PAE, Inc Senior Account Manager - UAV in Sterling, Virginia
Supporting the Most Exciting and Meaningful Missions in the World
Senior Account Manager - UAV
PAE ISR is seeking a senior-level account manager to lead PAE ISR’s growth within the U.S. Army Community. The ideal Senior Account Manager - UAS is mission driven and has a strong track record of designing wins and revenue growth in a complex UAS environment. He/she has a strong working knowledge of the UAS market, current relationships throughout the Army UAS program offices, an intimate understanding of end users and the challenges they face, a strong technical background, and is highly motivated to grow a business. Core competencies would include strategy, business development, client management, complex consultative sales, RFP response, and capture. Relevant technical prowess, service record, and/or direct operational experience is a plus.
Develops and maintains a close relationship with the key customers to understand their requirements, plans, goals and concerns to develop new business
Based on customer assessment, identifies solutions from PAE ISR’s platform(s) that are attractive and essential to the customer and then positions PAE ISR as the best company to meet these customer needs
Educates and supports sales with expert knowledge on products and their applications
Supports sales closing; tenders, complex offerings, and big/key orders
Develop strategies for future market changes and assess the likely impact on customers to identify growth opportunities and trends in domestic and international markets
Identifies opportunities that customers may not have formal requirements for; creates white papers to propose PAE ISR solutions to help the customer meet their mission requirements
In conjunction with PAE ISR’s operations leaders, develops the strategic growth plan for the customer area
Consults with customer on upcoming requirements to help shape requests for proposals (RFPs) and ensures PAE ISR BD/proposal teams have full understanding of requirements, constraints, and perceived risks
Assists BD/proposal teams in identifying the most likely requirements to successfully win an opportunity to include development and articulation of the solutions required, win strategies, themes and discriminators; clearly communicate these to both corporate executives and the proposal team
Drives competitive intelligence and ensure effective internal sharing of insights
Drives business segment, including target customers / applications and offerings
Drives type of distribution and pricing tactics
A minimum of 8 years of sales/business development/capture experience.
Demonstration of significant successful UAS sales/capture management experience
Eligible to receive a US Security Clearance
- Bachelor’s Degree in Business, Marketing, Science, Engineering or other related field OR equivalent experience required.
Demonstrated track record in UAS related sales and business development experience
Competitive, flexible and resourceful professional with very good networking and communication skills
Demonstrated ability to identify, qualify and capture mid- and long-term business opportunities
Proficient in writing proposals, giving presentations, supporting technology demonstrations, forecasting and closing transactions
Strong business acumen and a real commitment to achieving goals and results
Credibility with external constituents, specifically with this customer set; the candidate should have a developed network of relevant contacts in this customer set
Deep and broad understanding of customer’s operations, priorities, short/long term goals, strengths, and weaknesses typically derived from having worked within this customer’s organization in a variety of roles and departments
A broad-based understanding and knowledge of the business environment around the customer’s operations support services, understanding of the business cycles of this capability set
Excellent customer service, interpersonal, and communication skills
Ability to multi-task, organize, and prioritize multiple on-going projects
Proficient in MS Office and Salesforce or similar customer relationship management/sales tool
An Equal Opportunity Employer. PAE’s hiring practices provide equal opportunity for employment without regard to race, religion, color, sex, gender, national origin, age, United States military veteran’s status, ancestry, sexual orientation, marital status, family structure, medical condition including genetic characteristics or information, veteran status, or mental or physical disability so long as the essential functions of the job can be performed with or without reasonable accommodation, or any other protected category under federal, state, or local law.
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PAE is a leading provider of enduring support for the essential missions of the U.S. government, its allied partners and international organizations. With over 60 years of experience, PAE supports the execution of complex and critical missions by providing global logistics and stability operations, technical services and national security solutions to customers around the world. PAE has a workforce of approximately 15,000 people in over 60 countries on all seven continents and is headquartered in Arlington, VA.
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