This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Navy and Asia Pacific Account Executive will be responsible for driving sales and expanding Owl’s presence within the U.S. Navy enterprise, including commands, programs, installations, and stakeholders across the Indo-Pacific theater and CONUS-based Navy organizations. - Promote and sell diodes and cross-domain solutions to address secure information transfer, network protection, and data security challenges. - Focus on maritime, joint, forward-deployed, and shore-based naval environments. - Demonstrate strategic thinking with deep knowledge of Navy operations across both regions. - Build strong relationships and consistently meet and exceed sales targets in defense cybersecurity. Qualifications - Minimum of 5 years of experience in sales, with a focus on the defense market, preferably involving the U.S. Navy or accounts spanning Indo-Pacific and CONUS regions. - Proven track record of meeting or exceeding sales targets. - Bachelor’s degree preferred; relevant Defense, cybersecurity, or technical sales experience may substitute. Requirements - Experience meeting and presenting to C-level/executive-level contacts within Navy accounts. - Demonstrated history of closing complex product-based solutions in the defense market, particularly cybersecurity offerings. - Experience using HubSpot, Costpoint, SharePoint, or similar systems preferred. - Deep understanding of federal/Navy procurement processes and the competitive landscape within the defense market. - Ability to prioritize, categorize, and act on different types of communications. - Proficiency in Excel, PowerPoint, Office 365. - Excellent time management and organizational skills. - An active TS/SCI security clearance is required. Company Description Owl Cyber Defense Solutions, LLC is a fast-growing cybersecurity solutions company, holding a firm leadership position in network security and secure information transfer. It is a privately-owned US company with offices in Columbia, MD, Danbury, CT, and Morrisville, NC.

• Oversee and manage the presales department. • Develop and implement strategic presales initiatives to drive business growth. • Collaborate with sales, marketing, and product teams to create compelling solutions. • Ensure the presales team delivers high-quality proposals, demos, and presentations. • Monitor industry trends and competitive landscape to inform strategy. • Report on presales performance and metrics to senior leadership. • Lead and mentor the presales team to ensure professional growth and development. • Provide support to the sales team by helping to craft proposals, participating in customer meetings, and ensuring that the pre-sales team is providing the necessary information and resources to help close deals. • Implement processes for continuous improvement within the pre-sales function. • Track and analyze key performance metrics to measure the success of pre-sales efforts. • Gather and incorporate customer feedback into the pre-sales process to continually enhance the customer experience and improve the overall sales strategy.

• Execute business development activities to expand new and existing accounts. • Understand the customer’s environment to identify and open new opportunities with decision‑makers and influencers. • Solve critical business challenges—both known and uncovered through research, discovery, and questioning. • Focus on *how* customers are buying rather than *what* they are buying, centering conversations on needs instead of predefined products. • Deliver excellent communication throughout the sales lifecycle. • Differentiate Ricoh’s ability to accelerate customers’ digital transformation through storytelling and value‑aligned solution positioning. • Articulate how buying decisions impact the customer’s financial position. • Develop and confidently deliver compelling presentations both in person and virtually.

• Own new business generation and enterprise revenue for SENSORA across large hospitals and integrated delivery networks, from prospecting through contract execution. • Personally lead and close complex, multi-stakeholder enterprise sales cycles, including 6- and 7-figure opportunities. • Develop and execute territory and account strategies across key enterprise segments, including health systems, physician groups, and value-based care networks. • Build, mentor, and manage a small initial team of enterprise sellers as needed, expanding the team over time as the business scales. • Establish trusted, multi-threaded relationships with senior clinical, IT, finance, and executive stakeholders within health systems. • Develop and present ROI-driven business cases that align SENSORA’s clinical and operational value with health system priorities. • Partner cross-functionally with Product, Clinical, Marketing, Implementation, and Customer Success teams to support pilots, evaluations, and enterprise rollouts. • Maintain accurate forecasting, pipeline management, and account data within CRM systems. • Navigate enterprise procurement processes, including legal, privacy, security, value analysis, and clinical governance reviews. • Act as a voice of the customer, providing input into go-to-market strategy, product roadmap, pricing, and enterprise messaging. • Ensure compliance with company policies and applicable laws and regulations. • Other duties as assigned.