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Defense Sales Leader

Arlington, Virginia, United States
 

Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community (IC), the Department of Defense (DoD), and the aerospace, defense, and security (AD&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 unclassified defense industry data, intelligence, and news.


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-calibre, driven professional comfortable with selling enterprise-wide solutions, data content and services to the US Department of Defense (DoD) market.  


Janes is searching for a highly capable Defense Sales Leader, to be part of a strategic business growth initiative focusing on selling to DoD customers and owning the Army Intelligence territory. This role will be responsible for leading and managing 3-5 sales directors currently selling capability into DoD customers. The Defense Sales Leader is a key role that will include 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. A critical area for growth in the DoD sector is growth in the intelligence mission areas.


Reporting into the Vice President of Sales, you will take responsibility for the entire DoD customer portfolio and will work with your team to build a continuous pipeline and executing the capture of sales opportunities across the US DoD. 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

  • Manage your team’s day to day performance to include meeting and exceeding sales key performance indicators (KPIs.)
  • Develop a defense market strategy in collaboration with the VP of Sales, marketing, product, and other key stakeholders across Janes.
  • Enable, coach, mentor, and lead your sales team toward meeting individual and team quotas on a quarterly and annual basis.
  • Identify and engage with key decision makers across DoD, 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 defense 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 defense 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 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 defense community and understanding their mission needs; with the ability to connect the value of Janes to their goals.
  • Previous experience of interacting with Industry partners in the defense 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.
  • Experience leading sales teams and managing direct reports
  • 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

  • 10 years of sales experience selling to the Department of Defense.
  • 5-10 years of people management and sales excellence experience.
  • 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 (Linkedinlearning, 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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