Director of Federal Sales

2 weeks ago

Salt Lake City, United States Idaho Scientific Full time

Life is Short. Solve Hard Problems with Cool People. Idaho Scientific is the Goldilocks of the spirit and growth of a startup, with a financial footing and safety of a stable corporation. The perks of working at Idaho Scientific include all the benefits you’d expect from an employer who prioritizes a balanced human experience: Competitive Pay

Flexible Work Schedule

Health Benefits and Insurance

Retirement fund contributions

Profit Sharing

Generous Paid Time Off Policy

Solve the Problem, Not the Symptom. Idaho Scientific designs and deploys secure system solutions through novel CPU design, crypto cores, purpose-built system-on-a-chip architectures and hardened operating systems. Our solutions are the foundation for how military systems will remain safe and secure in the conflicts of the future. We need smart people like you to join us in solving hard problems that matter. Position Description The Director of Federal Sales is a key, senior-level full-time position, responsible for leading sales initiatives, driving strategic sales activities and fostering relationships with key stakeholders, with a primary focus on the Department of Defense and associated defense contractors. The position reports to company leadership but is expected to interact and support team members across the organization. Cyber security and hardware security is a growing field with huge upside – come join us as we work to protect our men and women in uniform as we enter into a new type of future military conflict. Idaho Scientific’s engineering team is a unique blend of some of the best subject matter experts in embedded and hardware security. The engineering team creates differentiated products that meet DoD program requirements. Products to sell are FPGA/ASIC security IP that is licensed for use in strategic and tactical military systems. These products are already in the market and being licensed to an existing customer base today. We are looking to expand with existing customers and grow into opportunities with new customers. Major new products will be coming to market within the next 12 months and the new product roadmap is robust and exciting. While the Director of Federal Sales is focused on licensing IP products, the Director will coordinate closely with the Business Development team, who are focused on capturing R&D funding. The Director will also coordinate closely with marketing to drive creation of sales documents and tools to clearly and effectively communicate the brand and value of Idaho Scientific. What You’ll Get to Do: Lead Sales for the Company

Be the primary external face and brand Ambassador of the Company

Direct line of regular communication with company leadership

Own the implementation and updates for the company product sales strategy

Competitive salary and incentive structure aligned with clear performance metrics

Identify and cultivate relationships with key decision-makers within the DoD, defense contractors and stakeholders within all tiers of the supply chain (microelectronics OEMs, board manufacturers, Tier 2 LRU/WRA integrators, Tier 1 platform Primes).

Drive the sales process from initial contact through contract negotiation and closing, ensuring a clean and simple customer experience.

Collaborate with cross-functional teams, including engineering, application engineers, product development and marketing to align sales tactics and strategies with product offerings and market needs

Monitor and analyze market trends, competitor activities, DoD Policy and Requirement updates and industry developments to identify new business opportunities and inform strategic planning

Work with the Sales Operations team prepare and present accurate sales reports, forecasts and performance analyses to senior management

Represent the company at industry events, trade shows and conferences to promote our solutions and expand our network

Required Qualifications & Experience US Citizenship

Bachelor’s Degree in Engineering, Business Management or related field

5+ years of experience in DoD sales

Proven track record of achieving sales targets within the defense sector

Strong understanding of the DoD procurement process, including compliant proposals/quotes and T&Cs to protect background IP

Ability to work independently and to lead a high-performing sales team

Excellent communications skills and the art of tactfully under-promising and overdelivering

Ability to learn basic technical concepts and accurately communicate them to a general audience

Ability to listen, ask clarifying questions and then know how to direct potential customers to the right Idaho Scientific resource for additional information

Ability to clearly capture complex technical concepts in writing and slides for both technical and general audiences

Demonstrated interpersonal skills across multi-functional and highly technical teams, ensuring cross-functional collaboration and integration

Customer service experience, including managing external customers/stakeholders

Familiarity with Microsoft Office products (Excel, SharePoint, Dynamics 365)

Willingness to travel up to 75% of the time, though normal is expected to be closer to 50%

Preferred Qualifications & Experience Active or ability to get a US Security Clearance

5+ years of experience in FPGA/ASIC IP sales

Existing relationships with potential Department of Defense and defense contractor customers

MBA or advanced degree

Location The preferred work location is at Idaho Scientific headquarters in Boise, Idaho or in Salt Lake City, Utah.

Will entertain remote work for the right candidate.

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