How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. The Sales Director of COMINT leads the strategic direction, management, and growth of the COMINT division. This high-impact role fuses deep technical expertise with dynamic sales leadership, directly supporting the company’s growth objectives by developing and executing sales campaigns, guiding a diverse sales team, and driving market expansion worldwide.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:
Strategic Sales Leadership & Growth
- Work closely and cooperatively with members of the company’s management team to develop and implement sales campaigns in support of COMINT growth objectives.
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Lead the strategic planning and execution of go‑to‑market initiatives for new product development, including positioning, pricing, channel strategy, and product launch.
- Collaborate with staff to develop and update annual operating and strategic growth plans for the COMINT product line, including bookings forecasts.
- Participate in the company’s planning and annual goal‑deployment process; establish, monitor, and implement short‑ and long‑range goals, objectives, policies, and operating procedures as related to COMINT sales.
- Monitor and analyze COMINT sales activities against plan; develop and implement strategies to achieve stretch goals.
Customer, Market & Opportunity Development
- Lead the COMINT sales team to identify, manage, and grow new accounts—serving as capture manager when needed to close contracts.
- Participate actively in the capture process for strategic COMINT opportunities, including capture planning, strategy development, customer site visits, and contract negotiations.
- When appropriate or needed, meet decision‑makers within current and new client organizations to pursue specific, strategic opportunities.
- Assist the COMINT team to identify customer needs and wants, utilizing this information to deliver best‑value solutions that meet customer requirements, schedules, and budgets.
- Serve as a key advisor on market trends and competitive intelligence by soliciting inputs from international representatives, potential customers, and existing customers to drive roadmaps and strategies.
Sales Execution & Channel Management
- Manage and oversee all sales channel efforts for COMINT, including a global direct sales force, a network of independent commissioned sales representatives, and a limited set of independent distributors.
- Lead the COMINT team to meet sales quotas for defined opportunities.
- Oversee the maintenance of COMINT product pricing guidelines and associated price lists.
- Guide the preparation, issuance, and delivery of COMINT sales materials and sales tools.
Business & Operational Alignment
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Partner with Product, Sales, and Operations teams to define new product launches and deliver measurable business impact that maximizes market and revenue growth.
- Work with engineering and product teams to advance features and enhancements in support of sales growth.
- Collaborate with staff across the organization to ensure effective commercial execution and alignment between customer commitments and operational capabilities.
People Leadership & Team Development
- Recruit, train, motivate, supervise, mentor, and evaluate COMINT sales staff, consultants, and sales representatives.
- Promote positive relations with customers, employees, partners, vendors, and distributors.
Systems, Reporting & Financial Management
- Oversee the maintenance of COMINT contact, prospect, and target databases (Salesforce).
- Provide monthly and quarterly analysis and reporting of key COMINT sales metrics.
- Develop and manage sales travel budgets for COMINT sales staff.
External Representation & Thought Leadership
- Collaborate with the sales team to highlight the value and ROI of COMINT solutions.
- Represent the company at industry events, conferences, and webinars.
- Monitor industry developments and regulatory changes for new business opportunities.
What we are looking for (Experience, Knowledge, Skills, Abilities, Education)
We each bring something to the table, and we are looking for someone who has:
Required Experience
- Minimum five years of experience in a senior-level sales with recent sales management experience. COMINT sales experience is a plus.
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Experience with foreign government contract negotiations in a commercial business environment.
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Experience selling complex, large-scale enterprise solutions. Proven skills managing sales cycles from a few months to 18 months, including multi-million dollar tenders.
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Demonstrated proficiency in understanding financial statements (P&L and Balance Sheet).
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Proven ability to quickly grasp highly technical concepts and communicate their benefits to customers.
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Experience managing remote sales teams and international sales representatives.
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Strong written and verbal communication and interpersonal skills.
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Exceptional organizational and time management skills.
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Demonstrated ability to lead and facilitate group meetings.
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Multiple language skills are highly desirable.
Preferred Knowledge, Skills, and Abilities
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Entrepreneurial mindset with a passion for innovation and growth.
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Ability to translate technical concepts into clear, compelling sales messages.
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Result-oriented, adaptable, and able to thrive in a fast-paced environment.
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Strong negotiation and influencing skills.
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Commitment to customer success and long-term partnerships.
Education & Certifications
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Engineering degree and/or ten years of international technical sales/sales management experience required. Master’s degree (or equivalent educational experience) preferred.
Travel & Working Environment
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Extensive global travel is required.
