Job Description
Director of Federal Sales
Boingo simplifies complex wireless challenges to connect people, businesses, federal agencies and things. For 20 Years, Boingo has been leading the way, pioneering first after first. No matter what wireless technology comes next, Boingo will be there.
The Director of Federal Sales (Individual Contributor Role) will grow Boingo’s portfolio of products (DAS, Wi-Fi, Private Networks) with a particular focus on DAS. Boingo is the leading indoor wireless solution provider - focused on acquiring and retaining Federal accounts with multi-year contracts. The Director of Sales’ primary objective is the expansion of Boingo’s footprint by securing contracts ranging in value from $1M to $10M+ with Federal assigned accounts. The indoor wireless business has experienced significant growth as more and more mobile data is consumed inside of Federal Office Buildings, Military Base Hospitals, Training Centers for our Military, Corporate Headquarters for Federal Agencies, Countless Buildings on Army, Airforce, Marine and Navy Bases. Boingo is experiencing strong demand for our services, but the market is dynamic and incredibly competitive; adaptability, agility, and speed to market are essential.
Responsibilities
- Deliver results against assigned sales quotas selling wireless infrastructure within Federal assigned accounts
- As the owner of the Account, identify and qualify opportunities by understanding, Economic Benefit to the customer, Know the Decision Makers with budget authority, Decision Criteria-how they will evaluate our proposal, Decision Process-customer internal steps to award a deal, Paper Process-how they will contract and their internal process to do so. Understand the customers Pain Points or Challenges that your solution will solve for, Create Customer Champions-advocates for you and Boingo’s solution, Understand your competition and how to position against for the Win.
- Implement sales forecasting and pipeline management
- Identify, contact and qualify prospects through research, calling, email, and face to face meetings, networking and trade events, existing account relationships
- Be a Great Teammate and help us Grow our Federal Business
Requirements
- Live in the DC Metro Area, Virginia, Maryland
- 10+ years of experience in complex, solution selling environment, with proven record in signing large deals within the Federal space
- Understanding of Government budgets and sales cycles based on Federal funding cycles
- Sound understanding of Federal contracts and their internal processes
- Ability to negotiate and execute contracts by leveraging cross-functional resources
- Experience leading the RFP response effort in complex Federal organizations – marshalling information and expertise needed to produce-winning proposals.
- 1-2 years’ experience selling DAS Wireless network solutions is a plus
- Proven track record of closing large deals (>$1M-$10M+) and regularly meeting or exceeding annual quotas
- Willingness to travel based on customer need, estimated 20%
Meet Boingo – named among the Best Places to Work!
Boingo Wireless simplifies complex wireless challenges to connect people, business and things. Our vast footprint of Wi-Fi and cellular networks reaches more than a billion consumers annually. From airports and stadiums to military bases, Boingo helps folks stay connected to the people and things they love.
Our team is creative, collaborative, and on the leading edge of technology. There is no doubt the “secret sauce” to Boingo’s success is our incredible team and culture. We take pride in having fun and building awesome products.
We offer a generous package of benefits and perks, including health, dental, vision, a bonus plan, 401(k) match, gym & phone reimbursement programs, tuition reimbursement – and more! The starting pay range for this position is $150,000 to $188,000 per year. The pay actually offered will take into account internal equity and may vary depending on the candidate’s geographic region, job-related knowledge and experience, among other factors. Boingo also offers an annual bonus plan as part of the compensation package, as well as a full range of medical, dental, vision, financial, and other benefits. We have a great office space in the heart of the city, at Rockefeller Center.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, gender identity, sexual orientation, age, disability or veteran status.
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