NEO Prime and Defense ROV - Sales Manager

stratasys • Port Orange, FL

1d

About The Position

The Sales Manager – Neo Prime and Defense Rest of Vertical (ROV) responsible for identifying, developing, securing and managing business opportunities with innovative and fast-growing companies within the defense, aerospace, and technology sectors. This role focuses on building strategic relationships with new and emerging players in the market—startups, integrators, and small to mid-sized enterprises—to expand the company’s customer base and drive growth across new platforms and technologies. This will be focused on emerging companies, as well as “Neo Primes”, vs “enterprise” or “named” (traditional aerospace and defense primes). This is a quarterly quota carrying role. The ideal candidate thrives in “hunter” roles - going after new customers, as well as helping expand new customers.
This role will have Global responsibility and will be responsible for developing and executing annual Customer Leadership Plans (account development plans), annual revenue and operating plans and for working throughout the Stratasys organization to ensure we earn and keep a “Stratasys First” relationship with assigned customers through short, mid, and long-term horizons. This role will identify targeted growth opportunities with new sites, construct business cases/ROI, to realize growth and adoption of such with assigned customers across Stratasys' product and service portfolio.

Requirements

• U.S. Citizenship required
• Bachelor’s degree in Business, Marketing, Engineering or relevant area of study
• 5+ years demonstrated success in growing key customer relationships and business with technology-based solutions
• 5+ years clearly defining and articulating solutions value to customer needs and opportunities at all levels
• Significant experience in the aerospace and/or defense sectors, or other high technology industries
• Proficient with Microsoft Office

Nice To Haves

• Previous experience carrying a quota (quarterly preferred)
• Ability to obtain a U.S. government security clearance
• Advanced knowledge of Product Development Process with a high sense of urgency in providing world class customer service
• Demonstrated experience with account planning in the Aerospace and Defense industry
• Proven track record of establishing strong customer relationships in highly technical, solution-oriented environments, especially tech defense start-ups
• Proven ability to penetrate, build and develop meaningful, long-term relationships with senior executives and other key stakeholders within key customers
• Demonstrated ability to effectively work cross-functionally and influence indirectly to grow sales, deepen customer penetration and forge alliances
• Strong technical knowledge in additive manufacturing coupled with a consultative sales approach
• Experience selling both hardware and software using consultative application discussions
• Excellent presentation and communication skills
• Experience with Salesforce

Responsibilities

• Develop and execute annual Customer Leadership Plans to drive customer-valued business solutions, revenue growth, advocacy and value toward the SSYS product and solutions roadmap
• Work co-operatively with relevant Channel Partners (Stratasys Channel Sales and 3rd party Partners/Resellers) to achieve goals
• Ensure operational success, including but not limited to opportunity management, management of sales process, issue resolution, day to day customer inquiries, service execution, etc.
• Partner with Application Engineers to develop and implement application growth initiatives, enhance printer utilization and provide customer education on the value of Stratasys products/services to drive printer sales and material utilization
• Ensure internal and external service level expectations are met through consistent measurement, reporting, planning and execution
• Develop and execution Net Promoter Score initiatives designed to increase customer satisfaction and advocacy
• Partner with our Account Based Marketing team to broaden our reach within each customer and ensure all leads are aggressively followed up on and moved through the buying journey.
• Adhere to and enhance the company's established selling processes and customer relationship management tools (such as SalesForce and Xactly) to ensure a foundation for future scalability
• Utilize the Challenger Methodology to disrupt the status quo of traditional product design, development and manufacturing where Additive Manufacturing brings customer value

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level