DoD Senior Account Executive in at Modtech Solutions LLC

DoD Senior Account Executive

Business Area: North / Continental United States

Function: Sales

Reports To: VP of Sales

Travel: Significant travel required within assigned markets, including DoD installations, customer locations, industry events, conferences, and strategic partner meetings

Modtech Solutions is seeking an experienced, highly motivated DoD Senior Account Executive to expand our presence across the U.S. Department of Defense (DoD).

This is not a traditional account-maintenance role. It is a new-business creation role for a builder, hunter, and businessperson who is curious, competitive, persistent, resourceful, and energized by creating business where limited or no established Modtech presence exists today.

The successful candidate will identify and penetrate new DoD organizations, commands, installations, programs, partners, and geographic markets — developing customer relationships from the ground up, identifying requirements before they become formal procurements, shaping solutions and acquisition strategies, and mobilizing Modtech's technical, operational, contracting, executive, and partner resources to convert opportunities into profitable growth. Once relationships are established, the DoD Senior Account Executive also serves as a trusted advisor to DoD customers, owning strategic accounts and expanding them over time.

Create new business for Modtech by opening new DoD customers, organizations, programs, partners, and markets, and converting those relationships into sustainable, profitable revenue.

• Proactively identify, target, and penetrate new DoD customers, commands, organizations, installations, and programs.
• Develop meaningful customer relationships in markets where Modtech currently has limited or no established presence.
• Build qualified pipeline through direct customer engagement, industry relationships, referrals, partners, OEMs, primes, distributors, and events.
• Identify whitespace within large DoD organizations where Modtech may have an existing presence but has not yet developed meaningful business and develop new geographic and organizational markets consistent with Modtech's Growth strategy.
• Treat the assigned market as a business within the business—deciding where to compete, who matters, what problems to solve, how the customer can buy, and what it will take to win profitably.
• Maintain a high level of customer-facing activity and travel throughout assigned markets.

• Own strategic DoD accounts and develop comprehensive account plans.
• Build and maintain relationships with senior military, civilian, contracting, program, facilities, engineering, IT, and procurement personnel.
• Develop a thorough understanding of customer missions, operational challenges, priorities, budgets, funding environments, and acquisition plans.
• Translate customer needs into actionable opportunities and conduct regular customer engagements, account reviews, and strategic planning sessions.
• Identify opportunities to expand existing accounts alongside new DoD relationships.

• Understand how targeted customers acquire technology, services, and integrated solutions, and identify viable procurement and contract paths for developing opportunities.
• Lead or support capture strategies for priority DoD opportunities, including customer engagement and win strategy development, competitive positioning, and research on incumbents, funding, and acquisition strategy.
• Engage Modtech leadership, Sales Engineering, Engineering, Operations, BD/Capture, Procurement, Contracts, Finance, OEMs, and strategic partners when their expertise improves the probability of winning.
• Support development of RFIs, Sources Sought responses, proposals, presentations, and negotiations, coordinating with technical, engineering, estimating, contracts, and operations teams.
• Help shape customer requirements and technical approaches when appropriate rather than simply responding to completed requirements and maintain ownership of opportunities through award and successful transition to delivery.

• Work closely with Modtech’s BD department when contract vehicle access, teaming, GovCon strategy, competitive capture, or complex acquisition support is required.
• Develop productive relationships with acquisition professionals, program offices, government stakeholders, prime contractors, integrators, distributors, and other participants in the federal acquisition ecosystem.
• Identify acquisition or contract-access gaps that could prevent Modtech from capturing strategic opportunities.

• Build relationships with OEMs, distributors, prime contractors, integrators, and other strategic industry partners that expand Modtech's customer and market access.
• Represent Modtech at targeted DoD industry days, conferences, trade shows, installation visits, customer events, technology demonstrations, and other Growth activities.
• Establish trusted relationships with government and industry decision-makers and actively evangelize Modtech's capabilities throughout the defense and technology ecosystem.

• Develop sufficient understanding of Modtech's capabilities to credibly engage DoD customers regarding mission and technology requirements.
• Identify opportunities involving command and control, C5ISR, mission systems, secure communications, audiovisual and visualization systems, operations centers, collaboration technologies, networking, secure environments, and related integrated technologies.
• Work closely with Sales Engineers and technical SMEs to develop credible, differentiated, and executable solutions, bringing the appropriate Modtech resources into customer conversation when specialized expertise is required.

• Build and maintain a healthy, substantial pipeline of self-generated qualified opportunities, with accurate opportunity information, next actions, customer intelligence, and forecasts maintained in Modtech's CRM.
• Develop market and account intelligence that improves Modtech's understanding of customers, competitors, partners, acquisition strategies, and future requirements.
• Manage Growth activities with an understanding of bookings, revenue, gross profit, probability, strategic value, and return on company resources, and meet or exceed assigned pipeline, new-business, bookings, and gross-profit objectives.

• 8–10+ years of demonstrated experience developing new business, customers, markets, or major opportunities within the DoD, federal government, defense industry, or a closely related market.
• Proven ability to personally generate and win qualified pipeline rather than relying primarily on inherited accounts or inbound opportunities, including experience developing customer relationships from limited or no existing organizational presence.
• Working knowledge of the DoD environment and the federal acquisition process.
• Experience navigating complex sales cycles involving multiple customers, technical, contracting, and industry stakeholders, from opportunity identification through award.
• Experience with federal contract vehicles and task-order contracting.
• Strong written, verbal, presentation, negotiation, and executive-level relationship-development skills.
• Demonstrated ability to manage a significant sales pipeline and accurately forecast revenue.
• Ability and willingness to travel extensively in support of customer and market development.
• Ability to operate independently while effectively leveraging a broader enterprise team.

• Prior U.S. military service, particularly commissioned-officer experience, is strongly preferred; significant experience selling into or working directly with the U.S. Department of Defense, including demonstrated success opening new DoD accounts, commands, programs, installations, or markets.
• Experience with command and control, C5ISR, mission systems, secure communications, audiovisual/visualization systems, operations centers, networking, collaboration technologies, or related mission-critical technologies.
• Experience selling or delivering IT infrastructure, unified communications, network infrastructure, cybersecurity, physical security, engineering, construction, facilities, or professional services.
• Knowledge of federal contracting, acquisition strategies, contract vehicles (IDIQs, BPAs, GWACs, MATOCs, SATOCs, GSA), teaming arrangements, prime/subcontractor relationships, RFIs, RFQs, and RFPs.
• Existing relationships within relevant DoD, defense-industry, OEM, prime contractor, distributor, or systems-integration communities.
• Experience developing complex technology or systems-integration opportunities rather than primarily transactional product sales, including experience working with technical teams to shape and develop customer solutions.
• Demonstrated understanding of bookings, gross profit, pipeline economics, opportunity qualification, and business investment decisions.

Competitive base salary plus an aggressive performance-based incentive plan tied to revenue and gross profit generated from DoD business. Compensation may be adjusted based on the candidate's existing DoD relationships, demonstrated book of business, contract-award history, and level of experience.

Ability to obtain and maintain a U.S. Government security clearance is required.