US Army Account Executive

Planet•Washington, DC

23h•Hybrid

About The Position

The US Army Account Executive will manage Planet’s relationship with the US Army. Additionally, the Account and Program Manager will find new customers for Planet’s broad area monitoring and search product lines as we continue to grow sales according to our business plan. The ideal candidate is a driven, creative, and independent thinker who will assist in our expansion into new markets. This person will have a strong business acumen and an aptitude to learn new things. This is a full-time, hybrid role which will require you to work from our Arlington office 3 days per week.

Requirements

6+ years of relevant technical area experience (equivalent to military O-3/GS-12 or above).
5+ years of related experience in Software and/or Data as a Service sales.
Bachelor’s degree with a major relevant to the duties of the position.
Ability to obtain and maintain US security clearance.
Experience successfully prospecting, finding, and winning business with new customers.
Experience selling to Federal customers including understanding the nuances of sales cycles and how to navigate multiple agencies/divisions.
Ability to forecast accurately and manage a pipeline of opportunities.
Ability to source, sell, co-sell, and close large deals; carrying quota and closing should be familiar concepts.
Ability to do deep discovery and build relationships to engage in complex pricing negotiations.
Excellent written, verbal, and interpersonal communication skills, especially across a diverse range of people.
Ability to manage competing requests and meeting deadlines.
Ability to work independently and as part of a team.
Excellent judgment and decision-making skills.
Negotiation and persuasion skills.
Experience working in a dynamic environment with an ability to tackle unique challenges presented by its dynamic conditions.

Nice To Haves

Current or active TS/SCI security clearance.
3 years Joint, OSD, CCMD and/or a Military Department staff, preferably with experience in the US Army and in defense space organizations.
Advanced degree in associated discipline.
Experience with CRM, outreach tools and forecasting solutions.

Responsibilities

Manage Planet’s relationship with the US Army and other stakeholders to provide geospatial intelligence-derived products and information, including coordinating with the Professional Services team and the Customer Success team.
Identify, qualify, negotiate, and close opportunities to expand the customer base for imagery and geospatial intelligence-derived products and services, as well as applications of generative artificial intelligence (AI) analytics to provide further value to the US Army and Combatant Command customers.
Target further opportunities with the U.S. Government (DoD) accounts and partner companies with a specific focus to US Army current and upcoming programs of record.
Identify, qualify, negotiate, and close large-scale complex deals and drive sales revenue targets.
Technical understanding of geo-spatial imagery products, or a similar technical field and know the customer segments we sell to.
Develop an extensive pipeline of new sales leads, provide product and sales demonstrations to prospective customers, and formulate appropriate business relationships with accounts.
Collaborate with Sales Engineers for prospect meetings and presentations, generate proposals and present pricing to executive level buyers.
Maintain weekly pipeline reporting and accurately forecast quarterly and annual business.