Position Summary
McQ Inc. is seeking an experienced Defense Sales Representative to develop and close sales opportunities with Department of Defense, federal government, prime contractor, systems integrator, law enforcement, and national security customers.
This position is focused on selling McQ products and developing complete customer solutions using our catalog of unattended ground sensors, surveillance systems, communications equipment, software, and related technologies. The successful candidate will work directly with customers to understand their missions and operational requirements, configure appropriate solutions, conduct demonstrations, prepare proposals, and manage opportunities through contract award.
The ideal candidate will have established experience selling technical products or integrated solutions within the defense and federal markets and must be capable of engaging both operational and technical customer audiences.
Responsibilities
- Identify, develop, and close sales opportunities with Department of Defense, federal government, prime contractor, systems integrator, law enforcement, and related national security customers, driving customer engagement and product sales.
- Engage customers to understand their missions, operational requirements, technical needs, acquisition strategies, funding, and procurement timelines, and align McQ solutions to meet those needs.
- Develop complete customer solutions using McQ’s product catalog, including sensors, communications equipment, software, accessories, training, and support services, ensuring technical and operational fit.
- Conduct product briefings, demonstrations, field evaluations, trade-show presentations, and customer meetings to support solution development and advance sales opportunities.
- Prepare quotations, proposals, system configurations, rough-order-of-magnitude estimates, presentations, and responses to customer requirements and solicitations, supporting pricing strategies and contract pursuits.
- Manage opportunities through the full sales cycle, including qualification, pipeline development, forecasting, proposal submission, negotiation, award, and post-award handoff.
- Maintain accurate customer, opportunity, pipeline, forecast, and activity information in the company’s CRM system to support opportunity and pipeline management.
- Coordinate with engineering, contracts, operations, finance, and company leadership to support technical analysis, integration, customization, pricing, contract requirements, and delivery execution.
- Develop and maintain relationships with end users, program offices, contracting personnel, prime contractors, systems integrators, resellers, and strategic partners to expand market presence and partner networks.
- Represent McQ at customer sites, military exercises, industry events, trade shows, demonstrations, and other business-development activities to drive market awareness and partner engagement.
- Provide market, customer, and competitive feedback to company leadership and product-development teams to inform strategy and product direction.
- Ensure customer commitments, technical representations, pricing, and delivery expectations are accurate, compliant, and internally approved.
Required Qualifications
- Minimum of five years of successful sales or business development experience in the defense, aerospace, federal government, intelligence, homeland security, law enforcement, or national security market.
- Demonstrated experience selling technical products, systems, or integrated solutions to the U.S. Department of Defense, federal agencies, prime contractors, or systems integrators.
- Proven ability to manage complex government sales opportunities from initial customer engagement and requirements discovery through product configuration, demonstration, proposal, negotiation, and contract award.
- Ability to understand customer missions and operational requirements and develop technically credible solutions using an established product catalog.
- Working knowledge of Department of Defense acquisition, procurement, contracting, and funding processes.
- Experience reviewing and responding to requests for information, requests for quotation, solicitations, statements of work, and technical requirements.
- Ability to communicate product capabilities, limitations, and technical concepts to military end users, engineers, acquisition professionals, contracting personnel, and executive decision-makers.
- Experience developing quotations, proposals, system configurations, rough-order-of-magnitude estimates, technical responses, and customer presentations.
- Strong opportunity-management skills, including prospecting, account development, opportunity qualification, pipeline management, forecasting, and CRM administration.
- Ability to coordinate effectively with engineering, contracts, operations, finance, and company leadership, including identifying when customer requirements require integration, customization, or non-recurring engineering.
- Strong written, verbal, presentation, organizational, and customer-relationship skills, with the ability to work independently and take ownership of assigned accounts and opportunities.
- Due to McQ’s position as a Defense Contractor, candidate must be a U.S. citizen and eligible to obtain and maintain a U.S. Government SECRET security clearance.
- Must possess a valid driver’s license and be willing and able to travel approximately 25–40%.
Preferred Qualifications
- Active U.S. Government SECRET or higher security clearance.
- Experience selling unattended ground sensors, surveillance systems, force-protection equipment, tactical communications, radar systems, command-and-control software, remote monitoring systems, or related defense technologies.
- Existing relationships within the Department of Defense, military commands, program offices, federal agencies, prime contractors, or systems integrators.
- Experience with tactical networking, TCP/IP communications, radio or satellite systems, TAK integration, common operating-picture software, or sensor-based surveillance architectures.
- Experience conducting product demonstrations, field evaluations, operational test events, military exercises, or customer training.
- Familiarity with government contract vehicles, Other Transaction Authority agreements, Commercial Solutions Openings, international channel partners, and applicable export-control requirements.
- Bachelor’s degree in business, engineering, technology, national security, defense studies, or a related field. Equivalent military and relevant professional experience will be considered.
Pay: $140,000.00 - $180,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Cell phone reimbursement
- Dental insurance
- Disability insurance
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Retirement plan
- Tuition reimbursement
Work Location: In person
