Director Strategic Growth - Ground Mobility & Defense

About the role

At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society.

Responsibilities

• Prepare and deliver technical presentations explaining products or services to existing and prospective customers.
• Understand customer requirements and collaborate with ECR teams to offer tailored services to win customer projects and subscription business.
• Become a core client contact also during project execution.
• Prepare sales reports by collecting, analyzing, and summarizing sales information to include engineering and application trends.
• Possess deep working knowledge of the FAR and FedGov procurement processes.
• Prospect new potential customers to engage with through existing relationships as well as writing proposals to relevant projects.
• Meet and exceed sales targets related to revenue and strategic goals.
• Negotiate mutually beneficial agreements with Customers and Prospects.
• Build and maintain strong relationships with key stakeholders on client side and to other influencers / market players / Partners, to be on top of customer requirements and industry trends.
• Contribute to software product development by providing customer feedback and trends analysis to the product development team.
• Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options and courses of action, and implementing directives.
• Provide clarity on priorities, planning for growth, identifying critical opportunities for expansion, and developing actionable short mid and long term plans with achievable metric-based milestones.

Requirements

• Authorization to work in the United States is a precondition of employment. ECR will not consider candidates who require sponsorship for a work-authorized visa.
• 10 years of US DoD Capture and BD experience in sales of engineering services or software products.
• Deep working knowledge of the FAR and FedGov procurement processes.
• Existing business network connections in the US Army at Aberdeen Proving Ground, the Maneuvers Center of Excellence, Picatinny Arsenal, Huntsville and other key Army ground mobility posts.
• Autonomous Vehicle industry experience.
• Background in forming defined product requirements derived from customer discovery.
• Familiarity with common sales tools to research opportunities, manage prospective clients, and conduct competitive analysis.
• Experience with Export Controlled projects and ITAR policies.
• Familiarity with safety standards such as UL4600, MIL-STD-882E.
• Current security clearance.
• Have personally led the close of contracts over $5M in TCV.

Qualifications

• Strong ability to create relationships with Customers, Partners, Stakeholders.
• Strong in-person and remote presentation skills.
• Ability to relay technical information to non-technical customers.
• Experience in developing value propositions for emerging technologies.
• Empathy for customer pain points and the entrepreneurial mindset to swiftly identify and implement creative solutions to resolve these pain points.
• Bachelor’s or higher Degree in a technical or business-related field or equivalent experience.
• Experience leading and maintaining trust in a fast-growing startup.
• Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups.
• Smart, helpful, friendly, and effective communication style.
• Occasional travel to engage with clients, prospects, and to attend conferences.

Benefits

• Medical
• Dental
• Vision
• Life Insurance
• Short-Term Disability
• Long-Term Disability
• 401(k) match
• Flexible Spending Accounts
• Parental Leave
• Paid time off
• Holidays

Washington state applicants only:

• Full-time employees accrue at least 13 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons;
• Receive at least 96 hours for holidays.

Equal Opportunity Employer

We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees’ talents and supports an environment that is inclusive and respectful.