Regional Sales Manager, US Navy/USMC
$300,000–$350,000 year
RemoteSan Diego, California, United States
Job Summary
Build and manage an account base across the Department of the Navy, defining strategic capture plans for major customers and programs. Develop multi-year programmatic opportunities by identifying funding sources and positioning early, while working with engineering and marketing to drive sell-through motion. Strengthen OEM relationships at the territory level and engage system integrators to create a cohesive sales approach. Provide timely forecast updates, oversee inside sales support, and execute plans to meet quarterly linearity and annual revenue goals. Maintain fluency in DoD cyber policy and technology trends while operating with a high degree of autonomy. This remote role requires candidates residing near key buying centers like San Diego or the National Capital Region, with regular travel to fleet concentration areas.
Required Qualifications
- US Citizen
- Willingness to permit a background check
- Active or prior DoD security clearance, or eligibility to obtain one (Secret or above preferred)
- Bachelor's degree or equivalent experience
- Reputation of operating with strong ethics and integrity
- Desire and ability to learn new COTS technologies
- Excellent presentation and written communication skills
- Strong time management and pipeline discipline
- Passion to hustle and have fun
- 5+ years of enterprise software, cybersecurity, or IT solution sales, with a majority of that time selling into the Department of the Navy (Navy and/or USMC)
- Demonstrated working knowledge of Navy and Marine Corps cyber and IT programs, the commands and program offices behind them, and where cyber modernization funding is currently landing across the Department of the Navy
- Working understanding of how DoW cyber capability actually gets bought: ATO and RMF processes, IL authorization levels and their impact on what can be deployed, and the difference between enterprise IT modernization dollars and program-of-record funding
- Familiarity with federal contract vehicles and purchasing paths relevant to the Navy and Marine Corps, including SEWP, DoD ESI, and Navy-specific BPAs and IDIQs
- Existing relationships with Navy and USMC customers, program offices, and the OEM field teams covering them
- Proven track record of quota attainment in a federal territory, with references who can speak to it
- Experience building pipeline from scratch in an underdeveloped territory, not only managing an established base or renewal stream
- Comfort with both long-cycle programmatic pursuits and in-year transactional business, and the judgment to know where to spend time
- Experience working alongside a Sales Engineer and dedicated inside support to run a territory
- Candidates must be within reasonable travel distance of their assigned customer set and willing to travel regularly to fleet concentration areas
Desired Qualifications
- Preference will be given to candidates residing near a Navy or Marine Corps cyber and IT buying center, including San Diego, the National Capital Region, Charleston SC, Quantico VA, or the Hampton Roads / Norfolk area
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