Director, Communication Intelligence

our team • Fremont, CA

2d • $149,500 - $300,000

About The Position

SPX is a diverse team of unique individuals who all make an impact. The Director of Communication Intelligence will lead the strategic direction, management, and expansion of the Communication Intelligence (COMINT) division. This vital role combines deep technical expertise with dynamic sales and product management leadership, directly advancing the company’s growth objectives by overseeing the entire product lifecycle, and driving global market penetration. Through vision and technical knowledge, this role is responsible for maintaining our position as a leading international supplier of spectrum monitoring, C-UAS, direction finding and communication intelligence (COMINT) capabilities which empower our customers to monitor, analyze and manage the RF Spectrum. The successful candidate will be  technologically savvy with the ability to get involved in the detail as well as communicate to customers and other stakeholders. Experienced in distilling and communicating high level requirements into work packages for software, embedded, hardware and systems engineers, the Director ensures that proposals and new product visions become a reality. This is a senior position that requires a driven individual who thrives in a fast-paced results orientated business.

Requirements

• Ten years’ experience managing and selling complex, large-scale enterprise solutions, managing sales cycles from months to 18 months, multi-million dollar tenders.
• Minimum five years in a senior-level sales or marketing position with recent Product management experience; experience in COMINT or Spectrum Monitoring & Management sales is a plus.
• Proven leadership capability, evidenced by success in guiding high‑performing teams, influencing cross‑functional partners, and driving organizational outcomes at a senior level. Experience with foreign government contract negotiations in a commercial business environment.
• Proven success selling complex, large-scale enterprise solutions and managing long sales cycles, including multi-million dollar tenders.
• Demonstrated proficiency in understanding financial statements (P&L and Balance Sheet).
• Ability to quickly grasp highly technical concepts and communicate their benefits to customers.
• Experience of working with and supporting remote sales teams and international sales representatives.
• Strong written and verbal communication, negotiation, and interpersonal skills.
• Exceptional organizational and time management abilities.
• Demonstrated ability to lead and facilitate group meetings.
• Multiple language skills are highly desirable.
• Bachelor’s degree in engineering; master’s degree or equivalent educational experience preferred.

Nice To Haves

• Entrepreneurial mindset with a passion for innovation and growth.
• Ability to translate technical concepts into clear, compelling sales messages.
• Results-oriented, adaptable, and able to thrive in a fast-paced environment.
• Strong negotiation and influencing skills.
• Commitment to customer success and long-term partnerships.

Responsibilities

• Develop and execute comprehensive strategies for communication intelligence (COMINT) that align with organizational sales objectives and market trends.
• Work closely with the company’s management team to design and implement sales and product campaigns supporting COMINT growth objectives.
• Drive COMINT product management teams to identify, manage, and expand new accounts; serve as capture manager when needed to close contracts and as product owner to guide solution development and enhancement.
• Partner and collaborate with the global direct sales force, independent commissioned sales representatives, and select distributors to support sales channel efforts for COMINT.
• Collaborate with  COMINT sales and product management teams to identify, manage, and expand new accounts.
• Assist the COMINT sales team in identifying customer needs and requirements, delivering best-value solutions that meet schedules and budgets while ensuring products remain competitive and relevant.
• Drive product innovation by collecting market trends and competitive intelligence, soliciting input from international representatives, potential and existing customers, and translating insights into actionable product improvements.
• Meet decision-makers within current and new client organizations to pursue strategic opportunities and champion COMINT product offerings.
• Partner with the COMINT team to meet sales quotas for defined opportunities and support the maintenance of COMINT contact, prospect, and target databases (Salesforce).
• Monitor and analyze COMINT sales activities against plan, developing and implementing strategies to achieve stretch goals.
• Proven experience in technology planning, organization and development.
• Oversee the maintenance of COMINT product pricing guidelines and associated price lists.
• Experience applying technology solutions to complex business problems including costing of proposed solutions.
• Collaborate with staff to shape and update annual operating and strategic growth plans for the COMINT product line, including bookings forecasts.
• Participate in the company’s planning and annual goal deployment process; establish, monitor, and implement short- and long-range goals, objectives, policies, and operating procedures related to COMINT.
• Guide the preparation, issuance, and delivery of COMINT sales materials and sales tools.
• Promote positive relations with customers, employees, partners, vendors, and distributors.
• Participate actively in the capture process for strategic COMINT opportunities, including capture planning, strategy development, customer site visits, and contract negotiations.
• Collaborate with the COMINT sales team to highlight the value and ROI of spectrum monitoring solutions.
• Build and maintain relationships with key customers, partners, and industry stakeholders.
• Work with engineering and product teams to help define the product line architecture, advance features and enhancements for sales growth.
• Monitor industry developments and regulatory changes for new business opportunities.
• Represent the company at industry events, conferences, and webinars as a thought leader.
• Track and report sales performance, customer feedback, and market penetration to executive leadership.

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees