Minimum five years of experience in senior-level sales with recent sales management experience. COMINT sales experience is a plus.
Experience with foreign government contract negotiations in a commercial business environment.
Experience selling complex, large-scale enterprise solutions. Proven skills managing sales cycles from a few months to 18 months, including multi-million dollar tenders.
Demonstrated proficiency in understanding financial statements (P&L and Balance Sheet).
Proven ability to quickly grasp highly technical concepts and communicate their benefits to customers.
Experience managing remote sales teams and international sales representatives.
Strong written and verbal communication and interpersonal skills.
Exceptional organizational and time management skills.
Demonstrated ability to lead and facilitate group meetings.
Multiple language skills are highly desirable
Must be a U.S. citizenship required due to government contract obligations
Ability to obtain Security Clearance, for which the United States Government requires United States citizenship
Full description
Building the people that build the world.
With platforms in Detection and Measurement and HVAC, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world.
As part of Detection and Measurement, TCI is a global leader in innovative spectrum monitoring and communications intelligence (COMINT) systems. With solutions to ensure the efficient use of frequencies, long distance communications, monitoring and security communications intelligence applications, we improve communications and protect military forces and infrastructure around the world.
How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. The Director of Sales & Business Development for 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.
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
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 senior-level sales with recent sales management experience. COMINT sales experience is a plus.
Experience with foreign government contract negotiations in a commercial business environment.
Experience selling complex, large-scale enterprise solutions. Proven skills managing sales cycles from a few months to 18 months, including multi-million dollar tenders.
Demonstrated proficiency in understanding financial statements (P&L and Balance Sheet).
Proven ability to quickly grasp highly technical concepts and communicate their benefits to customers.
Experience managing remote sales teams and international sales representatives.
Strong written and verbal communication and interpersonal skills.
Exceptional organizational and time management skills.
Demonstrated ability to lead and facilitate group meetings.
Multiple language skills are highly desirable
Must be a U.S. citizenship required due to government contract obligations
Ability to obtain Security Clearance, for which the United States Government requires United States citizenship
Preferred Knowledge, Skills, and Abilities
Entrepreneurial mindset with a passion for innovation and growth.
Ability to translate technical concepts into clear, compelling sales messages.
Result-oriented, adaptable, and able to thrive in a fast-paced environment.
Strong negotiation and influencing skills.
Commitment to customer success and long-term partnerships.
Located near the Greater D.C. Metropolitan area
Education & Certifications
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
Extensive global travel is required.
The compensation information that follows is a reasonable estimate for the position and is provided pursuant to legal requirements in this state. The salary estimate provided represents the typical salary range for the position, and other factors may be used to determine the successful candidate’s actual salary, including: skill set, experience, training, education, organizational needs, internal equity, market data, and geographic zone. The estimated salary range for this position is: $200,000 - $263,000. At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors. This role is eligible to participate in a discretionary bonus plan, subject to the rules governing the plan. SPX offers a variety of benefits, including health benefits, 401k retirement with a company match, and flexible time off. More information about our benefits can be found on the “Rewards and Benefits” section of the career page.
How we live our culture
Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.
What benefits do we offer?
We know that the well-being of our employees is integral. Our benefits include:
Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
Competitive health insurance plans and 401(k) match, with benefits starting day one
Competitive and performance-based compensation packages and bonus plans
Educational assistance, leadership development programs, and recognition programs
Our commitment to embrace diversity to build a culture of inclusion at SPX
We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential.
SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.