Job Description: Business Development Associate – DoD Markets

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, wifi, 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 Business Development Associate position is an exciting opportunity to join a mission-focused company during a time of increased adoption and growth. The role is both customer-facing and internally focused. You will be advising and closing inbound leads and customers to help them solve their most critical communication challenges. You will also be working with sales management to identify and develop strategies that support new or existing opportunities. This is a critically important role that directly impacts the success of goTenna. While we are looking for an Associate with DOD experience this person will work across all goTenna customer channels.

How you spend your time:

• Owns the management of new opportunities: researches and analyzes inbound and targeted prospects, and compiles and prepares all necessary information to build the business case for clients.
• Works independently and contributes to internal and external partners on creating new opportunities
• Account management with existing customers and contributes to generating new business.
• Works interoperability with other internal teams to support initiatives, as needed.
• Educates leadership about client responses and maintains updates, project information in CRM database
• Contribute to business development and technology innovations as it relates
• Strategize on new concepts for outreach campaigns for new prospects and new territories
• Support in the development of existing and future processes.
• Stay updated on technology and customer behaviors

Primary Responsibilities:

• Manages the coordination of in-bound responses (RFPs, RFIs, RFQs and similar)
• Determines status of assigned opportunities and works with Market Managers and Sales Team for additional opportunities.
• Ensure accurate and timely order delivery of goTenna products and services.
• Manages the coordination of inbound responses (RFPs, RFIs, RFQs and similar). Qualify and move them into and through a sales process either as the sales lead or as part of a sales support team.
• Determines status of assigned opportunities and works with Market Managers and Sales Team for additional opportunities.
• Present demos of goTenna’s solutions and educates customers and prospects as needed (virtually and off-site as needed)
• Manages CRM Platform and is expected to create and develop processes and procedures to streamline systems for the organization.
• Ensure accurate and timely order delivery of goTenna products and services.
• Develop a strong understanding of goTenna’s customer's territories and areas for targeted growth
• Travel (<5%)

Required Experience:

• Minimum of 3 years previous Inside Sales, Sales, or Business Development experience
• Experience with U.S. Government Defense Customers
• You have demonstrated knowledge of business development processes, marketing, preparing quotes or proposals, and negotiations.
• Experience owning customer relationships and leveraging those relationships to expand the business.
• Excellent verbal and written communication and presentation skills.
• Experience using Salesforce or similar CRM.
• Manages multiple and competing priorities quickly and efficiently.
• Works within external/internal cross-functional teams.
• Works collaboratively in a team environment with a spirit of cooperation and as a relationship builder.
• Independent thinker who can evaluate multiple situations and make sound decisions.
• Strong ability to interpret and analyze data, translating it into business strategy and development messaging. Ability to apply common sense understanding to carry out instructions furnished in written, oral or diagram form.
• Prior experience acting independently and using discretion and good judgment
• Bachelor’s Degree or equivalent experience

Preferred Experience:

• Previous experience with the U.S. Government Defense, Intelligence, and/or Homeland Security communities.
• Prior experience in either Inside or Outside Sales with a DOD OEM or Contract Vendor is highly desired
• Experience Managing a CRM platform
• Understanding of government contracts, defense procurement, and relevant purchasing methods desired
• Demonstrated knowledge of business development processes, marketing, preparing quotes or proposals, and negotiations.
• Technical understanding of RF/Communications equipment.
• Experience conducting product analysis using market research techniques and a solid technical understanding of customer needs and requirements
• Prior experience acting independently and using discretion and good judgment

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