Intel Account Manager
Janes, United States
Job Description
Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community, the Department of Defense, and the aerospace, defense, and security (ADamp;S) industries. Janes unique offering is a recurring subscription data service including both an online web-portal and offline solutions that enable customers to view, collate, analyze, connect and download the world’s largest collection of industry data, intelligence, and news.
Janes continues to expand in the US market, focusing on being the preferred choice of open source defense intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently developed a new product called Intara, using Artificial Intelligence and Machine Learning capabilities through cloud-based technology providing customers with a powerful tool to integrate and connect Janes data with other data sources and advanced technology programs within national security.
To drive expansion in the US and Americas markets, Janes is seeking a high-caliber, driven professional comfortable with enterprise-wide solutions, data content and services, and with experience working with and for the IC, DoD, and the supporting industries.
Janes is searching for a highly capable Account Manager, to be part of a strategic business growth initiative focusing on leading and growing the largest of Janes accounts.
Reporting into the Vice President of Sales, you will take responsibility for the ongoing success of the contract with the account and ensuring continued execution of the program through it’s renewal while continuing to grow the contract. This critical role will be responsible for building an execution strategy while also building a strategy for growth by leveraging Janes capabilities and services in other parts of this customer. In parallel, this role will also be responsible for leveraging this contract vehicle across the IC for additional expansion. This is a highly visible role providing great freedom, challenge and accountability, within a growing and dynamic team, focusing on the growth of our key market and strategic main effort for our business.
- Identify and engage with key decision-makers across the account and the IC to enable ongoing success
- Develop strategy for new business pursuits in customer adjacencies
- Build strong customer relationships which deliver year-on-year value for the business
- Build strong internal relationships to ensure customers receive maximum value from Janes
- Couple your knowledge of Janes products and propositions along with your strong understanding of the needs of the ICtheir missions and challenges, to continuously position Janes at the forefront of customer decision-making processes
- Collaborate with the wider Sales team to relentlessly focus on strong lead generation, building value for the business
- Build the teams' sales pipeline through disciplined sales and business development activity with a focus on revenue recognition to ensure both near (12-18 months) and long-term (5 years) growth within the account and Intel market segment
- Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities
Requirements
- A proven track record of enterprise-wide selling in software solutions, technology data and/or services within these customers.
- Demonstrable experience in interacting at a mid to senior level across the various Command components.
- Previous experience of interacting with the DoD/Intel community and understanding their business needs and pipeline/portfolios
- Five to ten years of sales experience with a track record of closing large and complex dealswithin the Defense or Intelligence markets.
- Experience leading teams and managing direct reports
- Demonstrable experience of leveraging product, service and operational capabilities and insights for competitive advantage.
- Outstanding oral and written communication skills
- Proficiency with MS applications required (Excel, Word and PowerPoint).
Preferred experience
- 10 years of sales experience, in information and insight solution sales into national security and/or defense customers.
- 5-10 years of people management experience
- Experience in using Salesforce to maintain leads tracks progress to closure, and produce progress reports.
- TS Security Clearance is a plus.