Director of Sales - Department of War

Janes•Arlington, VA

8d•Hybrid

About The Position

Janes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. Our trusted defense, security, and geopolitical information delivered through seamless digital platforms and system integrations - turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyze threats, accelerate decisions, and stay ahead of emerging challenges. Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community (IC), the Department of War (DoW), and the aerospace, defense, and security (AD&S) industries. Janes unique offering is a recurring subscription data service including Data as a Service integrations, an online web-portal and offline solutions that enable customers to view, collate, analyze, connect and download the world’s largest collection of unclassified defense industry data, intelligence, and news. Janes continues to expand in the US market, focusing on being the preferred choice of open-source foundational military intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently made technology investments to develop a knowledge graph that supports its new online experience and API providing customers with a powerful set of tools to integrate and connect Janes data with other data sources and advanced technology programs within national security environment. Role purpose To drive expansion in the US and Americas markets, Janes is seeking a high-caliber, driven professional comfortable with selling subscription-based products, enterprise-wide solutions, data content and services to elements of the Department of War (DoW). Janes is searching for a highly capable Director of Sales , to be part of a strategic business growth initiative focusing on selling to the Office of the Secretary of War (OSW), Joint Staff (JS), and the offices and organizations in the DoW that aren’t aligned with a specific service branch. This role will have an account management responsibility while also collaborating and working with other sales directors currently selling capabilities to 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. Reporting into the Vice President of Sales, you will take responsibility for the assigned customer portfolio specifically focused on building a continuous pipeline and executing the capture of sales opportunities to grow your customer portfolio. Additional territory may be assigned as needed based on opportunities and demand signal. 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.

Requirements

A proven track record of enterprise-wide selling in software solutions, technology data and/or services within the above identified customer segments.
Demonstrable experience in interacting at a mid to senior level across the various Command components.
Previous experience of building relationships within DoW, OSW, JS, and other defense organizations. Understanding their mission needs and how to connect the value of Janes offerings to their goals.
Previous experience of interacting with Industry partners in the DoW community and understanding their business needs and pipeline/portfolios.
Five to ten years of sales experience with a track record of closing large, complex deals - within the defense markets.
Ability to work with a global team across business functions, including marketing, customer success, and product teams.
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).
Travel: 25%

Nice To Haves

At least 5 years of sales experience selling to or operational experience in the OSW, JS, or DoW.
Experience in using Salesforce to qualify leads, document opportunity progress to closure, and produce forecasts and progress reports.
Experience working with and/or selling open-source data or complex software.
Security Clearance is a plus.

Responsibilities

Identify and engage with key decision makers across the DoW, OSW, and JS developing strong relationships and leads for the business growth
Own existing assigned business in territory, ensuring new business, renewals and targeted uplift for year-over-year growth
Develop strategy for new business pursuits and shaping future opportunity
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 DoW - 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 a 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 (2+ year) growth within the DoW market segment
Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities