AMER Sales Defense Manager

Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community, the Department of Defense, 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 industry data, intelligence, and news.

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-caliber, 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 Director of Sales, to be part of a strategic business growth initiative focusing on  selling to Defense customers.  .  This role will have an account management responsibility while also leading and managing other sales directors currently selling capability into 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 while also providing supervision and leadership to a team of highly motivated sales leaders.

Reporting into the Vice President of Sales, you will take responsibility for the Defense customer portfolio  specifically focused on DoD building a continuous pipeline and executing the capture of sales opportunities.  This will have managerial responsibility for a team of 2-5 sales leaders with overall goals for the Industry/Academia account.   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 DoD focusing initially on Defense/Intel contractors, developing strong initial leads for the business
• 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 the DoD—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 DoD 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 these customers.
• Demonstrable experience in interacting at a mid to senior level across the various Command components.
• Previous experience of building relationships within the DoD/Intel and understanding their mission needs and how that would align with Janes offerings
• 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.
• Experience leading teams and managing direct reports
• 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

• 10 years of sales experience, in information and insight solution sales into national security and/or defense customers.
• 5-10 years of people management experience
• Experience in using Salesforce to maintain leads tracks progress to closure, and produce progress reports.
• TS 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)