Manager, Business Development, Public Sector
U.S
Business Development – Business Development /
Full-time /
Remote
Quokka is an enterprise mobile security company, providing security and privacy solutions for mobile apps and devices used by millions globally. We envision a world where every mobile app and device is free from any exploitable issues before they are in the hands of end users. To realize that vision, we’re on a mission to discover and deliver actionable mobile security intelligence that enables proactive remediation of zero-day vulnerabilities and exploits. Organizations with the highest security standards trust our insights and technology, and we’ve worked with the US Federal Government since 2011. We’re growing our team to bring our defense-grade, privacy-first mobile endpoint protection and Mobile App Security Testing (MAST) solutions to millions more.
We are looking for a leader experienced in the art of public sector business development to fill a newly created position as the Manager, Business Development, Public Sector. We are looking for someone with a proven track record of business development across multiple segments of the public sector, including Federal (Civilian & Defense), State & Local, specifically for a SaaS provider. The ideal candidate will have direct experience identifying, shaping, and capturing prime- and sub-contracts, have direct experience working with related resellers and distributors, and be located in the Washington DC area right in the middle of the action. In this role, you will be responsible for identifying opportunities, engaging with systems integrators, distributors, resellers and other partners, building awareness through events and webinars, and shaping procurements to increase our chances of winning. You will work closely with the broader sales and business development teams and our to capture new business and expand existing contracts.
At Quokka, we understand that business development in the public sector space is an art. We are looking for somebody who has honed that craft over the past few years, is looking for a new challenge with an exciting cybersecurity startup and can hit the ground running.
We’re a distributed team with offices in Silicon Valley and the Washington DC Metro Area, and every member of our lean team is working to protect the global mobile ecosystem. Join us if you’re excited about making an impact in a high-growth space!
What you will do in this role:
- Report directly to Quokka’s Director, Business Development, Federal
- Support our business development efforts across the civilian and defense sectors of the US Government
- Help drive our growth in high-value State & Local markets
- Oversee and support our partnerships with distributors and resellers across all markets
- Leverage your contacts within different agencies, prime contractors, and other partners to gain market intelligence and position Quokka to capture new business
- Identify and engage key decision makers associated select programs and awards that are a high priority for Quokka
- Work to create and shape new contracts in a way that gives Quokka an advantage and increases our likelihood of award
- Represent Quokka in the best light, promoting our deep expertise and industry leading solutions
- Work as an integral part of the Quokka’s sales and business development team, briefing Quokka’s leadership and advancing our cause
- Work closely with Quokka’s marketing team to identify collateral needs and guide the development of that collateral
- Work closely with the sales engineering team to demonstrate and craft service offerings that meet customers technical needs
- Provide technical and product demonstrations in the field
- Navigate federal agency structure to identify and manage buyer, end user, and influencer relationships needed to close contracts
To be successful, we need someone in this role who has:
- 5+ years of Business Development experience in the US Federal market and/or State & Local markets
- A proven track record of successful awards of competitive contracts
- Holds established relationships with distributor and reseller partners and their account managers
- Understand the art of business development in the Public Sector space
- Experience promoting SaaS solutions
- Experience promoting cybersecurity, mobile device management, and/or mobile security SaaS solutions is preferred
- Ability to quickly understand and then promote complex technical solutions
- Ability to translate customer requirements and feedback from field to requirements for updated or new marketing material
- A Bachelor’s or Master’s degree in Engineering, Computer Science, or a related field
- Excellent communication and collaboration skills are a must
Diversity, Equity & Inclusion at Quokka
At Quokka, we recognize that innovation occurs with a strong team of people who are diverse in background, personality, talent and ideas. Experience comes in many forms and ensuring a diverse and inclusive workplace where we continue to learn from each other is an integral part of our culture.
Quokka is committed to maintaining a diverse workforce, and we are proud to be an equal opportunity employer regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.
