Job description
JMA is restoring U.S. leadership in wireless technology at a critical time in the transition to 5G. It makes the world’s most advanced software-based 5G platform, designed, coded, and manufactured in Syracuse, NY at the only U.S.-owned 5G factory in the country.
Across its global tech centers, JMA makes 5G possible for organizations with the most critical connectivity demands in the world. JMA’s technology is ushering in a new era of connectivity for leading mobile carriers, the most iconic stadiums, major universities, leading healthcare centers, the busiest transit centers, and the U.S. Military.
5G is more than another G on your phone — it is a generational opportunity to change the way the world operates. Join the industry’s fastest growing technology company to shape that future today.
The key responsibility of the Vice President of Business Development, Federal Markets, is to position JMA solutions and services for private 5G wireless opportunities within the assigned account targets within the US Federal government. In this role, the successful candidate will engage multiple internal organizations within US Federal government customers and partners to deliver on key inputs to drive outcomes while working with central stakeholders across the JMA organization to prioritize, develop, and execute GTM plans with key partners. This Vice President of Business Development, Federal Markets is a vital participant in industry events like ACFEA, Potomac Officers Club, and others focused on Government customers and partners.
The successful candidate will navigate unchartered ground and lead business development efforts with cutting edge and relevant products and solutions from JMA Wireless. Forging executive level relationships with central stakeholders within their assigned accounts, collaborating internally with members of the Federal team and key individuals within the JMA family, and leaning on critical learnings from recent world events will guide the Vice President of Business Development to targeted areas of success and adjacent opportunities for JMA.
This is a key business leadership position inside an inspiring company and in an exciting territory, and through excellent execution of our efforts we will establish and execute a thought leadership agenda for JMA Wireless within the very important Federal market.
Key Work Areas include:
Executes a sales strategy and Go to Market (GTM) for sales to the US Government Department of Defense.
Coordination with the JMA Federal team for identification and closure of key opportunities
Take care of the overall sales cycle for opportunities, this is: identifies underlying opportunity, qualifies opportunity, gather internal approvals ‘Go-Decision’, Supports proposal synthesis process, proposal quality assurance, deliver proposal to customer, follow-up on proposal decision win/loss analysis.
Orchestrates all pre-sales and post-sales efforts around Federal sales. This includes, but is not limited to, defining and writing account plans, defining tactical roles and responsibilities to entire sales support teams, aligning and coordination of pre-sales activities, coordinate projects implementation tasks along with assigned PM, monitoring and following-up support organization activities for high severity and critical open cases and escalations, defining right moment for engagement of Ribbon executives in customer topics.
Keep forecasts and key Account Plans updated and relevant to current opportunities
Position Responsibilities:
- Identify, develop and close JMA sales opportunities with JMA partners and channels
- Engage senior levels and operational levels into the assigned account targets
- Work with JMA Leadership, key partners and consortiums to guide the US Federal budget process to include US Federal 5G programs and projects.
- Identify and drive key strategic and technical partnerships in conjunction with the JMA Channel and Partner VP and other JMA Federal personnel
- Engage US Federal government agencies directly through meetings and Industry Day participations among other methods
- Work closely with JMA Federal VP of Partners and Channels to identify and engage partners as needed or warranted that provide strategic involvement with relevant opportunities
- Work closely with JMA Federal Solutions VP to develop solutions oriented approach to customer account strategy that favor JMA private 5G wireless strengths and also highlight competitors weakness
- Drive meeting agendas with customers and partners, including presentation strategy and preparation
- Assist in RFI/RFP/RFX or other solicitation methods by determining response requirements and key messaging, including
- Establish sales funnel with at least 5 active leads
- Assist JMA Legal and JMA Federal Channel executive to execute strategic alliance agreements, NDA’s, partner contracts and Statements of Work with qualified Federal Systems Integrators and other relevant partners as needed
- Keep sales forecasts and key Account Plans updated and relevant
- Maintain engagement with existing and new JMA customers, work closely with assigned JMA Program Management and support services to ensure
- Identify, attend, and where applicable develop leadership roles in key US Federal organizations, memberships and consortiums where increased Federal customer engagement is possible, such as AFCEA, Potomac Officers Club and others
Required Skills & Experience:
- Bachelor’s degree in business or related technology field
- Minimum of 10 years related experience selling into federal market (strong preference on US Army)
- Experience selling 5G, telecommunications equipment, networking or IT related products to federal customers
- US Secret Clearance is optional, but desired
- Strong preference for candidate to be based remotely in the Washington DC Metro area
At JMA, our people are deeply committed to their work and we provide benefits to match. When you join JMA you have immediate access to everything you need. Whether you’re looking for employee discounts, financial, legal and/or childcare resources and support, we have you covered. We believe in providing comprehensive health and wellness coverage along with monetary rewards towards health goals, in addition to numerous company-provided personal protection benefits at no additional cost to you.
At JMA, we don’t just accept differences — we embrace them. JMA is proud to be an equal opportunity workplace. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristic.
