Regional Sales Manager - Federal

As a Regional Sales Manager at Echodyne, your primary responsibilities include identifying and qualifying new business opportunities in federal sales, developing an opportunity pipeline, and orchestrating solution implementations to ensure customer satisfaction. You'll maintain relationships with key decision-makers and lead competitive assessments to showcase the strengths of Echodyne's radar technology. Your role is crucial in driving revenue growth while consistently achieving or exceeding sales targets.

To apply for the Regional Sales Manager position at Echodyne, candidates should have a minimum of 5 years of full-cycle, complex field sales experience, including 2 years specifically in US federal government sales. A strong organizational skill set and excellent follow-up abilities are essential, along with technical acumen to articulate complex concepts. Additionally, a Bachelor’s degree in Engineering or a Science discipline is preferred, along with experience in government procurement processes.

Beneficial experience for the Regional Sales Manager position at Echodyne includes a successful track record of net-new business development within federal agencies, as well as experience selling hardware or physical security solutions. Familiarity with engaging value-added partners or integrators and knowledge of federal contracting regulations will also serve you well in achieving your sales goals.

The Regional Sales Manager role at Echodyne requires the ability to travel up to 50%. This travel may include visiting clients, conducting onsite demonstrations, and representing Echodyne at conferences or test sites. Your presence in these interactions will be key to establishing strong relationships and driving sales success.

Echodyne offers a comprehensive benefits package to its Regional Sales Managers, including a base salary of $130,000 - $150,000 plus commission, incentive stock options, excellent medical, dental, and vision coverage for employees and their families, unlimited vacation time, 12 paid sick days, and 9 paid holidays. Additional benefits include company-paid disability and life insurance, an employee assistance program, a 401k plan, and travel insurance.

When discussing your sales process for federal accounts, highlight your approach in identifying opportunities, qualification techniques, and how you move from initial engagement to the closing stage. Emphasize your strategic planning and collaboration with other departments to meet complex requirements of federal clients.

To maintain relationships with key decision-makers, focus on regular communication, understanding their needs, and proactively providing value through insights or updates. Share examples of successful long-term relationships you've built, demonstrating your commitment to their success.

Explain the specific strategies you utilize to surpass sales targets, such as leveraging data to create targeted marketing efforts, developing innovative proposals, and being persistent while handling objections. Discuss instances where your strategies led to notable outcomes.

Reflect on a specific challenging sales situation, outlining the context, your approach to resolving the issue, and the solution you implemented. Highlight your problem-solving skills, adaptability, and how you turned that situation into a positive outcome.

Discuss the tools, methodologies, or CRM systems you use to manage your pipeline effectively. Describe how you qualify leads, assess deal progress, and adjust forecasts based on market conditions and client interactions.

Share your passion for technology and the fulfillment you find in addressing client challenges with innovative solutions. Stress the impact of technology on improving efficiency, security, or operations in client organizations, and highlight your enthusiasm for being a part of that transformative process.

Discuss your understanding of Echodyne’s technology, including its patented metamaterials and how they contribute to a comprehensive, reliable solution for potential clients. Use specific examples of how you might convey this uniqueness to prospects and differentiate it from competitors.

Explain the process you use to conduct competitive assessments, such as analyzing strengths and weaknesses and understanding market positioning. Provide an example of how insights gained from competitive analyses have informed your sales approach and helped you position Echodyne favorably.

Outline the structure of the presentation, focusing on how you tailored it to the agency's specific needs and addressed key stakeholders' concerns. Discuss the preparation process, delivery techniques, and how you measured its success, leading to a successful partnership or deal.

Demonstrate your understanding of customer relationship management by discussing techniques that foster communication, regular check-ins, and feedback loops after closing a deal. Provide examples of how you've turned initial sales into long-term partnerships through support and value-added services.