Account Executive

Planet

46d•Remote

About The Position

We’re looking for an Account Executive who will find new opportunities, generate sales pipeline, and manage and expand existing government relationships with state and local governments as we continue to grow sales according to the business plan. The ideal candidate is a driven, independent thinker, who can also be creative in identifying and developing new use cases and solutions within the civil market. This person will have a track record of navigating and selling within the state and local level, an extensive network and the ability to navigate framed contracts and the government procurement process . They will identify, qualify, negotiate, and close large-scale government contracts, drive sales and increase Planet’s visibility within the large state agencies. The ideal candidate has a deep understanding of the objectives, structure, personnel, strategy and processes of the departments we sell to such as departments of natural resources, agriculture, forestry and emergency management. Above all else, we’re looking for someone who enjoys our unique value proposition and joins Planet on our mission to see change and change the world. This is a full-time, remote position based in the United States. If located near an office, you are expected to work from that office 3 days per week.

Requirements

6+ years of related experience selling to the civil markets of which 5+ years in the Geospatial Earth Observation (or similar) industries.
Success in self-directed prospecting and identifying and closing business within existing and new accounts in the civil government space.
Deep understanding of commercial imagery's value in the civil market and the complexities of civil procurement.
Existing network with the Government and partner ecosystem.
Ability to partner with multiple internal stakeholders to drive and retain business, increase Planet’ civil reach, product market fit and identify future areas for growth.
Ability to develop a detailed and achievable sales plan, forecast accurately and manage a pipeline of opportunities.
Ability to source, sell, co-sell, and close large deals and government contracts; carrying quota and closing should be familiar concepts.
Ability to run deep discovery meetings by identifying and understanding the prospect’s challenges and needs, gaining consensus with multiple stakeholders, engaging in complex solution evaluations, and navigating the government procurement process.
Self-starter, able to work independently under tight deadlines in a dynamic environment.
The ability to interact successfully across cultures.
Negotiation and persuasion skills.
Critical thinking, decision-making, sound judgement, and creative problem-solving skills.
Experience with CRM, outreach tools and forecasting solutions.

Nice To Haves

Federal experience.
Background in GIS, remote sensing or related field.
Knowledge of consultative selling techniques such as MEDDPICC, Challenger Sale or similar.
Experience identifying, prospecting and establishing new use cases within existing and new accounts.

Responsibilities

Drive strategic engagement and governmental relationships to maintain, renew and grow business with existing and new state government accounts.
Generate pipeline and revenue from state governmental agencies by working with Planet’s SDR team, maintain outbound, self-directed prospecting, networking, identify new business opportunities, expand relationships and close sales.
Help inform and develop Planet’s civil go to market strategy, providing guidance and recommendations to product, marketing and the Commercial Leadership team on increasing Planet’s footprint within this market, and developing a cohesive and actionable plan to do so.
Manage the government contracting process.
Identify new partnership opportunities to expand Planet’s government presence and work with existing partners as needed.
Collaborate with Sales Engineers and Professional Services for prospect meetings and presentations to understand departmental needs, develop thoughtful solutions, generate proposals and present pricing to key government personnel.
Working collaboratively with Customer Success Managers to set client expectations, ensure successful outcomes and secure repeatable and predictable business.
Develop comprehensive and informed account plans, highlighting existing and potential opportunities and quarterly plans to maximize account engagement and revenue.
Maintain accurate and up-to-date pipeline, sales forecast and CRM.