Company Description
Founded in 1989 and headquartered in Reston, Virginia, SOSi is a private defense and government solutions business specializing in advanced technology systems and mission support. Its capabilities include data science, software development, network engineering, intelligence, surveillance, and reconnaissance (ISR), and logistics.
Job Description
THE OPPORTUNITY
We are seeking an experienced leader to drive the go-to-market strategy, customer engagement, and growth of Pandion and SOSi’s investigative technology portfolio across federal, state, local, and allied international markets.
This individual will be responsible for positioning SOSi at the forefront of a rapidly evolving investigative landscape. Traditional lawful intercept is increasingly expanding beyond telephonic communications as agencies confront encrypted applications, new communications platforms, sophisticated target behavior, and growing volumes of digital information. The successful candidate will help customers navigate this transition toward a more integrated investigative model that brings together traditional lawful intercept, device exploitation, offensive cyber capabilities, open-source intelligence, and advanced analytics.
The ideal candidate will have a deep understanding of the lawful intercept, law enforcement, intelligence, and investigative communities, domestically and internationally. They should understand both the technical and operational dimensions of modern investigations and be able to engage credibly with investigators, operators, technical personnel, acquisition organizations, and senior government leadership.
Working closely with SOSi’s engineering and product teams, this leader will identify customer requirements and translate them into integrated technical solutions centered around Pandion. They will help customers understand how traditional intercept capabilities can be complemented by device-level exploitation, cyber-enabled collection, and open-source intelligence to provide a more holistic understanding of targets, networks, relationships, activities, and intent.
The role will have primary responsibility for developing and executing the market strategy for Pandion, building a qualified pipeline, cultivating strategic customer relationships, identifying new mission applications, supporting solution development, and leading opportunities from initial customer engagement through capture and award. The individual will also work closely with engineering and operational teams to ensure customer requirements and emerging mission needs inform the continued development of the Pandion roadmap.
The successful candidate will be expected to:
- Develop and execute the go-to-market strategy for Pandion, including market segmentation, customer prioritization, positioning, partnerships, and sales strategy.
- Drive revenue growth and pipeline development across U.S. federal, state and local law enforcement, intelligence organizations, and allied international customers.
- Build senior-level customer relationships and establish SOSi as a trusted partner for the modernization of investigative and intelligence capabilities.
- Help customers transition beyond traditional telephonic intercept, identifying opportunities to integrate lawful intercept with device exploitation, offensive cyber, open-source intelligence, and other digital collection capabilities.
- Lead solution development by working with customer technical and operational teams to understand mission requirements and collaborating with SOSi engineers to develop appropriate architectures and capabilities.
- Translate complex technology into mission value, clearly communicating to senior decision-makers how integrated collection, exploitation, analytics, and intelligence can improve investigative outcomes.
- Shape opportunities and customer requirements early in the acquisition lifecycle and develop strategies to position SOSi and Pandion for competitive and sole-source opportunities.
- Identify strategic technology and industry partnerships that expand the capabilities, reach, and market position of Pandion.
- Provide market and customer insight to the product organization, helping prioritize investments and influence the long-term Pandion product roadmap.
- Represent SOSi externally with customers, partners, industry organizations, and international stakeholders as a senior leader in next-generation investigative technologies.
This role requires someone who can operate at the intersection of mission, technology, and business development. The successful candidate will combine strong customer relationships and market knowledge with enough technical depth to help architect solutions and enough commercial experience to turn emerging customer requirements into sustained growth for Pandion and SOSi.
Qualifications
Required Qualifications
- 15+ years of relevant experience in lawful intercept, law enforcement technology, intelligence, cyber, investigative technologies, or adjacent national security markets, including significant experience in customer-facing growth and solution development roles.
- An established network and strong credibility within the law enforcement, intelligence, and investigative technology communities, with demonstrated ability to develop relationships with senior decision-makers, operational users, and technical stakeholders.
- Deep understanding of lawful intercept technologies, standards, and architectures, including areas such as ETSI LI, CALEA, mediation, collection, delivery, and associated investigative workflows.
- Strong technical understanding of the evolution of investigative technologies beyond traditional telephonic intercept, including device exploitation, cyber-enabled collection, open-source intelligence, digital forensics, advanced analytics, and the integration of multiple data sources to support investigations.
- Demonstrated experience in solution development, including working directly with customers to understand mission and technical requirements, translating those requirements for engineering teams, and collaborating with engineers and product leaders to develop technically viable solutions.
- Ability to independently lead complex technical and operational discussions with customer stakeholders while translating sophisticated technologies into clear mission outcomes and business value for executive-level audiences.
- Proven experience developing and executing go-to-market and growth strategies, building qualified pipelines, shaping opportunities, leading capture efforts, and converting customer requirements into bookings and revenue.
- Demonstrated track record of achieving revenue, bookings, pipeline, customer retention, and financial performance objectives, with experience managing or contributing to operating budgets and business performance.
- Experience delivering complex technology solutions to government customers across on-premises, cloud, hybrid, and mission-specific deployment environments.
- Experience working effectively across business development, capture, engineering, product management, operations, contracts, and executive leadership organizations.
- Bachelor's degree in a relevant technical, engineering, business, or related discipline, or equivalent combination of education and relevant professional experience.
- U.S. citizenship and an active Secret clearance, or the ability to obtain one. Active Top Secret clearance preferred.
- Willingness to travel up to 30% domestically and internationally, including regular engagement with customers, partners, and SOSi personnel in domestic and international locations.
Preferred Qualifications
- Direct operational, technical, or business experience supporting U.S. federal law enforcement and intelligence organizations, including agencies such as DEA, FBI, HSI, or organizations conducting Title III and related investigative missions.
- Experience with device exploitation, offensive cyber, digital intelligence, OSINT, or other advanced investigative capabilities that complement traditional lawful intercept.
- Experience developing integrated investigative solutions that combine multiple collection, exploitation, analytics, and intelligence disciplines.
- Experience working with international law enforcement, intelligence, interior ministry, or national security customers, including familiarity with export controls, licensing requirements, end-user vetting, and other considerations associated with controlled investigative technologies.
- Experience building and managing technology partnerships and third-party integrations as part of broader customer solutions.
- Experience influencing product roadmaps and engineering priorities based on customer requirements, market intelligence, and emerging mission needs.
- Experience working within or closely alongside internationally distributed organizations, particularly European-based engineering or operations teams.
- Prior responsibility for a product line, technology portfolio, business unit, or comparable organization with accountability for growth and financial performance.
Additional Information
Work Environment
- Based at SOSi's Reston, Virginia headquarters, with regular in-office engagement with corporate, technical, and business leadership.
- Requires frequent domestic and international travel and periodic non-traditional working hours to support international customers, partners, and geographically distributed SOSi teams.
Working at SOSi
All interested individuals will receive consideration and will not be discriminated against for any reason.