Job Description | We are seeking an extraordinary individual to join our Department of War team as Regional Sales Manager for the Department of the Navy, covering Navy and Marine Corps enterprise and mission cyber accounts. In addition to requisite passion, skills, and experience, they should have a consistent track record of exceeding revenue targets in the DoW market and the ability to build a territory rather than inherit one. This role owns a strategically significant piece of Blackwood’s DoW business and works directly with our OEM partners, engineering organization, and system integrator relationships to grow it. Are you up for the challenge?
What We Offer You: - A constant stream of new things to learn.
- Highly talented and dedicated peers, from Sales Engineering to Customer Support.
- Breadth and depth. Do you want to make an impact? Can you build relationships through adding value, understanding missions, and recommending solution paths that meet warfighter objectives? The work you’ll do directly affects the cyber posture of Navy and Marine Corps missions.
- Ridiculously awesome culture and environment centered around creating a place where people WANT to work.
- An open, encouraging, supportive and collaborative leadership team.
- A leader who is invested in your development, plugs you into an established network, and gets obstacles out of your way.
What We're Looking For - Someone who thinks the following is a cake walk: - Build and manage an account base across the Department of the Navy, spanning Navy and Marine Corps enterprise IT and mission cyber programs.
- Define, develop, and execute a strategic capture plan for each major customer and program, with support from the Director of DoW Sales.
- Develop programmatic opportunities with multi-year lifecycles, not just transactional requirements — identify where funding is landing and position early.
- Work in concert with Engineering, Marketing, and the Technology Acceleration Office to develop and drive opportunities.
- Build, strengthen, and manage OEM relationships at the DoW territory level, and co-sell alongside OEM field teams as a true partner rather than a fulfillment path.
- Engage system integrators and primes supporting Navy and USMC programs to create sell-with and sell-through motion.
- Customer satisfaction focused style with an emphasis on landing and expanding within named accounts.
- Provide timely and accurate forecast updates and execute plans that deliver target revenue and bookings.
- Oversight and direction of dedicated inside sales support.
- Meet/exceed quarterly linearity and annual goals.
- Maintain fluency and remain current on technology and DoW cyber policy trends.
- Comfortable operating in a hands-off management structure with a high degree of autonomy.
- Conduct yourself in a manner consistent with Blackwood’s Core Values and reputation - generating a positive image of our organization to the market.
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Additional Qualifications | - 5+ years of enterprise software, cybersecurity, or IT solution sales, with a majority of that time selling into the Department of the Navy (Navy and/or USMC).
- Demonstrated working knowledge of Navy and Marine Corps cyber and IT programs, the commands and program offices behind them, and where cyber modernization funding is currently landing across the Department of the Navy.
- Working understanding of how DoW cyber capability actually gets bought: ATO and RMF processes, IL authorization levels and their impact on what can be deployed, and the difference between enterprise IT modernization dollars and program-of-record funding.
- Familiarity with federal contract vehicles and purchasing paths relevant to the Navy and Marine Corps, including SEWP, DoD ESI, and Navy-specific BPAs and IDIQs.
- Existing relationships with Navy and USMC customers, program offices, and the OEM field teams covering them.
- Proven track record of quota attainment in a federal territory, with references who can speak to it.
- Experience building pipeline from scratch in an underdeveloped territory, not only managing an established base or renewal stream.
- Comfort with both long-cycle programmatic pursuits and in-year transactional business, and the judgment to know where to spend time.
- Experience working alongside a Sales Engineer and dedicated inside support to run a territory.
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Location and travel | This is a remote position. Preference will be given to candidates residing near a Navy or Marine Corps cyber and IT buying center, including San Diego, the National Capital Region, Charleston SC, Quantico VA, or the Hampton Roads / Norfolk area. Candidates must be within reasonable travel distance of their assigned customer set and willing to travel regularly to fleet concentration areas.
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