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Director of Sales- SOCOM

Arlington, Virginia, United States; Tampa, Florida, United States

 
Janes continues to expand in the US market, focusing on being the preferred choice of open-source foundational military intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently made technology investments to develop a knowledge graph that supports its new online experience and API providing customers with a powerful set of tools to integrate and connect Janes data with other data sources and advanced technology programs within national security environment. 

  

Role purpose 

To drive expansion in the US and Americas markets, Janes is seeking a high-caliber, driven professional comfortable with selling enterprise-wide solutions, data content and services to the Special Operations community within the Defense market.   

 
Janes is searching for a highly capable Director of Sales, to be part of a strategic business growth initiative focusing on selling to Special Operations customers and owning the SOCOM territory. This role will have an account management responsibility while also collaborating and working with other sales directors currently selling capabilities to these strategic customers. This is a key role allowing the successful candidate to implement a clear go-to-market strategy, delivering huge value to our customers, and therefore driving growth in our US and Americas business.. 

 
Reporting into the Vice President of Sales, you will take responsibility for the SOCOM customer portfolio specifically focused on building a continuous pipeline and executing the capture of sales opportunities across the entire SOCOM community. Additional territory may be assigned as needed based on opportunities and demand signal. 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. 

 

How you will contribute at Janes 

  • Identify and engage with key decision makers across SOCOM, developing strong relationships and leads for the business growth 
  • Own existing assigned business in territory, ensuring renewal and targeted uplift for year-over-year growth 
  • Develop strategy for new business pursuits and shaping future opportunity 
  • 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 Special Operations community—their 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 a sales pipeline through disciplined sales and business development activity with a focus on revenue recognition to ensure both near (12-18 month) and long term (2+ year) growth within the SOCOM market segment 
  • Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities 

  

 

  

Requirements

Requirements 

  • A proven track record of enterprise-wide selling in software solutions, technology data and/or services within the above identified customer segments. 
  • Demonstrable experience in interacting at a mid to senior level across the various Command components. 
  • Previous experience of building relationships within SOCOM and understanding their mission needs and how that would align with Janes offerings. 
  • Previous experience of interacting with Industry partners in the SOCOM 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 deals—within the Intelligence markets. 
  • Ability to work with a global team across business functions, including marketing, customer success, and product teams. 
  • 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). 
  • Travel: 25% 

 

Preferred experience 

  • At least 5 years of sales experience selling to SOCOM customers. 
  • Experience in using Salesforce to qualify leads, document opportunity progress to closure, and produce forecasts and progress reports. 
  • Experience working with and/or selling open-source data or complex software. 
  • Security Clearance is a plus. 

Benefits

  • 15 days vacation
  • 9 days flexible time off
  • 12 paid holidays
  • Paid parental leave
  • Health insurance (medical, dental and vision)
  • 401k retirement plan with company match and immediate vesting
  • Hybrid work schedule/flexibility
  • Company paid life and disability insurance
  • Healthy Half
  • Volunteering time
  • Weekly fresh fruit delivery (we just started this and people are liking it)!
  • Learning & Development opportunities (GoodHabitz, Mentoring)

 

 

Life at Janes

We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally.

Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender.

Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications

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