Senior Account Executive

🕒 Maio 22

🏈 Ohio – Remoto

🏈 Ohio – Remote

⏰ Tempo Integral

🟠 Sênior

🧑‍💼 Executivo de Contas

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NLign Analytics

SiteLinkedInTodas as Vagas

11 - 50 funcionários

NLign Analytics desenvolve um software revolucionário que está mudando fundamentalmente a forma como as organizações utilizam dados de inspeção, manutenção e fabricação. Melhorias dramáticas em eficiência são possibilitadas pela renderização de grandes quantidades de dados de processos e reparos em modelos 3D CAD, permitindo análises rápidas e precisas em um ambiente 3D familiar. Tarefas que anteriormente levavam dias, ou até semanas, agora podem ser concluídas em apenas 1-2 horas. As ferramentas de análise do NLign já estão economizando milhões de dólares a cada ano para a Marinha e Força Aérea dos EUA, além de empresas do setor privado, ao simplificar o processo de design/construção, diminuir o tempo de fabricação, reduzir alterações de engenharia, melhorar os rendimentos iniciais, ajudar a monitorar a saúde de frotas de aeronaves, auxiliar na análise da causa raiz e reduzir significativamente os custos gerais de programas. Além disso, organizações militares e de manufatura que trabalham em direção às práticas de Empresa Baseada em Modelos (MBE) estão adotando o NLign™ como uma tecnologia central que provê o fio condutor do “Digital Thread”.

Descrição

• Shape and capture program-of-record opportunities. • Develop a deep understanding of customer mission challenges, program roadmaps, and procurement constraints. • Shape requirements, build capture strategies, identify and secure relevant funding pathways (including SBIR Phase III opportunities where applicable), and lead specific proposal and capture efforts through award. • Win new software business with DoW. • Run sales cycles with key military branches growing new programs within existing customers and finding new program opportunities. • Identify the right buyers, determine appropriate funding and contract vehicles, and close high-ACV multi-year contracts. • Own the territory end-to-end. • Build, manage, and accurately forecast pipeline across the territory. • Develop and execute strategic account plans for priority government programs. • Maintain trusted relationships with senior stakeholders across program offices and depots. • Navigate DoW acquisition mechanics. • Lead complex, multi-stakeholder pursuits through DoW acquisition cycles, including contracting vehicles, teaming arrangements, OTAs, SBIR pathways, and prime/sub relationships. • Translate procurement constraints into executable deal structures. • Drive product and roadmap input. • Partner with product and engineering to translate customer problem sets back into the company's roadmap. • Provide field intelligence that informs new product decisions, pricing, and go-to-market for the assigned territory. • Represent the company externally. • Serve as the company's lead presence at customer sites, OEM facilities, industry events, and partner meetings. • Maintain accurate and current pipeline, account, and activity data in the CRM.

🎯 Requisitos

• Bachelor's degree (or equivalent experience) in business, engineering, or a related discipline. • Minimum of 5-7 years selling enterprise software or shaping defense acquisition programs within the DoW and defense industrial base, with a demonstrated track record of winning high-ACV (six- and seven-figure) deals. • Deep, current relationships within either (a) the U.S. Air Force aviation and maintenance community, or (b) the Navy/Marine Corps aviation and maintenance community. • Demonstrated ability to lead complex, relationship-driven pursuits from shaping through close, including executive-level selling to both government and commercial buyers. • Fluency in DoW acquisition mechanics, government contracting vehicles, and prime contractor procurement processes. • Proficiency with modern sales tooling, including CRM (HubSpot or equivalent) and sales intelligence platforms (Apollo or equivalent). • Willingness and ability to travel 50-75% to customer sites, OEM facilities, and industry events. • Active U.S. Secret security clearance.

🏖️ Benefícios

• Flexibility: Not a morning person? No problem. We only ask that you begin your day by 10:00am. • Also, you will enjoy a flexible schedule and some ability to telecommute. • Employees are given the option to work from home for most roles. • Casual Dress: Don't be fooled by the casual clothing and laid-back atmosphere. • Professional Development: Continuous learning on us. Reimbursement provided for up to 100% of qualifying education expenses. • Food: Keep your energy levels up with our well-supplied snack and beverage kitchen and enjoy a weekly lunch with your talented colleagues on Free Lunch Wednesdays. • Fun employee events