Sr. Director Business Development National Security & Resiliency

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6 days ago Requisition

Salary: $ Annually

The Organization:
Mass Challenge

The Role:
Sr. Director, Industry Alliances – National Security & Resiliency with focus on Defense, Dual-Use, and Energy Resiliency

Location: USA

Reports to:
Chief Growth Officer

Compensation:
Base: $100,000 | OTE: $200,000+

Mass Challenge is the global network for innovators who are working to solve massive challenges. We connect startups, experts, corporations, and communities to grow and transform businesses and economies. Our mission is to equip bold entrepreneurs to disrupt the status quo and create meaningful change. Our mission is BIG, and thus we are a team that gives 100% every day. Our MC values ensure we stay true to our mission and our core beliefs.

Mass Challenge is seeking a driven and experienced professional to further grow our National Security and Resiliency (S&R) Challenge Area.

Position Summary

This is a senior sales role with a builder’s mandate. The primary job is new revenue creation: sourcing, developing, and closing corporate and government partnerships within the national security and energy resilience sectors. The successful candidate is a driven leader who is highly creative, knows consultative selling techniques, and approaches their work with a builder mentality. You are not selling a product, you are building a world‑class practice with the Mass Challenge S&R Challenge Area Leader.

You are a highly‑experienced consultative seller with the ability to shape how Mass Challenge leads in the defense, dual‑use, and energy sectors – developing external presence and thought leadership that will help define how Mass Challenge will win in these sectors. You grow new revenue for Mass Challenge by sourcing and closing new corporate and government Partners.

Reporting to the Chief Growth Officer, you will be responsible for new revenue growth — securing new partnerships from target organizations that seek to leverage Mass Challenge’s unique capabilities to solve massive challenges through innovation. You will have a new revenue target and be expected to build your own prospect pipeline, develop those opportunities, and close new partnerships. You will work closely with the S&R Challenge Area Leader and all members of the S&R team, senior leadership, and outside experts to grow what is already a leading Challenge Area (practice).

You have significant earning potential, especially for out performance of revenue targets.

What Success Looks Like in This Role:

• You meet new revenue targets, but you are the type of person who pushes to exceed them
• You build a pipeline of new partnerships with defense primes/subs, energy companies, and government agencies especially within the DoW (and others who will benefit from MC’s expertise in this space)
• You have the creativity to build solutions for prospects that meet their innovation needs and align with
  
  MassChallenge’slong‑terms strategic direction & capabilities
• You have a significant visible external presence: speaking, publishing, convening, and being known in the national security and innovation ecosystem
• You are an active contributor to Mass Challenge symposiums, events, and networking opportunities.
• You help define, and continuously refine a coherent point of view on where Mass Challenge can win in these focus areas, and what our S&R Challenge Area will focus on in coming years (knowing where the industries are headed)

What You’ll Do

• Build and execute an effective sales strategy, from lead generation to close, in order to drive new revenue through multi‑year partnerships
• Develop and implement an annual sales plan, including projected budget and revenue forecasts, and target prospects
• Listen closely to the marketplace of existing & potential partners to understand trends and needs; craft relevant proposals and be considered a respected thought leader
• Become a highly visible and credible thought leader and known representative in the Security & Resiliency areas of focus…