Digital Sales Manager

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

📋 Description

• Drive consistent digital revenue growth within the designated region through sales of software, SaaS, and cybersecurity solutions.

• Take ownership of annual recurring revenue and digital sales objectives, including acquiring new digital/SaaS revenue.

• Lead the comprehensive sales process for ELECTORA, iCMORE AI-driven algorithms, Cloud Products & CRE, and Cybersecurity solutions.

• Identify, qualify, and pursue prospects within the existing client base, new leads, and forthcoming tenders.

• Develop and implement digital growth strategies tailored to the region.

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

• Build and nurture relationships with key customer decision-makers, influencers, and executive stakeholders.

• Facilitate outcome-oriented discussions with customers focusing on operational enhancements, efficiency, compliance, and risk mitigation.

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

• Assist in developing business cases, qualifying opportunities, pricing, contract negotiations, and driving recurring-revenue growth.

• Maintain accurate forecasting, pipeline management, and ARR reporting through CRM systems.

• Provide inputs for bid approvals following Smiths Detection’s DOA process.

• Keep abreast of market trends, customer needs, competitor activities, and emerging technologies.

• Prioritize strategic aviation accounts and broaden digital solutions across Ports & Borders, Urban Security, and other targeted markets.

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

• Assist in onboarding and enabling future digital sales team members.

• Ensure all commercial activities adhere to company policies, ethical standards, regulations, and governance protocols.

⛳️ Requirements

• Bachelor’s degree or comparable experience in business, Sales, Marketing, Technology, or a related field.

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

• Experience in selling software alongside hardware/equipment sales is a significant advantage.

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

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

• Experience participating in government procurement and tender processes.

• Ability to engage with technical, commercial, and C-level stakeholders.

• Proficient in CRM tools such as Salesforce.

• Willingness to travel within the region.

• Strong negotiation and influence skills.

• Capability to translate technical concepts into clear business value propositions.

• Excellent analytical and strategic thinking abilities.

• Strong financial and commercial insight, including business-case development, ROI assessment, and recurring-revenue models.

• Understanding of Digital/IT technology, procurement processes, and industry regulations.

🏝️ Benefits

• Competitive Business Profit Plan.

• Comprehensive benefits package.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) plan with company match.

• Paid time off.

• Exceptional training opportunities.

• Career advancement opportunities both locally and globally.

• An inclusive workplace environment.

• Support for health and wellbeing.

• Financial and lifestyle assistance.

• Family support benefits.