Account Manager

Janes enables militaries, governments, and defence companies to make critical decisions. Our expert-driven tradecraft, developed over 125 years, combined with human-machine teaming, delivers assured open-source intelligence across military capabilities and order of battle, equipment, events, countries, companies, and markets.

Linking millions of assured data points, Janes Open-Source Intelligence creates a framework of interconnected national security insights that allows our customers to better understand emerging threats, integrate all relevant data and connections into a single intelligence environment, and to deliver a more complete and accurate answer to their intelligence analysis. Using Janes, enables our customers to better use their scarce resource more effectively, to support better decisions with higher confidence, more quickly.

Janes continues to expand in the US market, focusing on being the preferred choice of open source defense intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently developed a new product called Intara, using Artificial Intelligence and Machine Learning capabilities through cloud-based technology providing customers with a powerful tool to integrate and connect Janes data with other data sources and advanced technology programs within national security.

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, and with experience working with and for the IC, DoD, and the supporting industries.
Janes is searching for a highly capable Account Manager, to be part of a strategic business growth initiative focusing on  selling to industry customers in the Defense and Intel Federal sectors.  This is a key role allowing the successful candidate to execute a clear go-to-market strategy, delivering huge value to our existing and new customers, and therefore driving growth in our US and Americas business.

Reporting into the Director of Sales for Industry and Academia, you will take responsibility for the growth and expansion of an assigned customer portfolio, building new pipeline, and executing the capture of sales opportunities.  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 Industry focusing initially on Defense/Intel contractors, developing strong initial leads for the business
• Jointly develop strategy for new business pursuits in market adjacencies
• 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 industrial organizations—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 the teams 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  (5 year) growth within the Industry 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 these customers.
• Demonstrable experience in interacting and navigating at a mid to senior level across the various commercial and government organizations.
• Previous experience of interacting with Industry partners in the DoD/Intel 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 Defense or Intelligence markets.
• 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).

Preferred experience

• 5 years of sales experience, in information and insight solution sales into national security and/or defense customers.
• Experience in using Salesforce to maintain leads tracks progress to closure, and produce progress reports.
• Experience with Open Source Intelligence (OSINT) or Competitive Intelligence as an analyst or seller.
• 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)