Regional Sales Director IT Business Services – DoD

Butler Aerospace & Defense •

Shelton, Connecticut, United States

Position Type: Permanent

Job Description:
Pay Range: $120K-$165K Annual Salary

As a Sales Director for Butler America Aerospace, LLC, you will bring together deep industry solution knowledge in the Defense Sector to build trusted client relationships across the client CxO suite and procurement organizations for the various arms of the Federal Defense industry. This relationship driven role, requires long term investment with a focused set of clients to convert strategic direction in near term opportunities.

You will deeply engage with senior clients on relevant industry challenges and emerging trends. You will be seen as a leader within Butler and will contribute to the shaping of the Go-To-Market strategy and as a Sales Hunter you will build and execute a sales pipeline to drive a book of business for the Defense Industry.

We are seeking a high caliber individual with extensive Defense procurement experience to cover the breadth of responsibility outlined below

Essential Job Duties/Responsibilities:

Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement with focus on shaping complex, multi-tower deals based on proactive market screening, account targeting, and business analysis techniques for potential engagement.
Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or partner with HCLTech on these opportunities.
Will continue the client relationship beyond the end of the deal cycle in the long-term strategic nature of the role
Conceptualize and execute strong “win strategy” to convert new clients/deals and grow the client portfolio
Learn, know and bring the best of Butler and HCLTech to clients (offerings, use cases, etc.)
Develop pursuit strategy with Deal Maker or Specialty Seller (depending on deal complexity)
On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure
Collaborate with your teams across Butler and HCLTech (if required) and support colleagues in technology and product practices in closing qualified leads
Understand DoD and GOV contracting mechanism. Act as a deal leader to coordinate required contractual with HCLTech either as prime contractor, or subcontractor.
Drive client growth by developing extensive executive & senior management relationships in client organizations
Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion materials
Understand client requirement & act as primary client contact for all sales escalations

Required Skills/Abilities:

Proven industry expertise in the US Defense industry; recognized as an industry thought leader
Detailed understanding of US Defense procurement vehicles and processes.
Preferably, external eminence in relevant circles (e.g., industry board, certifications, networking group leader…)
Demonstrated ability to engage with CxO-level clients on their industry challenges & trends
Firm understanding of competitor’s tactics and capabilities for the requisite industries

Proven experience in CxO-level client relationships
Ability to navigate independently through client organizations to get to the key decision makers
Gravitas & personal brand to be truly heard by CxO level clients
Connected in their market: able to open doors from past relationships

Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements
Proven experience leading and shaping I/T industry solutions to solve client’s business problems: Infrastructure, Development and Back Office systems
Ability to lead and manage internal solutions teams to produce high quality proposals
Demonstrated high level of business acumen and leadership through P&L responsibility

Travel required:
Varies depending on deal pursuit activity. Expectation is 25-30 on average. Could be up to 100 for short time frames.

Required education and experience:

15+ years of experience selling effectively into DoD and other GOV entities.
Experience negotiating and managing contracts with the DoD and other GOV entities.
Deep understanding of IT business services, technologies & trends.

Additional eligibility requirements (if applicable):

Credible results in building and managing large IT services sales pipeline
Bold and entrepreneurial thinker: able to think outside the box and imagine / stretch to construct large opportunities
A strong consultative seller with significant experience in building senior relationships & partnerships

Benefits provided: 401K, medical, dental, and vision, sick time as applicable to state law
Butler America Aerospace, LLC. is proud to provide an equal opportunity workplace and be an affirmative action employer. Consider Butler because we are committed to hiring and retaining a diverse workforce. We recognize that we thrive on diversity and inclusion for the benefit of our employees, our customers, and the communities where we are located. Employment decisions are made without regard to race, color, religion, gender, national origin, ethnicity, veteran status, disability status, age, sexual orientation, gender identity, gender expression, marital status, mental or physical disability or any other legally protected status.

Applications accepted through June 21, 2024.

Job Ident #: 69206

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Regional Sales Director IT Business Services – DoD

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