Careers

Analog Way is searching for a seasoned salesperson to fill the position of National Sales Manager – Government & Military. This new position will be responsible for establishing and strengthening Analog Way’s presence in the government and military sectors. The position reports directly to the President of the Americas. The location for this position is open for consideration.

The right candidate for National Sales Manager – Government & Military is expected to perform the below tasks, at minimum.
• Create yearly/quarterly strategic sales plans to meet revenue and profit targets. This shall include general prospectus, go-to-market strategy, cost/benefit analysis, product-to-market alignment, timeline to revenue, among other related tasks.
• Take complete ownership of sales process; lead generation, product positioning, sales opportunity evaluation, quote generation, deal closing and post-sales assistance.
• Manage relationships with all U.S. Department of Defense branches as well as Federal & state government agencies across the continental US territory
• Prepare and deliver technical presentations and equipment demonstrations with aim to provide technology and product education to prospective customers
• Work closely with AWs Regional Sales Managers across the nation in effort to leverage cross-relationships and multi-facet opportunities
• Assist product marketing on ongoing product development by proactively querying customers about competitors, top challenges, new opportunities, trends, etc. The salesperson is expected to consistently gather this information and submit to management in a timely manner when requested
• In collaboration with inside salesperson, the National Sales Manager is expected to assume responsibility and oversight in preparation and timely completion of RFIs, RFPs, RFQs, white papers, security and regulatory forms and other related documentation required to advance market penetration
• Labor to position AW technologies and products within consulting firms and design/build integrators specializing in DoD and government sectors
• Take ownership of customer problems to oversee definitive resolution and satisfactory closing
• Attend and/or host tradeshows, road shows, and other sales related events
• Participate in internal meetings as required by management

Minimum Requirements / Knowledge / Skills:

• Minimum 3-5 years government sales experience in a professional video product manufacturer or sales environment in any of the following sectors: pro-AV; broadcast; IT
• Proven track record of success in government sales from missionary work to significant growth
• Military clearance a plus
• Established relationships with US Army PEO and PM officers an absolute plus
• Knowledge of military acquisition and procurement processes a must
• Strong video engineering background a plus
• Self-motivated
• Must reside near major city within the continental US territory (MD or DC a plus)
• Proven sales closer
• Must be willing to travel 30% to 50% of the time (weekend travel is unusual)
• Articulate communicator
• Excellent presentation skills
• Excellent negotiation skills
• Professional demeanor
• Team player
• Ability to work autonomously without field supervision
• Creative, detailed oriented with excellent planning and organizational skill
• Disciplined and problem-solving demeanor with an appetite for challenges to continuously build knowledge
• Computer skills including MS Office and CRM Systems (i.e. Salesforce.com) are required
• Ability to frequently lift and/or move up to 75 pounds (product demo equipment)
• Valid driver’s license and personal credit in good standing

Minimum Education Requirements / Certification / Licensure:

• Bachelor’s Degree (employment experience will be considered in lieu of a degree)
• CTS certification a plus
 

Compensation:

• Compensation package is highly competitive and will be commensurate with experience.

Analog Way is searching for a highly motivated Inside Sales Assistant. The ideal candidate is not only self-motivated but also an energetic, team player that will provide a high level of professional assistance to the National Government & Military Sales Manager as well as a team of Regional Sales Managers across the Americas. This job requires the ability to multi-task and the capability to handle changing priorities under tight deadlines. Attention to detail is also essential for success in this position. The selected candidate will be operating from Analog Way’s American Headquarters (Buford, GA) and will report directly to the President of the Americas.

As part of his/her role, the Inside Sales Assistant is expected to perform—at minimum--all of the below tasks in a timely and professional manner.

• Provide assistance to the National Government & Military Sales Manager. Also, as a secondary function, assist and support 5-6 sales reps.
• In liaison with our global HQ team, complete all required government and military forms and documentation timely and accurately
• Distribute leads to the sales team
• Manage the GSA contract
• Under the direction of the sales team, directly engage customers and end-users to complete sales processes, follow-up with customer opportunities, finalize paperwork, assist in problem resolution or damage control, and other related sales and post-sales tasks
• Keep record of all customer interactions in the Salesforce CRM
• Assist sales team by creating quotes, change orders and other related material
• Learn Analog way products and technology
• Work closely with the administration team to ensure all processes comply with company policy
• Coordinate lunch-and-learns and roadshows in collaboration with the administration team
• Attend and/or participate in national and local trade shows, road shows, and other sales related events as required by management
• Work closely with product management and tech support teams to ensure customer satisfaction and assertive product feedback
• Participate in internal meetings as required by management

Minimum Requirements / Knowledge / Skills:

• Minimum 2-3 years’ experience in an inside sales assistance role, or similar sales role.
• Knowledge of government acquisition and procurement processes, a must
• Great written and verbal communication skills
• Articulate communicator
• Excellent presentation skills
• Professional demeanor
• Ability to work autonomously without supervision
• Highly detail oriented with planning and organizational skill
• Disciplined and problem-solving demeanor with an appetite for challenges to
continuously build knowledge
• Computer skills including MS Office and CRM Systems (i.e. Salesforce.com) is required
• Knowledge of Salesforce / Office / Docusign helpful
• Ability to sporadically lift and/or move up to 75 pounds
• Valid driver’s license and personal credit in good standing

Minimum Education Requirements / Certification / Licensure:

• Associates Degree (employment experience will be considered in lieu of a degree)

Compensation:

• Compensation package is highly competitive and will be commensurate with experience.