Commercial Sales Executive DIB

Job Description

Job Description

Summary/Objective of the Job

The Defense Industrial Base (DIB) Sales Executive owns new business growth among the commercial companies that arm, build, supply, and equip the U.S. Federal Government and its allies. Serving customers including aircraft and drone manufacturers, shipbuilders, defense supply chain, advanced materials firms, and federal-focused software companies, you'll bring TrekFed's AWS cloud migration and AI delivery expertise to these contractors, helping them modernize their infrastructure and adopt AI so they can outperform for the missions they serve. This role doesn't sell to the government directly, but familiarity with government procurement and acquisitions is highly valued, and experience with the AWS Partner ecosystem and programs like MAP is strongly preferred.

Duties and Responsibilities

• Build, manage, and report on a full sales pipeline across target accounts in the DIB markets.
• Own the sales cycle end to end: prospecting, qualifying, running discovery, proposing solutions, and closing new logo and expansion business.
• Develop and execute account and territory plans aligned to TrekFed's DIB sub-vertical strategy.
• Build a strategic sales plan for target markets in line with TrekFed's positioning as an AWS-only, DIB-focused partner.
• Identify and pursue key cloud and AI-related opportunities, determining the most effective go-to-market approach for each account.
• Maintain an accurate, up to date pipeline and forecast, and deliver regular business reviews on progress against revenue targets.
• Establish and grow relationships with the AWS partner, account, and business development teams that support TrekFed's target accounts.
• Understand and speak credibly to how AWS funding mechanisms such as the Migration Acceleration Program (MAP) can help a prospect's business case, without needing to administer them personally.
• Work closely with TrekFed's technical and delivery teams to shape proposals and ensure what is sold can be delivered well.
• Represent TrekFed at industry events, conferences, and in the drone, shipbuilding, and defense supply chain communities to build brand awareness and generate pipeline.
• Understand each prospect's mission and business drivers well enough to build a compelling, specific value proposition rather than a generic pitch.
• Manage contract discussions and coordinate with TrekFed leadership and legal as deals progress.
• Keep an eye out for opportunities to expand TrekFed's footprint within an account once the relationship is established.
• Occasional travel (<25%) required to meet prospects and customers, attend conferences, and attend company functions.
• Other duties as assigned.

Required Qualifications

• 5+ years of business development, sales, or partner/alliance management experience, with a track record of building and closing a pipeline of new business.
• 3+ years selling cloud, technology consulting, or infrastructure technology solutions to commercial/industrial companies and/or Government. 
• Demonstrated experience managing a sales pipeline and forecasting accurately against revenue targets.
• Demonstrated ability to build relationships and sell at multiple levels within a prospect organization and our partners, including executive stakeholders.
• Strong verbal and written communication skills, with the ability to build and deliver a compelling, specific value proposition.

Preferred Qualifications

• Familiarity with AWS partner incentive programs such as the Migration Acceleration Program (MAP), or a demonstrated ability to learn and apply partner incentive programs to a sales motion.
• Prior experience selling to or within the drone/unmanned systems, shipbuilding, defense supply chain, materials, or federal software ISV markets.
• Familiarity with the Defense Industrial Base as a market, without requiring direct government contracting, RFP, or RFI experience.
• Experience selling cloud migration, modernization, or AI/agentic solutions.
• Experience working alongside a technical delivery team to shape and close complex deals.

Work Authorization/Security Clearance Requirements

• Must be a U.S. Citizen. 
• Ability to obtain and maintain a U.S. Security Clearance