Key Account Director

*** Candidates must have experience in high value complex software sales selling to Aerospace or similar markets and 3 years of experience using The Challenger Sales process.***

NLign Analytics is a division of Etegent Technologies, a rapidly growing, aerospace and defense technology company with headquarters in Cincinnati, Ohio. We are a multi-disciplinary mix of engineers, scientists, and computer science professionals with a passion for developing and commercializing technology solutions that address our customer's most significant challenges and opportunities; we strive to change the way people think and work.

NLign Analytics supports the DoD as well as defense and commercial aerospace manufacturers (primarily) helping to complete the digital thread to increase safety, reliability, production rates, and reduce costs. As a member of the NLign team, you will have the opportunity to work on an application that is fundamentally changing the way organizations use inspection, maintenance, and manufacturing data.

The Position:

NLign’s market success has been within aerospace and defense systems. We have deployed our software solutions in both maintenance and manufacturing applications in prominent government and commercial customers. The focus of this new position is on:

• Grow our software sales and contract development within our existing commercial customers.
• Expand into new customers such as SpaceX, Lockheed, Airbus, Sikorski, and various other high value critical equipment organizations.
• This position requires a hands-on individual to drive revenues and sales productivity through development of major account software sales plans, leveraging partnerships and directing technical and marketing resources.
• This is a unique opportunity to join a growing business in a technically challenging, stimulating work environment, and it carries a high level of impact on our future success.

Job Responsibilities:

· Forecast software sales accurately on a quarterly basis.

· Prospect, qualify, and close software and solutions sales opportunities. Ensure sales objectives are met, or exceeded, and identify and address barriers to the sales process and cycle.

· Build “go-to-market” plans for accounts by gathering market intelligence, evaluating ecosystems and supply chains, and identifying new business opportunities.

· Based on the plan, take strategic and concrete action to promote company capabilities to future customers and grow our customer base.

· Leverage technical resources to perform demos and presentations, benchmarks, and ROI assessments as well as respond to RFQ/RFPs. Negotiate business relationships and contracts.

· Assist in defining the need on marketing programs and support materials and direct their development.

· Align sales objectives with business strategy through sales objectives and goals, forecasting, resource planning, and budgeting.

· Leverage existing relationships with our partners and assist in developing additional channel relationships to expand our reach.

· Develop innovative approaches to selling NLign’s unique product; learn the market to be able to advise leadership on effective ways to pivot the company for growth.

· Create a predictable sales process leading to shorter sales cycles, better qualification processes, and more customer growth.

· Identify and implement best practices, tools, and techniques for exceptional sales performance.

· Collaborate with product development & operations teams to address customer and/or market needs and to ensure success in competitive positioning, market awareness, and delivering a superior customer experience.

Minimum Qualifications:

· 10+ years of overall related experience, particularly in high value complex software sales.

· 5+ years of experience selling to Aerospace or similar markets.

· 3-5 Years experience using The Challenger Sales process.

· Bachelor’s degree in Marketing, Business, or Engineering.

· 3-5+ years of experience as a sales professional for PLM, MES, CAD/CAE, ERP solutions or similar product.

· Demonstrated ability to grow revenue from existing large customers.

· Previous experience in being a key part of growing a company’s revenue.

· Willingness and ability to travel, primarily within North America. Can be 25%-50% on average.

· Experience selling to senior leadership.

Preferred Qualifications:

· Previous experience working with a smaller company or start-up.

· Background working for Aviation and Defense industry.

· Familiarity with Digital Twin, 3D Modeling, PLM, MES, MRO, and related tools.

· Aerospace industry (manufacturing and sustainment specifically) experience.

Key Attributes:

• Welcomes a challenge: Seeks out opportunities and does not shy away from adversity. Enjoys creating win-win outcomes for both the customer and the company.
• Collaborative: Recognizes the team that is supporting them behind the scenes and works to regularly understand others’ needs and communicates frequent updates.
• Has a “just get it done” mentality: Comfortable with adjusting to the needs of the business, wearing several hats, while understanding the long cycle sales process that our company has.
• Leader: Connects the dots through strong critical thinking skills and inspires others to do the same. Charismatic and engaging communicator and presenter. Uses a strategic sales approach, while being mindful of the tactical and logistical needs a customer may have.
• Knows Their Audience: Can work with executives within large organizations along with individual engineers to demonstrate use cases and advantages for the company.
• Curious: Genuinely interested in industries furthering technology advancement and is deeply curious about trends and new developments.

Working at NLign:

At NLign Analytics, you'll be a part of a fast-growing organization that combines a small-company family feel with big-company resources and opportunities. We work hard, but we also want you to play hard. Which is why in addition to your competitive salary, medical/dental/vision plan and a generous annual company 401(k) contribution, you'll enjoy the following perks:

Flexibility: Not a morning person? No problem. We only ask that you begin your day by 10:00 am.

Casual Dress: Don't be fooled by the casual clothes and laid-back atmosphere. We're changing the world around here!

Professional Development: Continuous learning on us. Reimbursement provided for up to 100% of qualifying education expenses.

Food: Keep your energy levels up with our well-supplied snack and beverage kitchen, and enjoy a weekly lunch with your talented colleagues on Free Lunch Fridays.

Location: Centrally located in Blue Ash, a close suburb of Cincinnati, our office is a short commute whether from the lofts of OTR or a suburb outside the 275 loop.

Culture and Values:

Our culture and values are at the center of everything we do. Our values drive our culture. Our culture is not just what we do, but who we are.

• Rational Tenacity
• Accelerated Learning
• Mutually Beneficial Relationships
• Passion for Innovation
• Strive for Daily Excellence