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X-Force
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Help modernize and scale training for defense and public safety organizations worldwide. As Director of International Sales, you will own market expansion across NATO nations and allied regions, build high-impact channel and government relationships, and win complex, multi-year procurements for live-fire and virtual training solutions. This role suits a strategic seller who thrives at the intersection of capture, partnerships, and policy—and who can translate operational needs into compelling solutions.
What You’ll Do (Responsibilities)
Director of International Sales
Job Description
Help modernize and scale training for defense and public safety organizations worldwide. As Director of International Sales, you will own market expansion across NATO nations and allied regions, build high-impact channel and government relationships, and win complex, multi-year procurements for live-fire and virtual training solutions. This role suits a strategic seller who thrives at the intersection of capture, partnerships, and policy—and who can translate operational needs into compelling solutions.
What You’ll Do (Responsibilities)
- Set the strategy: Define and execute an international go-to-market plan targeting Ministries of Defence, national police/public safety authorities, and NATO-aligned programs.
- Prioritize markets & funding: Identify high-value regions, tenders, framework agreements, and multi-national funding programs (e.g., European Defence initiatives) and build long-range forecasts by region.
- Own capture & pursuits: Shape requirements pre-RFx, lead capture planning for major bids, and drive win strategies through close engagement with procurement and training stakeholders.
- Build channels that scale: Recruit, onboard, and manage distributors, defense primes, VARs, and government liaison partners; negotiate agreements, targets, and co-marketing plans.
- Enable partner success: Provide pricing frameworks, compliance guidance, and sales enablement; deliver ongoing training to elevate pipeline quality and velocity.
- Hit the number: Own the sales order quota for assigned international territories; manage pipeline rigorously with stage, funding source, and probability visibility in CRM.
- Align solutions to need: Collaborate with Product and Program teams to map offerings to regional doctrines, language/localization, and operational use cases.
- Represent on the world stage: Lead presence at key trade shows and forums (e.g., Eurosatory, Milipol, IACP, Enforce Tac, DSEI) and serve as a senior commercial advocate for AR/VR and simulator-based training modernization.
- Advise leadership: Provide insights on geopolitical funding trends, procurement cycles, and the competitive landscape to inform strategy and investment.
- 10+ years of international sales leadership in defense, law enforcement, training technology, or simulation systems.
- Proven record selling complex platforms into government or multinational defense/public safety organizations.
- Deep knowledge of NATO/MoD procurement structures, acquisition processes, and public safety training funding pathways.
- Experience building and managing international reseller/prime/integrator partnerships.
- Strong negotiation skills with working knowledge of export controls (ITAR/EAR), offset obligations, and compliance requirements.
- Sales leadership experience in AR/VR training, tactical simulation, small-arms training systems, or C2 training solutions.
- An active network across NATO training commands, European defense agencies, or public safety procurement offices.
- Hands-on experience with European tender portals, NATO programs (e.g., NSIP), EU security/cooperation projects, or foreign military sales channels.
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