Territory Sales Executive

This is a fully remote position, open to applicants in Alabama, +3 more states.

📋 Description

• Take charge of and implement a growth strategy for the assigned territory aimed at attracting new customers and enhancing Beacon's market footprint.

• Identify, prospect, qualify, and cultivate new business opportunities through outbound sales efforts, networking, referrals, industry events, and strategic account targeting.

• Establish and manage a robust sales pipeline that meets and surpasses quota targets.

• Foster relationships with stakeholders in executive, engineering, procurement, operations, and program leadership roles.

• Oversee the complete sales process from prospecting and discovery phases to proposal creation, negotiation, and contract finalization.

• Develop and implement territory and account penetration strategies that generate measurable revenue growth.

• Identify customer business challenges and align Beacon's solutions to provide significant business value.

• Pursue competitive displacement opportunities and establish Beacon as a preferred strategic partner.

• Collaborate with engineering, product management, program management, and operations teams during customer engagement and onboarding processes.

• Forecast potential opportunities, revenue, and pipeline activities using the CRM system.

• Stay informed about industry trends, competitive offerings, customer initiatives, and emerging market prospects.

• Meet or exceed bookings, revenue, gross margin, and strategic growth goals.

• Represent Beacon at industry events, trade shows, customer meetings, and networking activities.

• Regularly travel within the designated territory to establish customer relationships and promote business growth.

• Uphold Beacon's core values, maintain professional behavior and attendance, work safely, complete required training, and carry out other assigned tasks.

⛳️ Requirements

• 5+ years of proven B2B sales experience in selling embedded computing, electronic systems, hardware, or technology solutions within the Aerospace & Defense sector.

• Bachelor's degree in Engineering or a related field, along with relevant technical skills and experience.

• Demonstrated success in territory expansion, account development, and consistently meeting or exceeding sales targets.

• Strong hunting mentality with experience in prospecting, qualifying, and closing complex sales opportunities.

• Proven ability to build executive-level customer relationships and influence key decision-makers.

• Strong business acumen to identify customer pain points and create compelling value propositions.

• Experience managing intricate sales cycles that involve multiple stakeholders and technical assessments.

• Excellent negotiation, presentation, and communication skills.

• Strong organizational skills with effective pipeline management capabilities.

• Ability to work autonomously while collaborating efficiently across functional teams.

• Proficient in CRM systems and Microsoft Office applications.

• Must reside near a major metropolitan area.

• Must be located in the Southeastern U.S. (Alabama, Georgia, Florida, Carolinas).

• Preferred: experience selling to Tier 1 OEMs, government entities, and aerospace or defense manufacturers.

• Preferred: familiarity with government, aerospace, and defense procurement processes.

• Preferred: proven success in opening and expanding new territories.

• Preferred: formal sales management training (e.g., Sandler, Challenger, MEDDIC).

• Willingness to travel up to 50%.

• Candidate must qualify as a “US Person” under ITAR/EAR regulations.

• Ability to work from Monday to Friday, 8 am–5 pm, with occasional overtime beyond 40 hours per week.

🏝️ Benefits

• Various options for medical and dental insurance.

• Paid life insurance and disability coverage.

• 401k plan with matching contributions.

• 128 hours of annual paid time off to start.

• Paid holidays.

• Flexible working hours.

• Opportunity to work for a company whose products contribute to saving lives.