Senior Defense Sales Executive

As the Senior Defense Sales Executive, you will represent a woman owned small business with significant momentum in AI, Digital Transformation, Extended Reality (XR), and Digital Twin professional services and software products. You have a solid relationship base with the US Navy and other DoD services with a proven track record closing Programs of Record and Enterprise software technology solutions in the range of $5M\-$200M. With 8 product patents for AI and XR, AVATAR has a solid past performance DoD portfolio that you will leverage into new opportunities and your existing relationships. This position will work collaboratively with and report directly to Executive Leadership. **Ideal candidate will be located near areas with a large DoD presence such as VA, DC, TX, Dayton, Orlando.** **Job Description** * Develop and implement an Enterprise Territory Business Plan to drive enterprise sales of software products and professional services to the USN, USAF, USN and DoD * Utilize your existing portfolio of relationships, partners and areas of expertise that will enable you to penetrate these industries or DoD services * Understand and analyze customer business problems, determine the best software and services that are applicable, articulate the solutions’ customer’s level of desire in solving those problems * Demonstrate software products and solutions to both technical users and leadership and articulate the technical and business applicability in the DoD/customer ecosystems * Attend events and conferences to network and establish new opportunities * Leverage virtual networking technology such as LinkedIn and other social media to establish new opportunities * Generate and develop new leads into prospects and customers, by identifying business needs and articulating how our solutions benefit the end user and enterprise * Assess GovWin and Partner opportunities to determine which are winnable, and work with government, partners and points of contact to help shape RFPs to apply to our software ecosystem * Develop Basis of Estimates (BOEs) and Proposals for complex technology including strategy, win themes, solutions, writing, schedules, staffing, pricing, past performance, resumes, and other proposal actions * Accurately report sales pipeline, including closure dates, risks, industry opportunities, and areas to develop the product and solutions, to executive leadership in CRM * Design marketing plan materials and sales presentations to prospects, customers and through events (such as webinars) to generate interest and maximize market share of the product portfolio * Mentor and manage marketing activities as needed * Develop and manage partner base to maximize opportunities within your channel * Consistently achieve quota **Requirements** * 8\+ years’ experience with USN/DoD business development or equivalent * Proven track record of shaping and winning **large technology\-based DoD Programs of Record / Multi\-Year Enterprise Solutions** * Consistent track record of achieving and exceeding quota * Knowledge of Shipley Capture process, with emphasis on shaping * Proactive communication and customer\-facing skills with thorough follow through in all aspects of the sales cycle * Aptitude to quickly learn, document, and converse about highly technical solutions and new technology * Experience with lead and pipeline activity in CRM such as Pipedrive, Salesforce * Track record consistently generating leads and new business in new emerging markets * SaaS \& Solution sales / consultative\-oriented sales experience in all aspects of the complex software sales cycles with large organizations selling to senior leadership * Extensive knowledge and experience with RFP, RFI, Task Orders, and other government solicitation documents * Track record of developing new partners, and ongoing management of channel partner sales * Disciplined management and report of entire sales pipeline * Strong communication, negotiation, and interpersonal skills * Positive, self\-motivated team player and creative, out\-of\-the box thinker * BA/BS degree or equivalent * Preferred: prior military experience **Benefits** * Competitive Salary * No Cap Commission * Healthcare Insurance (Health, Vision, \& Dental) * PTO/Sick Time * Life Insurance * 401K * Growth Opportunity **About Us** AVATAR Partners (www.avatarpartners.com) is a leading Digital Transformation software provider for Government and Industry with headquarters in Irvine, CA. We specialize in best\-in\-class immersive reality solutions that Simplify Complex Systems to increase the efficiency, safety, and effectiveness of equipment, systems, and processes. AVATAR Partners is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status. Job Type: Full\-time Salary: $130,000\.00 \- $150,000\.00 per year Benefits: Compensation package: * Commission pay Schedule: * Monday to Friday Job Type: Full\-time Pay: $130,000\.00 \- $150,000\.00 per year Benefits: * 401(k) * Dental insurance * Health insurance * Life insurance * Paid time off * Vision insurance Compensation Package: * Commission pay Application Question(s): * What Enterprise/Program of Record software or technology solutions have you sold? Please provide a description and/or website link(s) if available: * What is your target base salary range? * What is the best email and phone number to reach you at? * With which DoD/Government agencies and industries do you have the strongest direct relationships (not via a large prime)? * How many years of experience do you have in DoD and Government sales? Work Location: Remote