Account Executive - A&D

Company Overview:

Exostar’s cloud-based platforms create exclusive communities within the Defense Industrial Base, Life Sciences, and other highly regulated industries where members securely collaborate, share information, and operate compliantly. Within these communities we build trust. By analyzing community data, we provide insights and intelligence, enabling organizations to make better, timelier decisions, to mitigate risk, and operate more efficiently.

Position Overview:  

Exostar is looking for an Enterprise Account Executive with extensive experience selling enterprise software solutions with a successful track record of growing both new business and expansion revenue. This person must demonstrate all the behaviors associated with a high-performance sales culture, specifically managing a pipeline, delivering results against a quota and maintaining productive client relationships.

Responsibilities Include:

• Become the resident expert on the Exostar product and sell new / existing customers on our cloud-based service offering
• Consultative sales and/or value selling to engage and develop new accounts, from business proposals to handling RFP’s from customers
• Develop a sales plan that identifies the customer acquisition targets and the activities needed to convert these targets into new logos/customers (e.g. marketing/sales awareness activities, product collateral, etc..)
• Build and manage a robust pipeline of opportunities to meet and exceed corporate goals and sales quota (quarterly/annually)
• Build relationships and sell consultatively to C-Level within the Aerospace & Defense (A&D) industry and Defense Industrial Base (DIB) sector
• Drive complex transactions involving multiple executive level budget holders and decision makers to closure
• Develop a strong understanding of key differentiators and the competitive landscape
• Organize, prepare, track, and measure daily activity to forecast metrics utilizing CRM tool

Required Qualifications/Experience:

• 5+ years of strong quota attainment selling secure enterprise software solutions
• Knowledge of Supply Chain Risk Management and/or Identity and Access Management solutions
• Consistent track record of success with annual $1.2M+ quota
• Demonstrated sales record of consistently meeting and exceeding quota
• Rolodex of existing customer relationships (e.g. CPO, CIO, CISO, CXO, etc.,) within the A&D industry/DIB sector
• Ability to have strategic, business-oriented conversation at the CXO level
• Able to convey technical differentiators and link those differentiators to business value
• Candidates must be articulate and persuasive who are able to communicate secure supply chain collaboration related products to a broad range of prospects
• Candidates must have a strong working knowledge of the A&D industry/ DIB sector, its competitors, and techniques to grow sales activity
• Ability to operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude
• You are an elite communicator with strong presentation skills with the ability to articulate the advantages of security technology to senior business and technical decision makers
• Travel is required
• Location: Herndon, VA or Remote in NC, GA, TX, NJ, WA, PA, IL, DC, MD, UT, FL, SC

 Desired Qualifications/Experience:

• Ability to manage multiple priorities in a fast-paced environment
• Ability to be a team player and/or work independently required
• Ability to take initiative and be proactive required
• Ability to adapt and work in a progressive, dynamic, changing environment required

Education:

Bachelor's degree required

Exostar is an Equal Employment Employer.  The company provides equal employment opportunities to all applicants without regard to race, color, religion, sex, national origin, age, marital status, disability status or genetic information.  Exostar is committed to providing equal employment opportunities for all persons in all facets of employment including recruiting, hiring, compensation, promotion, training, benefits, transfers and working conditions.