Sales Director - Military veterans preferred

Job Title:          Sales Director – West (CST)

Department:    Sales and Marketing

Revision Date: 6/30/2025

FLSA:                Exempt         

Location:          Western Half of the U.S. (Remote OK)           

Level:               G5

Rate of Pay:    $150,000 - $175,000 USD

ABOUT THE COMPANY:

Comtech Telecommunications Corp. (Nasdaq CMTL) delivers technologies that solve some of the toughest communication challenges. The Comtech Safety & Security Technologies (SST) business unit has been demonstrating its commitment to public safety for over 25 years. We deliver Next Gen Core Services, NG9-1-1, wireless Enhanced 9-1-1 (E9-1-1), Text to 9-1-1, VoIP & VoWiFi E9-1-1 and related emerging technologies to Public Safety agencies, state, and local jurisdictions, as well as commercial Service Providers.

Position Summary: 

As a Sales Director you will lead a team of Regional Sales Managers selling Call Handling Equipment (CHE) to drive revenue growth and expand market presence within the Public Safety sector. Your primary focus will be managing and mentoring your team to effectively sell Comtech’s advanced call handling solutions. These solutions are available in multiple deployment models, including traditional on-premises, hosted 911aaS, and a microservices-based, browser-accessible cloud platform.

Your leadership will guide the team in securing new bookings through multi-year state and local government contracts with extended sales cycles, emphasizing strategic account management, team collaboration, and cross-functional coordination to meet revenue objectives.

Responsibilities:

• Team Leadership and Development: Manage, mentor, and develop a team of Regional Sales Managers, fostering a high-performance culture rooted in accountability, continuous improvement, and adherence to best-in-class sales methodologies.
• Strategic Sales Oversight: Oversee the creation and execution of key account strategies, ensuring Regional Sales Managers cultivate long-term relationships with key accounts and shape customer requirements well in advance of purchasing cycles.
• Contract Negotiation: Guide the team in negotiating multi-year government contracts (e.g., 5-, 7-, and 10-year terms), ensuring alignment with customer needs and organizational goals.
• RFP Leadership: Collaborate with the proposals team to lead responses to Requests for Proposal (RFPs), ensuring strategic narratives align with customer value propositions and are driven by Regional Sales Managers.
• Market Analysis: Analyze market trends, competitive landscapes, and customer feedback to identify growth opportunities and inform innovative sales strategies.
• Pipeline Management: Ensure robust sales pipeline management, accurate forecasting, and consistent deal closure to meet or exceed sales targets.
• CRM and Reporting: Maintain accurate and up-to-date CRM records, supporting data-driven decision-making and transparency across the team.
• Financial Support: Assist finance with invoicing and payment processes to ensure smooth operations.
• Solution Customization: Oversee the adaptation of current solutions to meet specific customer use cases and business requirements.
• Opportunity Identification: Monitor standards organizations and attend trade shows to uncover new sales opportunities, ensuring the team remains proactive in market engagement.
• Travel Requirements: This is a remote field-sales position based in the Western United States, with travel to customer sites as needed.

Requirements:

• Exceptional leadership, presentation, and interpersonal skills to effectively manage and inspire a team.
• Minimum of 5 years of experience selling to public safety agencies, with a proven track record of success.
• In-depth experience selling 9-1-1 call handling solutions and a comprehensive understanding of the 9-1-1 and public safety ecosystem.
• Familiarity with CAD, MAP, cloud-based platforms, or other PSAP-related solutions.
• Strong technical knowledge of the telecommunications industry, including Next Gen Core Services and NG9-1-1.
• Proficiency in MEDDICC, MEDDPICCR, or similar sales methodologies.
• Must reside in the Western United States.

Qualifications:

• Bachelor’s degree from an accredited university.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability protected veteran status or other characteristics protected by law.