Commercial Sales Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive new business expansion among commercial entities within the Defense Industrial Base that support, construct, supply, and equip the U.S. Federal Government and its allies.

• Develop, oversee, and report on a comprehensive sales pipeline across targeted DIB accounts.

• Manage the entire sales cycle from prospecting and qualifying to discovery, solution proposals, and securing new logos and business growth.

• Create and implement account and territory strategies aligned with TrekFed's DIB sub-vertical approach.

• Formulate strategic sales initiatives for target markets that correspond with TrekFed's AWS-exclusive, DIB-oriented positioning.

• Identify and pursue opportunities related to cloud and AI, and devise effective go-to-market strategies.

• Maintain precise pipeline data and forecasts and conduct regular business reviews in relation to revenue objectives.

• Establish and enhance relationships with AWS partner, account, and business development teams.

• Articulate how AWS funding programs such as MAP can support a prospect's business rationale.

• Collaborate with technical and delivery teams to shape proposals and ensure successful execution.

• Represent TrekFed at industry events, conferences, and DIB communities to enhance brand visibility and cultivate a pipeline.

• Craft tailored value propositions based on each prospect's mission and business motivations.

• Manage contract negotiations and liaise with TrekFed leadership and legal teams.

• Identify and seize opportunities for account expansion.

• Travel occasionally (<25%) to engage with prospects and customers, participate in conferences, and attend company events.

• Execute additional responsibilities as assigned.

⛳️ Requirements

• Over 5 years of experience in business development, sales, or partner/alliance management with a proven record of generating and closing new business pipelines.

• More than 3 years of experience selling cloud, technology consulting, or infrastructure technology solutions to commercial/industrial sectors and/or government entities.

• Proven experience in managing a sales pipeline and accurately forecasting against revenue goals.

• Demonstrated ability to cultivate relationships and sell at various levels within prospective organizations and partnerships, including engagement with executive stakeholders.

• Excellent verbal and written communication abilities, with the capacity to create and present a compelling, specific value proposition.

• Knowledge of AWS partner incentive programs such as the Migration Acceleration Program (MAP), or the ability to learn and apply partner incentives to sales strategies.

• Previous experience in sales targeting or involving drone/unmanned systems, shipbuilding, defense supply chains, materials, or federal software ISV markets.

• Familiarity with the Defense Industrial Base as a sector.

• Experience in selling cloud migration, modernization, or AI/agentic solutions.

• Experience collaborating with a technical delivery team to shape and finalize complex deals.

• Must be a U.S. Citizen.

• Capability to obtain and maintain a U.S. Security Clearance.

🏝️ Benefits

• Fully remote work environment.

• Occasional travel (<25%).

• Exposure to the AWS Partner ecosystem.

• Chance to collaborate with technical and delivery teams on cloud migration, modernization, and AI solutions.