Defense tech sales is a great career path for veterans, leveraging military skills like leadership, technical expertise, and knowledge of government processes. Here’s a quick guide to get started:
Translate Military Experience: Highlight measurable achievements and operational expertise.
Earn Certifications: Focus on sales and tech certifications like CSP, CTSP, or CompTIA Security+.
Find Jobs: Check specialized job boards like ClearanceJobs.com or USAJobs.gov.
Plan Career Progression: Start as a Business Development Rep and work up to roles like Sales Manager or Director.
Quick Tip: Veterans earn 14% more in defense tech sales roles due to their unique skills and clearances. Start by optimizing your resume and LinkedIn profile to showcase your military background effectively.
How to get into tech sales after the military | What is tech sales?
Defense Tech Sales Job Types
Defense tech sales offers various career paths, particularly suited for those with military experience. Major defense contractors design their sales roles to benefit from veterans’ knowledge of military operations and technical systems. These positions range from entry-level business development to managing strategic accounts, allowing veterans to apply their operational expertise effectively.
Main Job Duties
Professionals in defense tech sales handle complex tasks like bidding for government contracts, demonstrating technical products, and ensuring compliance with security protocols. Here’s a breakdown of key roles and their responsibilities:
Building long-term relationships, handling complex deals
Industry experience, high-level connections
Career Progression Path
Climbing the ladder in defense tech sales means combining technical expertise with strong client relationship skills – qualities many veterans already possess. Here’s a typical career path in this field:
Business Development Representative (BDR)
Salary: $45,000 – $65,000
Field Sales Representative
Salary: $75,000 – $120,000
Account Executive
Salary: $100,000 – $200,000+
Requires 5+ years of experience and military operational knowledge
Sales Manager
Salary: $120,000 – $250,000+
Requires 7+ years of experience
Director of Sales
Salary: $150,000 – $300,000+
Requires 10+ years of experience
Military Experience in Sales Roles
Companies like Northrop Grumman and Lockheed Martin frequently hire veterans for strategic positions. For example, former Air Force logistics officers often thrive as Strategic Account Managers, while Navy veterans with technical expertise are well-suited for Sales Engineer roles. Veterans bring a unique advantage to these roles by streamlining sales cycles through their familiarity with weapons systems and battlefield technologies.
Using Military Background in Sales
Veterans transitioning into sales roles can gain a head start by effectively translating their military skills. Many companies actively seek individuals with military backgrounds, especially for roles in defense tech, due to their knowledge of defense systems and procurement processes.
Skills That Transfer
Military experience offers key advantages for roles in defense tech sales. Recent data shows that 78% of defense contractors prefer hiring veterans for sales positions requiring operational expertise.
When showcasing military experience, focus on measurable accomplishments. For instance, instead of saying “managed equipment”, you could say: “Coordinated $5 million in technical equipment deployments across three bases, ensuring mission-critical readiness”.
Veteran Hiring Programs
Several major defense contractors have developed programs to help veterans transition into sales roles in the tech and defense industries. Here are a few examples:
Earn sales certifications that complement their military background
Veterans in defense tech sales roles earn, on average, 14% more than their non-veteran peers. This pay gap reflects their ability to streamline sales processes using their operational expertise.
These programs provide a solid foundation for veterans to step into sales roles. The key is combining military experience with the right certifications to stand out.
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Required Skills and Certifications
Once veterans have identified their transferable skills, the next step is pursuing certifications that showcase both technical and sales abilities. In defense tech sales, technical know-how is crucial, and 86% of employers prefer candidates with a bachelor’s degree.
Sales and Tech Certifications
Focus on certifications that expand on the technical experience gained during military service. Some of the top sales certifications include:
Certification
Purpose
Certified Sales Professional (CSP)
Covers essential sales principles
Certified Inside Sales Professional (CISP)
Focuses on remote selling skills
Certified Technology Sales Professional (CTSP)
Tailored for tech-related sales
Certified Defense Industry Sales Professional (CDISP)
Addresses military procurement processes
For technical expertise, certifications that align with DoD cybersecurity standards are highly sought after:
Veterans can also benefit from specialized training programs designed to support their transition:
Service2Software: Offers training in tech sales.
FourBlock Career Readiness: Focuses on professional development.
Defense Security Service: Provides tools for maintaining security clearances.
Security clearances are often a requirement in defense tech sales roles, and the Defense Security Service offers valuable resources to help veterans keep these credentials up to date.
Job Search Methods
Once you’ve earned the right certifications, it’s time to focus your efforts on finding defense tech sales roles. Here’s how you can approach it effectively:
Network Building Steps
Your military background isn’t just part of your history – it’s a powerful networking tool. Highlight it prominently on platforms like LinkedIn. Make sure your profile includes a professional headshot and a headline such as “Veteran | Defense Tech Sales Candidate”. Join organizations like the Armed Forces Communications and Electronics Association (AFCEA) or the National Defense Industrial Association (NDIA) to expand your connections.
The DoD SkillBridge program is another great resource, offering practical experience while you’re still in service. Pair this with informational interviews to learn from those already in the industry.
Specialized job boards are your best bet for finding defense tech sales opportunities. Websites like ClearanceJobs.com focus on positions requiring security clearances, while DefenseTechJobs.com offers a newsletter with curated roles in the industry.
For government-related sales roles, check out USAJobs.gov, which lets you filter positions with veteran preference. Platforms like GovConWire Jobs also list openings tailored to this sector, often requiring specific clearances.
Resume Writing Tips
Your military experience already sets you apart – 61% of employers prefer hiring veterans. Make the most of this by showcasing measurable achievements that highlight leadership and technical skills. For example: “Managed a 20-person team to achieve a 15% faster tech deployment.”
Key points to include on your resume:
Technical certifications earned during your service
Leadership experience and team management
Any relevant sales or customer service background
Tools like Military.com’s Resume Builder can help translate your military skills into terms that resonate with industry recruiters. Focus on making your experience relatable and results-driven.
Next Steps
Action Plan
Now that you’ve earned key certifications and grown your network (as discussed earlier), it’s time to put this 90-day plan into action:
First 30 Days: Lay the groundwork. Optimize your LinkedIn profile and start taking courses on contracting processes through Defense Acquisition University.
Days 31-60: Dive into research. Study active defense contracts on SAM.gov and join industry webinars to stay updated on defense technology trends.
Days 61-90: Begin outreach and applications. Focus on companies with established veteran hiring initiatives.
Timeline Phase
Focus Areas
Foundation (Days 1-30)
Optimize LinkedIn, complete sales training
Development (Days 31-60)
Research industry, pursue certifications
Implementation (Days 61-90)
Apply to jobs, attend networking events
Getting Started
Kick off your transition within the next 72 hours by:
Registering for courses at Defense Acquisition University.
Scheduling a VA VR&E counseling session. These counselors can help pinpoint which of your military skills – such as project management or technical expertise – align with defense tech sales roles.
To further prepare, create a Defense Tech Focus Sheet that translates your military background into actionable insights for contractors. Include:
A list of target contractors, their active contracts, and needed certifications.
Leverage your operational expertise (refer to Section 3) to assess contractors’ product needs and position yourself as a valuable asset.
Let me tell you about one of my favorite organizations for veterans.
It’s a mentorship and coaching course designed for veterans and former elite athletes run by Shift Group.
imageWhat do they do?
Shift Group takes you through a self-guided course. If you really focus, you can knock it out in three days.
In that course, they help you answer a few questions:
What are your personal values?
What do you like to do?
What are you good at?
What type of work do you want to do?
What type of company do you want to work for?
After you complete the training module, you get paired with a coach who can work with you to help you find the best company to work for and help you get hired.
What are their results?
Simply speaking, the numbers speak for themselves.
1000+ Athletes and Veterans placed
300+ Hiring Partners
<5% attrition(industry average is 35%)
9 months average time to promotion (2x faster than average)
They have quite simply figured it out. Shift knows how to place people in new roles where they thrive and the company is happy.
That’s also why their program is free for veterans. They do the work with you up front and everyone has a better result on the back side.
Want to learn more? Check out Shift Group here.
