Our client seeks a proactive, customer-focused sales professional to join its geospatial business development team. Our client is a premier provider of geospatial technology solutions to the U.S. Federal Civilian, Defense, and Intelligence communities. With a rich technical foundation spanning decades, our client’s Geospatial solutions integrate sensors, software, domain knowledge, and customer workflows into intelligent information ecosystems that deliver actionable information to enable government missions. They are seeking an experienced sales professional to generate new account engagement and close business for our client’s geospatial software solution. The ideal candidate will have proven experience in enterprise software sales (particularly geospatial or GIS), software development, developing customer relationships and opportunities, and generating and closing sales opportunities from the bottom-up with a history of successful execution. This position will report to the Business Development & Sales Manager and will work seamlessly with the Geospatial Solutions Business Unit leadership to develop and execute a go-to market strategy that supports the goals of the business.
They are transforming our business, and they need a sales professional who will:
Be a self-starter ready to make an impact on Day 1, quickly learning the assigned software/service portfolio, working with management and sales colleagues to generate a sales plan with strategy and targets
Work closely with other business units to leverage adjacent capabilities for stronger company-based solutions
Stay organized, maintain good communication with management, and work independently and/or with a team to continually move opportunities forward
Cultivate customer relationships. Maintain expert level knowledge of your customer space, understand evolving customer needs over the long-term, and work with customers to scope realizable, valuable solutions. Aim to build and strengthen customer relationships at all levels—users, procurement officers, and most importantly, stakeholders with mission insight and influence
Expertly position their solutions. Understand their US Federal geospatial solution portfolio, understand how holistic solutions can come together and how they deliver business value that bests our competition. Tell compelling stories about their solutions that encourage customer adoption, procurement, and implementation
Develop and mature existing customer accounts. Understand and create call plans, account plans, and pursue individual opportunity capture—know how and what techniques to execute at various points of the business development lifecycle
Build pipeline and close deals. Understand early on whether an opportunity is viable and find avenues for customers to easily procure our solutions—whether that’s helping to identify funding sources, creating implementation roadmaps, or writing justifications for how our solutions meet their strategic planning initiatives. Proactively work towards meeting or exceeding targeted annual bookings.
Communicate clearly to drive action. Coordinate cross-divisional teams to define and execute account strategies. Proactively and resourcefully take initiative to track action items and overcome challenges. Use whiteboard sessions and other techniques to support visual storytelling. Engage in executive-level reporting on pipeline metrics and the status of various opportunities.
JOB REQUIREMENTS
Demonstrable experience with geospatial technology solutions.
History of building a sales pipeline and/or call plan, and executing against it to generate new business sales
Exceptional business communication skills and the ability to present to users, technical staff, and C-level leadership
Experience with software development or solutions selling; GIS or geospatial software preferred
Experience selling software development kits (SDKs) and end user products.
8-10 years of experience in business development, sales, and capture in the U.S. Federal government domain
Undergraduate Degree in Technical, Engineering, Scientific, and/or equivalent fields OR Equivalent Military Experience
Proven track record of success in sales strategy and capture planning, identifying leads, establishing relationships, excellent follow up, and closing in consultative selling from C-level to Field-level.
Excellent verbal, group presentation, and written communications skills with the ability to adapt as needed for the target audience.
Excellent organizational skills that positively influence customers and internal teams with a common understanding of success, maintaining up-to-date and accurate records of all interactions and phases.
Experience coordinating cross-divisional teams to pursue capture activities from within and outside of their formal organizations.
In-depth knowledge of Federal contracting and contractual requirements for shaping contracts.
Experience working in a complex, multi-divisional organization, supporting a high-tech industry
Excellent consulting and relationship management skills. Ability to negotiate and mediate difficult challenges, while building and maintaining rapport with all shareholders.
Strong presentation, negotiation and active listening skills.
Proficiency with Microsoft Office 365, including Teams.
Proficiency with Salesforce.
Ability to obtain and maintain a Security Clearance (Secret or Top-Secret) is highly desirable.
Security Clearance Statement: This position will require a government security clearance, you must be a US Citizen for consideration.
Hexagon US Federal is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex (including pregnancy, gender identity, and sexual orientation), religion, national origin, disability, protected veteran status, or any other category that is protected by federal, state, or local laws.