers, and investors
  • Oversee the development of annual marketing plans and budgets
  • Lead the formulation of pricing strategy on large proposals
  • Develop inputs for new product development and market expansion to Chief Strategy Officer

Qualifications

  • Required Education: The minimum educational requirement is a Master's Degree with knowledge in areas such as finance, accounting, marketing, and management.
  • Extensive sales leadership experience recruiting and developing high performance teams selling into the Federal Defense & National Security areas of the Federal Government
  • Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment
  • Experience building and maintaining a strong operational cadence to drive predictability and stability in your business
  • Strong drive for results and ability to collaborate and influence in a "win as a team" environment
  • Strong people management skills with a passion for coaching and developing others to their highest potential
  • Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels within an organization.
  • Adaptable and flexible, able to work and thrive in a highly dynamic environment
  • A high degree of passion, energy, drive and willingness to travel 50% of the time
  • Significant general management and P&L experience
  • Ability to obtain a Secret Clearance (and potential for Top Secret/ Sensitive Compartmentalized Information clearance)

Additional Experience in these areas is a plus:

  • 20+ years in leadership roles, driving and implementing business capture and revenue growth
  • Proven track record of success working with the R&D & C5ISR communities of the Department of Defense and international allies
  • Proven track record of capturing and growing revenue through new product development, marketing, branding, and partnerships

Demonstrated leadership and BD responsibility for greater than $300 million in annual sales.

Position Type/Expected Hours of Work

This is a full time, exempt position.

Work Authorization/Security Clearance: Must be eligible to work in the US.

AAP/EEO Statement

Fairwinds Technologies, LLC is an Equal Opportunity Employer - M/F/Veteran/Disability/Sexual Orientation/Gender Identity

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