company

Federal Programs Account (Sales) Manager

Sales

Full-time

Description

Orbital Insight’s mission is to understand what we’re doing on, and to, the Earth. This includes all economic and social trends that impact us. In order to see these details and work at scale, we leverage advanced computer vision and machine learning techniques at scale. Many of our customers are Commercial as well as Federal clients in the DoD or IC that use our platform in large critical applications which require integration work and, in some cases, advances within the platform to make both strategic and tactical decisions.
This position will have direct revenue responsibility and will have the ability to showcase Orbital Insight’s technology to government clients. In this position you will be responsible for the direction and continuous improvement of Federal revenue, ensuring the achievement of financial sustainable growth, retention, and revenue goals while providing the highest level of customer satisfaction. This position will strategize and execute against defined metrics for all new and recurring revenue business targets, prospecting, demand generation, and monitoring key business performance to drive business results. The position e will also be responsible for collaborating and assisting in the capture management strategy for our Federal revenue team.

What We're Looking For:
• Self-starting teammate
• Success adapting in fast-growing and changing environments
• Success orchestrating and aligning decision makers around a common objective

This position will be based in our Arlington, VA office. Currently, Orbital Insight is fully remote (working from home) until at least the end of the year. Later, we will adapt a hybrid model with flexibility.

Responsibitlies

  • Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities
  • Define and implement a territory management go-to-market model for the Federal team.
  • Define and implement prospecting and demand generation strategies in the Account Executive’s respective territories to drive new business opportunities in the DoD and IC.
  • Anticipate key business, marketplace, competitor dynamics, and develop and implement strategies that ensure growth and mitigate adverse risk with the Account Executive teams.
  • Learn and understand business and technical requirements of clients to sell effective solutions that drive business value and have a clear ROI with the Account Executive teams.
  • Lead client facing presentations with executive level stakeholders; Travel to client locations as needed with the Account Executive teams.
  • Effectively negotiate client terms, lead reviews, and execution of agreements with the Account Executive teams.
  • Support the optimization and collaboration in the development and execution of all strategic and tactical plans to achieve growth, potential, and optimal business partnerships in each account with the Account Executive teams.
  • Work with the Federal leadership on sales plans, target accounts, key projects, and growth plans for the customer base in the North America Government sales team.
  • Responsible for providing quarterly forecasts to management and monthly forecasts within the current quarter utilizing current processes and systems.
  • Identify resources needed for the team to achieve organizational performance goals.
  • Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience

    • Qualifications

  • Bachelor's degree in engineering, science, technology, public relations, communications and or related field
  • 5+ years in managing a new business accounts team incorporating complex and solution selling in a SaaS environment. 
  • DoD or IC experience is a must.
  • History of creating and maintaining relationships with current and positive prospective clients in key strategic verticals
  • History of developing and implementing prospecting, and demand generation strategies for the new business Account Executives
  • Strong consultation skills and excellent solutions knowledge.
  • An understanding of the competitive landscape of our product suite and the differentiators to outmaneuver competition.
  • Proven track record of meeting and exceeding quotas.
  • Attention to detail and insistence on excellence – hands on leadership style.
  • Excellent written and verbal communication; skilled in creating and editing professional proposals in Microsoft PowerPoint and Word.
  • Ability to collaborate across functions and facilitate discussions in order to reach agreed upon recommendations.
  • An Active TS / SCI Security Clearance within the last 24 months. A DoD / IC TS / SCI clearance is required.

    • Additional Information

    Orbital Insight is a fast growing provider of geospatial data and geo­-analytic services to commercial, nonprofit and public sector clients across the globe. Leveraging advancements in computer vision and cloud computing, Orbital Insight is turning millions of images into a big picture understanding of the world that is quantitatively grounded in observation, creating unprecedented transparency, and empowering global decision makers with new sources of objective, quantified socio­-economic insights.

    We are backed by marquee investors such as Google Ventures, Sequoia Capital, In­-Q­- Tel and Bloomberg Beta, Orbital Insight is rapidly expanding its commercial and public sector capabilities. Come join us if you are unafraid to try new approaches and relentlessly seek to push the state of the art, taking projects all the way from prototype to production-ready.

    At Orbital Insight, we believe that a diverse workforce that reflects the diversity of our planet is the way to achieve our mission: to understand what is happening on and to the Earth.  Orbital Insight is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. We do not accept unsolicited headhunter and agency resumes and will not pay any third-party agency or company that does not have a signed agreement with Orbital Insight.
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