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BBG Ventures

Army BDM



Posted on Tuesday, July 2, 2024

Job Description: US Army Business Development Manager

About goTenna

goTenna is advancing universal access to connectivity by building the world's most intelligent and scalable mobile mesh networks. goTenna 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. goTenna's drive to create resilient connectivity began during Hurricane Sandy in 2012, when approximately a third of cell towers and power stations in affected areas failed. goTenna's products are currently used by over 300 law enforcement, military, and public safety agencies worldwide. goTenna is backed by investors, including Union Square Ventures, Founders Fund, Lockheed Martin Ventures, Comcast Ventures, MentorTech Ventures, Walden Venture Capital, and ONE9.

About the Role

The US Army Business Development Manager (BDM) will be responsible for creating and executing a goTenna sales strategy that prioritizes Conventional Army forces. Simultaneously, the BDM will develop relationships, manage activities, and drive brand awareness throughout the Program Executive Offices (PEOs) and Program Managers (PMs) that support US Army procurement, acquisitions, testing, and fielding.

In this role, you’ll be responsible for developing and managing the relationship between goTenna and potential Army customers as well as industry partners by establishing and cultivating relationships with key individuals, understanding field communications challenges and top priorities, and being able to articulate how goTenna’s capabilities can address those issues. The emphasis on this role will be on enterprise sales by developing relationships throughout the organization to create a mutually beneficial partnership.

You will leverage the suite of goTenna products, services, and roadmap to drive engagements and product awareness with soldiers, expeditionary, headquarters and support elements. You will build on goTenna’s success with the Army to engage prospects and create new product opportunities while also being a thought leader and engaging customers on the goTenna development vision and company’s future direction. Selling current capabilities, identifying new development opportunities, and ability to simultaneously hunt while strategically positioning enterprise BD opportunities are essential skills for success in this role. Direct experience with DLA/TLS procurement a plus.

  • This position requires travel to field locations — you should expect to be on the road 30-50% of the time.
  • This role reports to the VP of DoD.
  • This position is remote but will ideally be located on the East Coast.

Primary Responsibilities:

  • Develop and execute a strategy to identify the most promising Army opportunities that align with goTenna’s strategic revenue goals.
  • Articulate the Army organization, 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 goTenna capabilities within US Army entities.
  • Identify opportunities for business expansion and develop and manage relationships in Army markets that further sales and business development activity.
  • Lead and coordinate efforts to draft white papers and proposals to answer solicitations with support from the goTenna technical teams.
  • Identify customer capability gaps and be able to articulate to a variety of audiences - including end users, program managers, procurement officials, and senior policy makers - on how goTenna products and services will close capability gaps and make soldiers safer and more effective.
  • Understand all of goTenna’s current and future product lines and service offerings and be able to address their value to the customer. Be trained on goTenna equipment and capable of running demos for customers with little or no assistance.
  • Build and maintain relationships with relevant customer stakeholders, including soldier/support levels, unit and headquarter levels, and program office levels
  • Collaborate cross-functionally with other goTenna departments to provide feedback on customer requirements, opportunities for improvement, and provide input to improve goTenna’s ability to serve customers.
  • Be a team player: Never above you, never below you, always beside you.
  • Be a leader: BD leads the way. Our actions are the face of goTenna, and the expectation is excellence in all facets of your business.

Required Requirements:

  • 3+ years of relevant experience selling into the Conventional Army with a proven track record of hitting and exceeding sales goals is a requirement.
  • Familiarity with government procurement methods and procurement vehicles, such as but not limited to TLS, GSA, SBIR, OTAs, etc. is a requirement.
  • Uniformed, civilian, or contractor experience working in the US Army or in a directly related space is a requirement.
  • Experience using Salesforce or similar CRM to actively manage a portfolio of many accounts and associated opportunities is a requirement.
  • Strong leadership skills, excellent communication (presentation, written, and verbal), and relationship building skills are a requirement.

Preferred Experience:

  • Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations.
  • Understanding of tactical communications equipment & its competitive landscape.
  • Experience using similar or related tactical communications equipment in the field.
  • Experience conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements.
  • Experience leading and submitting proposals to US government customers.
  • Advanced management or executive training or experience.
  • An active security clearance or the ability to obtain one.
  • Bachelor’s degree or equivalent in a Business, Engineering, Defense, Homeland Security or

related field a plus.

ITAR: U.S. Citizen or Green Card Required

Placement at the appropriate job level (entry, senior, etc) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.

goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

goTenna Benefits:

  • Equity
  • 401(k) plan
  • Unlimited PTO
  • Parental Leave with Pay
  • Holiday pay (including December recess)
  • Medical, Dental, Vision and life insurance
  • Pre-tax benefits
  • Short- and Long-term disability plans
  • Professional Development Stipend