Business Development Manager

Work Type/Locations

Hybrid in either Jersey City, NJ / Clarksburg, MD / Fairfax, VA

go Tenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices, as well as augmenting traditional communications networks. This technology enables mobile, long-range connectivity without cell, Wi-Fi, or satellite connectivity. go Tenna's products are currently in use by law enforcement, military, and public safety agencies worldwide. go Tenna is a wholly owned subsidiary of Forterra, a leading provider of ground autonomy solutions for the US Department of Defense and other organizations.

• We are seeking a driven, ambitious Business Development Manager to lead go-to-market strategies and drive significant growth outcomes for go Tenna’s mesh network solutions. This role will be central to scaling go Tenna’s presence across DoW and other government agencies, growing existing and new engagements into enduring, impactful lines of business.
• The Business Development Manager will be responsible for creating and executing a go Tenna sales strategy that prioritizes DoW technology requirements. Simultaneously, the Business Development Manager will develop relationships, manage activities, and drive brand awareness throughout the DoW, Program Acquisition Executives, and other organizations that support procurement, acquisitions, testing, and fielding.
• Travel is required up to 30-50% of the time.

Primary Responsibilities:

• Develop and execute sales strategies: Work with cross-functional teams to identify the most promising opportunities, craft market strategies, and position go Tenna as a must-have capability for DoW programs. Provide feedback on customer requirements, opportunities for improvement, and input to improve go Tenna’s ability to serve customers.
• Drive growth outcomes: Be the Subject Matter Expert on DoW technology needs, structure, key personnel, and how to navigate them for success. Determine near term sales targets while also planning for long term strategic engagement and relationship management to achieve institutional adoption of go Tenna capabilities within defense entities.
• Expand go Tenna’s footprint: Identify enterprise opportunities for business expansion and develop and manage relationships in defense markets that achieve growth milestones while increasing sales and business development activity.
• Present and demonstrate solutions: Identify customer capability gaps and clearly articulate value to a variety of audiences - including end users, program managers, procurement officials, and senior policy makers - on how go Tenna products and services will close capability gaps and make airmen safer and more effective.
• Build credibility and partnerships: Build and maintain relationships with industry partners and customer stakeholders at all levels through consistent engagement, problem solving, and sales support. Be a thought leader who engages customers on go Tenna’s innovation, vision, and future direction.

• Uniformed, civilian, or contractor experience working with the Component Commands, Combatant Commands, Program Executive Offices, and other enterprise organizations within DoW.
• 5+ years of direct experience selling into defense agencies with a proven track record of hitting and exceeding sales goals.
• Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations;
  Experience drafting white papers, contributing to proposals, and familiarity with rapid acquisition pathways, such as AFWERX, SOFWERX, Naval
  
  X, AAL, SBIR/STTRs, and the Rapid Capabilities Office
• Deep understanding of the defense ecosystem.
• A strong sense of urgency and an ownership mentality, with the ability to solve complex problems and overcome roadblocks.
• Experience using Salesforce or similar CRM tools to actively manage a portfolio of many accounts and associated opportunities.
• Demonstrated ability to create and execute ambitious, holistic growth strategies within the DoW.
• Understanding of tactical communications equipment & its competitive landscape.
• Experience conducting and directing…