Industry Account Executive, United States

Planet

15h•$105,150 - $152,500•Hybrid

About The Position

Planet designs, builds, and operates the largest constellation of imaging satellites in history, delivering an unprecedented dataset of empirical information via a revolutionary cloud-based platform. We are seeking an Account Executive to find new opportunities, generate sales pipeline, and manage and expand existing government relationships with state and local governments. The ideal candidate is a driven, independent thinker, creative in identifying and developing new use cases and solutions within the civil market, with 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. This role involves identifying, qualifying, negotiating, and closing large-scale government contracts, driving sales and increasing Planet’s visibility within large state agencies. A deep understanding of departments like natural resources, agriculture, forestry, and emergency management is ideal. This is a full-time, remote position, with an expectation to work from a nearby office 3 days per week if applicable.

Requirements

6+ years of experience selling to the civil markets of which 5+ years in the Geospatial Earth Observation (or similar) industries.
Bachelor’s degree in a relevant field.
Success in self-directed prospecting and identifying and closing business within existing and new accounts in the civil government space.
A firm grasp of the value commercial imagery can bring to the civil market and the understanding of how to navigate the complex civil buying process.
Existing network with the Government and partner ecosystem.
Excellent collaboration skills, working with multiple internal stakeholders to drive and retain business, increase the company’s 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.
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.