• Manage assigned prospects and build new partnership opportunities through daily outbound calls, LinkedIn outreach, and cold-calling across financial, government, healthcare, and other markets • Own the full sales cycle: identify and size prospects, create presentations, develop pricing proposals, and close deals • Follow up and nurture inbound leads, maintaining a healthy pipeline to achieve ongoing revenue targets • Analyze client needs, understand their current recovery strategies, and identify key decision-makers • Effectively present and articulate complex product features, benefits, and tailored solutions • Maintain accurate account, contact, activity, opportunity, and forecast data within the company CRM (Salesforce.com) • Represent DCM Services at trade shows, industry events, webinars, and conference speaking engagements • Collaborate with marketing and internal teams to coordinate sales efforts and develop large-scale strategies • Analyze client inventory and test files to present actionable summaries to prospects • Support post-implementation client communications to ensure high satisfaction and long-term retention

• Support and educate marketing and public relations programs • Develop and implement public relations and marketing programs • Monitor and evaluate marketing and public relations policies • Conduct customer satisfaction surveys • Maintain accurate public information

• Your objective is to increase Trescal’s market share by acquiring new customers and expanding business opportunities in line with our strategic goals • Identification & Acquisition: Conduct active market research, identify promising business opportunities and establish contacts at trade fairs and industry events • Pipeline Management: Maintain a structured pipeline of prospective customers and take responsibility for the regular engagement of prospects and existing customers in your territory • Qualification & Coordination: Capture customer requirements and assess project feasibility, coordinating closely with our internal teams for technical input • Negotiation: Prepare commercial proposals, present them confidently and handle challenging negotiation situations or complaints with diplomatic skill • Onboarding & Handover: Ensure customer satisfaction during the onboarding phase and coordinate the structured handover of customers to Account Management or Inside Sales after a defined period

Description Do you have the enthusiasm and curiosity to seek, tackle, and create opportunities to solve the Nation’s hardest cyber and intelligence challenges? Are you passionate about ensuring the resilience of National Security Systems and critical infrastructure against the most advanced cyber threats? Do you thrive at conceptualizing strategies and working across partner organizations to implement those strategies to drive high impact results supporting the Department of Defense (DoD), Intelligence Community (IC), and state and local government partners? If so, we’re looking for someone like you to join our team at APL. We are seeking a senior cyber leader to develop and execute cyber resilience strategies, mission concepts, and operational capabilities that strengthen National Security Systems and critical infrastructure. The ideal candidate brings experience in cyber operations, intelligence, technical program leadership, risk management, sponsor engagement, and cross-organizational coordination across DoD, IC, DOE, and other government partners. You’ll join a mission-driven team of researchers, scientists, and engineers working to protect the Nation’s most critical infrastructure, including SCADA systems in electric utilities, PLC-controlled systems in manufacturing plants, automated HVAC/BAS in secure government buildings, and defense industrial base assets. Together, we strive to foster innovation and achieve mission impact through the application of science and technology to real-world challenges. As a member of our team, you will help develop transformational capabilities and strategies focused on cyber resilience for National Security Systems and critical infrastructure. As a Cyber Resilient Capability Development Lead, you will… - Lead cyber resilience programs from concept through execution, including scope, schedule, resources, budget, risk, compliance, and reporting - Collaborate with sponsors and mission partners to define objectives, success criteria, and capability roadmaps - Integrate offensive and defensive cyber perspectives into mission planning, vulnerability analysis, and resilience solutions - Lead cross-functional teams, produce and deliver senior-level executive briefings, and move capabilities from planning into operational use - Perform system security gap analysis, assess commercial tools for government use, and develop concepts of operation (CONOPS) and planning products for senior leaders - Support testing and evaluation efforts with technical teams in critical infrastructure environments - Engage in red teaming exercises and adversary emulation - Analyze requirements and architect systems Qualifications You meet our minimum qualifications for the job if you… - Possess a Bachelor's in information technology, cybersecurity, cyber operations, or another field relevant to the duties as described above - Have 10+ years of experience in cybersecurity, cyber operations, intelligence, or related national security missions - Possess a strong background in network security, mission analysis, vulnerability assessments, system security gap analysis, and stakeholder engagement - Have 10+ years of experience leading technical programs or mission teams supporting DoD, IC, DOE, or other government sponsors - Possess excellent leadership, writing, briefing, and team development skills - Can confidently represent technical concepts to sponsors and stakeholders, including knowledge of applicable government regulations, standards, and policies. - Are skilled in sponsor engagement - Have proven ability to influence prospective partners, executives, and teams - Have the ability to network and collaborate across organizations and with external partners - Have experience leading cross-organization and cross-functional teams - Are able to obtain a Top Secret level security clearance by your start date and can ultimately obtain TS/SCI+poly level clearance. If selected, you will be subject to a government security clearance investigation and must meet the requirements for access to classified information. Eligibility requirements include U.S. citizenship. You’ll go above and beyond our minimum requirements if you… - Have experience in a national laboratory, Combatant Command, or joint cyber environment - Possess offensive cyber operations leadership - Have published research in cybersecurity or related fields - Are interest or developing experience in ICS/SCADA and critical infrastructure resilience - Have Active Top Secret or above clearance About Us Why Work at APL? The Johns Hopkins University Applied Physics Laboratory (APL) brings world-class expertise to our nation’s most critical defense, security, space and science challenges. While we are dedicated to solving complex challenges and pioneering new technologies, what makes us truly outstanding is our culture. We offer a vibrant, welcoming atmosphere where you can bring your authentic self to work, continue to grow, and build strong connections with inspiring teammates. At APL, we celebrate our differences of perspectives and encourage creativity and bold, new ideas. Our employees enjoy generous benefits, including a robust education assistance program, unparalleled retirement contributions, and a healthy work/life balance. APL’s campus is located in the Baltimore-Washington metro area. Learn more about our career opportunities at http://www.jhuapl.edu/careers. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, physical or mental disability, genetic information, veteran status, occupation, marital or familial status, political opinion, personal appearance, or any other characteristic protected by applicable law. APL is committed to providing reasonable accommodation to individuals of all abilities, including those with disabilities. If you require a reasonable accommodation to participate in any part of the hiring process, please contact Accommodations@jhuapl.edu. The referenced pay range is based on JHU APL’s good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, education/training and skill level with consideration for internal parity. For salaried employees scheduled to work less than 40 hours per week, annual salary will be prorated based on the number of hours worked. APL may offer bonuses or other forms of compensation per internal policy and/or contractual designation. Additional compensation may be provided in the form of a sign-on bonus, relocation benefits, locality allowance or discretionary payments for exceptional performance. APL provides eligible staff with a comprehensive benefits package including retirement plans, paid time off, medical, dental, vision, life insurance, short-term disability, long-term disability, flexible spending accounts, education assistance, and training and development. Applications are accepted on a rolling basis. Minimum Rate $105,000 Annually Maximum Rate $290,000 Annually