Job Description

Job Title: Sales Representative, Government & Defense

Department: Sales

Reports To: Director of Program Management

Location: Onsite-Hybrid

Salary Range: $80,000 - $110,000 + Commission

FLSA: Exempt

Featured Benefits: Medical, Dental, Vision, 401(k), FSA/HSA, Patent Incentives, Tuition Assistance, PTO, Life & Long-Term Disability Insurance, and more.

About Us:

Founded in 1997, Vuzix (NASDAQ: VUZI) is a growing, dynamic company that specializes in the design, manufacture and sale of smart glasses and augmented reality (AR) technologies and products for the enterprise and consumer markets. Company products include wearable displays and computing devices that offer a portable, high-quality viewing experience for applications in augmented reality, digital information, utility, and entertainment.

Position Summary:

The Sales Representative, Government & Defense will leverage existing relationships with military potential customers and interface directly with the existing Sales team. Utilize knowledge of Vuzix products and capabilities to understand and gather customer requirements, to prepare specifications and generate quotes. Partner with the internal technical and marketing teams to share insights from defense customers and to offer suggestions for product enhancements. Responsibilities will include planning and leading customer engagements, market assessments, strategy development, business case development, capture management, Direct Sell and bid and proposal budget management, CRM management, orders plans and development of 1-yr, 3-yr and 5-yr growth pipelines.

Essential Duties and Responsibilities:

• Develop and implement an Enterprise Territory Business Plan to drive enterprise sales of hardware products and professional services to the military.
• Utilize your existing portfolio of relationships, partners and areas of expertise that will enable you to penetrate these industries or defense services.
• Understand and analyze customer business problems, determine the best hardware and services that are applicable.
• Demonstrate products and solutions to both technical users and leadership and articulate the technical and business applicability in the defense/customer ecosystems.
• Attend events and conferences to network and establish new opportunities.
• Leverage virtual networking technology such as LinkedIn and other social media to establish new opportunities.
• Generate and develop new leads into prospects and customers, by identifying business needs and articulating how our solutions benefit the end user and enterprise.
• Assessing Partner opportunities to determine which are winnable, and working with government, partners and points of contact to help shape RFPs to apply to our solutions.
• Develop Basis of Estimates (BOEs) and Proposals for complex technology including strategy, win themes, solutions, writing, schedules, staffing, pricing, past performance, resumes, and other proposal actions.
• Accurately report sales pipeline, including closure dates, risks, industry opportunities, and areas to develop the product and solutions, to executive leadership in CRM.
• Design marketing plans materials and sales presentations to prospects, customers and through events (such as webinars) to generate interest and maximize market share of the product portfolio.
• Mentor and manage marketing activities as needed.
• Develop and manage partner base to maximize opportunities within your channel.
• Consistently achieve quota.
• Meet required ISO 9001:2015 standards and necessary training based on the relevant Quality Objectives.

Minimal Qualifications:

• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection.
• Expertise and prior experience in business development and pursuit capture processes, including opportunity qualification, preparing and leading gate reviews, capture plan development, win strategy, price-to-win, and proposal development is required.
• Expertise and prior experience with military and US Government acquisition processes and programs is required.
• Experienced in driving sales process and drive effective working relationships with Sales Operations
• Ability to build long term strategic and senior level relationships.
• Ability to adapt and work effectively within a rapidly changing and growing environment.
• Demonstrates strong business and financial acumen.
• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem.

Preferred Qualifications:

• Bachelor's degree (BA/BS) in Business Administration or equivalent work experience.
• 8+ years of experience with military business development or equivalent Sales Operations, Strategy and/or Sales Leadership role.
• Ability to lead through influence, working alongside organizational leadership (Sales, Operations, Product Management, and Executive Team).
• Proven track record of leading change management, building aligned tooling and developing methods to measure and systemize Sales KPIs for internal teams and customers.
• Expertise and prior experience in business development and pursuit capture processes, including opportunity qualification, preparing and leading gate reviews, capture plan development, win strategy, price-to-win, and proposal development is required.
• Experience with Sales technology tooling (Zoho).
• Prior military experience is a plus.

Supervisory Responsibilities: None.

Travel: Willing and able to travel up to 20%, Domestic travel.

Physical Demands: Frequently required to sit, speak, hear, see, and perform repetitive motion (data entry). Occasionally required to lift or carry (10 lb. minimum). Reasonable accommodations will be made if applicable.

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