Digital Sales Director

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

📋 Description

• Drive ongoing digital revenue and meet designated ARR and digital sales objectives.

• Take full ownership of the sales cycle for software, SaaS, and cybersecurity solutions, including ELECTORA, iCMORE, Cloud Products & CRE, and cybersecurity offerings.

• Identify, qualify, and pursue digital opportunities within the existing customer base, new prospects, and tenders.

• Create and implement regional digital growth strategies.

• Collaborate with Key Account Managers and Market Sales Directors to enhance software attachment opportunities.

• Establish relationships with customer decision-makers, influencers, and executive stakeholders.

• Lead customer discussions focused on outcomes related to operational improvements, efficiency, compliance, and risk mitigation.

• Work alongside pre-sales engineers, solution architects, integration engineers, and digital subject matter experts on solutions, requirements, bids, and tenders.

• Assist in business case development, opportunity qualification, pricing strategies, contract negotiations, and recurring revenue enhancement.

• Maintain forecasting, pipeline management, and ARR reporting via CRM and governance protocols.

• Support bid approval processes through Smiths Detection’s DOA framework.

• Keep abreast of market trends, customer needs, competitive landscape, and emerging technologies.

• Prioritize strategic aviation accounts and extend digital solutions across Ports & Borders, Urban Security, and other target sectors.

• Develop digital sales methodologies, customer use cases, and best practices.

• Support the onboarding and training of future digital sales team members.

• Ensure that commercial activities adhere to company policies, ethical standards, regulations, and governance processes.

⛳️ Requirements

• Bachelor’s degree or equivalent experience in Business, Sales, Marketing, Technology, or a related discipline.

• Demonstrable B2B software/SaaS sales success, preferably in aviation, ports & borders, defense, or another regulated, critical-infrastructure field.

• Experience in selling software associated with hardware/equipment sales.

• Proven experience in selling software and digital solutions integrated with hardware or equipment.

• Familiarity with cybersecurity, cloud solutions, AI-enabled applications, or digital transformation initiatives.

• Previous involvement in government procurement and tender processes.

• Proficiency in CRM systems such as Salesforce.

• Capability to engage technical, commercial, and C-level stakeholders effectively.

• Excellent communication, presentation, and stakeholder management abilities.

• Strong negotiation and persuasion skills.

• Consultative, value-oriented, and outcome-driven sales methodology.

• Ability to articulate technical concepts into clear business value propositions.

• Strong analytical and strategic thought processes.

• Competent in planning, prioritizing, and managing the sales pipeline.

• Resilient, self-motivated, and accountable.

• Ability to work independently while fostering collaboration within global teams.

• Exceptional relationship-building and customer engagement skills.

• Comprehensive understanding of digital/IT technology, procurement processes, and industry regulations.

• Strong financial and commercial acumen, including expertise in business case development, ROI assessment, recurring revenue models, and value-based commercial discussions.

• Willingness to travel within the region.

🏝️ Benefits

• Comprehensive training and career advancement opportunities across the organization, both locally and globally.

• An inclusive workplace supported by strong leadership with an emphasis on safety and well-being.

• Flexible benefits catering to health, well-being, financial, and lifestyle needs for employees and their families.

• Competitive Business Profit Plan.

• Medical, dental, and vision insurance.

• 401(k) plan with company matching contributions.

• Paid time off.