Key Account Manager, Aerospace & Defense
The Key Account Manager (Aerospace & Defense) is responsible for selling our Portfolio including Professional Services (Consulting and Support) to key accounts (global players).In this role, you will work closely with all functions like Service Delivery, Product Management and Marketing to execute strategic plans to achieve or exceed business targets with the assigned clients.
Build relationships with C-Level leaders and managers
Manage and control the sales cycle from prospecting through to close.
Set and execute aggressive customer acquisition strategies for the assigned accounts
Develop and maintain strategic long-term trusting relationships with the assigned accounts to accomplish organic growth and long-term company objectives
Plan and manage at both the strategic, operational and tactical customer-facing levels
Align with business development managers, industry leads, customer success organization, and regional sales leadership teams to present a single front to help represent a single vision for our customers.
Interface with the product management and marketing organizations to help guide vertical product and professional service direction and production of sales plays
Good technical background, minimum of BS in a technical or business field preferred and significant sales track record
5+ years of experience selling development tools, embedded technology or similar to the Federal sector
Familiarity with Software Development tools and Software Development Life Cycle is a plus
Progressive, Federal sales experience with complex solutions, passionate about software licensing, overachiever
Proven track record of successful personal sales pipeline management and results
Experienced in vertical market solution sales
Proven experience gaining access to decision makers and establishing strategic relationships and successes for long term partnerships
Business development experience in a strategic enterprise sales environment within a highly matrixed, global organization
Interfaces directly with customer decision-makers to shape market opportunities
Proven track record of building satisfied, loyal and referenceable customers
Knowledge in value-based selling, solution selling and creating long term business relationships in the software licensing industry
Target driven and results focused personality with a goal to deliver overachievement against clear objectives and business development targets
Consultative 'questioning' and Active Listening approach
Excellent oral, written, interpersonal and collaboration skills along with strong planning ability
Able to work independently in an environment that changes rapidly