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Director Sales & Marketing

Posted: July 26th, 2022
Location: Melbourne, FL or potential remote


Melbourne, Florida, 32901

Modus Operandi is seeking an experienced, dynamic sales & marketing leader to join our growing organization. In this position, you will fill the lead role in driving the sales growth of our organization by planning, managing, monitoring, and improving all aspects of our sales and marketing activities.

 You will be responsible for driving top line revenue and profit margin growth, focusing on new customer acquisition to include penetration of new markets. You will have overall authority for decisions relating to target markets, marketing strategy and messaging, sales strategies and all aspects of the execution of our sales and marketing activities.

 Over the past 35 years, Modus Operandi has provided its customers with innovative solutions for data management, data correlation and fusion, workflow, human-computer interface, cognitive computing, contextual pattern recognition, and machine learning analytics.  Our newest innovative solution combines these advances into our flagship software product Movia™. Movia delivers smarter decisions by mapping decisions to data, transforming data to living intelligence and optimizing the collaboration of human analysts and machine analytics. Our current primary markets are US DoD and Federal government sectors. We typically support customer mission environments that are characterized by large volumes of data from multiple sources, in a myriad of formats, and representing several types of intelligence. Modus Operandi serves as a prime contractor, subcontractor or team member for major contracts supporting DoD. In addition to growth with our existing customer base we plan to expand our target markets to include other government agencies and the commercial sector.

 Opportunity

 As the Director, Sales & Marketing, you will:

  • Drive top line revenue growth and increase profit margins
  • Develop recurring revenue streams around product sales / SAAS
  • Work closely with customers and prospects to understand and meet their needs
  • Research and validate target markets
  • Establish and resource marketing plans, including ensuring a compelling, up-to-date web/social media presence
  • Serve as the sales manager, spanning all aspects of:
    • Defining and overseeing a high tempo sales process with visible metrics
    • Sales planning and execution, including setting and achieving individual and team member targets for sales activity, pipeline health, and orders closed
    • Maintaining customer account information and keeping current all internal sales-related reports and KPIs
  • Lead capture management, including all aspects of the proposal process
  • Maintain the product pipeline and provide sales leadership within the company
  • Develop and implement methods, procedures, and metrics for monitoring sales and marketing performance and providing visibility to company leadership
  • Make clear, data-driven decisions, to ensure peak ROI on our sales and marketing investments and follow up to ensure decisions are appropriately acted upon.
  • Collaborate with peer PM and Engineering Directors, acting as voice of the customer

 Experience and Education Requirements

    Basic Qualifications

  • 15+ years of sales and marketing leadership experience, including US defense contracting, and/or commercial customer domains
  • Proven experience creating and maintaining a fast-paced software sales or technical environment and leading a team to achieve pipeline and order goals
  • Excellent written and oral communications and presentation skills
  • Experience with salesforce.com
  • Strong proposal writing skills
  • Ability and willingness to travel
  • Ability to obtain a DoD Secret Security clearance is required

    Preferred Qualifications

  • Master degree
  • Formal sales training and/or certifications
  • Former senior military or civilian experience
  • Training and/or certifications in Defense System Acquisition Management (DoD Directive 5000.01 and DoD Instruction 5000.02) and/or the Joint Capabilities Implementation and Development System (JCIDS)
  • Basic understanding of Agile software development methodologies such as Scrum and Kanban
  • An active clearance issued/renewed within past 5-6 years is preferred

 Compensation

  •  Competitive salary with success-based bonuses
  • Enviable insurance, 401K and other benefits

Employment Application

Military

Your responses to the following question(s) related to Military Service is entirely voluntary, confidential, and will not be used in any employment decision. Your decision not to respond will not in any way affect your opportunity for employment.

Diversity

Your submission of the following information is optional and voluntary. This information will not be used for employment decisions. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protested veteran status, or any other characteristic protected by law.

Disabilities

Because we do business with the goverment, we must reach out to hire and provide an equal opportunity to qualified people disabilities. You are considered an individual with a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such impairment or medical condition.

Protected Veterans

Our company is a Government contactor subject to the Vietnam Era Veterans' readjustment Assistance Act of 1974, as amended by the jobs for Veterans Act of 2002, 38 U.S.C. 4212 (VEVRAA), which requires Government contractors to take affirmative action to employ and advance in employment: (1) disabled veterans, (2) recently separated veterans, (3) active duty wartime or campaign badge veterans, and (4) Armed Forces service medal veterans.

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