Senior Account Executive

🕒 il y a 20 jours

🏈 Ohio – Distant

🏈 Ohio – Remote

⏰ Temps Plein

🟠 Senior

🧑‍💼 Ingénieur d'affaires

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NLign Analytics

Site WebLinkedInTous les Emplois

11 - 50 employés

NLign Analytics développe un logiciel révolutionnaire qui transforme fondamentalement la façon dont les organisations utilisent les données d'inspection, de maintenance et de fabrication. \n\nLes améliorations spectaculaires de l'efficacité sont rendues possibles grâce à la représentation de vastes quantités de données de processus et de réparation dans des modèles CAO 3D, permettant une analyse rapide et précise dans un environnement 3D familier. Les tâches qui prenaient auparavant des jours, voire des semaines, peuvent maintenant être accomplies en seulement 1 à 2 heures.\n\nLes outils d'analyse de NLign permettent déjà à la marine et à l'aviation américaines ainsi qu'aux entreprises du secteur privé d'économiser des millions de dollars chaque année en rationalisant le processus de conception/construction, en diminuant le délai de fabrication, en réduisant les modifications techniques, en améliorant les rendements au premier passage, en aidant à surveiller la santé des flottes aériennes, en facilitant l'analyse des causes profondes, et en réduisant considérablement les coûts globaux des programmes.\n\nEn outre, les organisations militaires et manufacturières qui se dirigent vers des pratiques d'Entreprise Basée sur le Modèle (MBE) adoptent NLign™ comme technologie centrale fournissant la fibre centrale du « Fil Numérique ».

Description

• 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.

🎯 Exigences

• 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.

🏖️ Avantages

• 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