As a Senior Account Executive - Aerospace, you will play a pivotal role in driving the growth and success of the Aerospace sector and Airspace.  Reporting directly to the Sector VP of Aerospace, your primary responsibilities will involve focused lead generation and the acquisition of new enterprise clients to achieve and exceed sales targets. 

Key Characteristics:

• Knowledge of the Aerospace industry (commercial and general aviation operators , OEMs, MROs) and key stakeholders.
• Demonstrated ability to manage complex opportunities - targeting high value prospects, uncovering challenges, creating compelling solutions, negotiating pricing tariffs and contracts.
• Thrive in a fast-paced and dynamic sales environment.
• Collaborating with cross-functional teams to ensure long-term customer success.
• Team player committed to sharing knowledge and supporting colleagues (#OneTeam)
• Ability to manage multiple high-priority initiatives while staying focused on daily responsibilities and tasks
• Strong experience selling premium solutions to global enterprise clients.  
• Our service and solutions provide long-term measurable value that benefit our customers by reducing operating expenses and saving time, while ensuring key shipments are delivered faster than our competitors.

Responsibilities:

• Manage the sales process from initial lead generation and prospecting to contract completion of new clients.
• Develop and execute comprehensive sales plans for high value prospects (HVPs) and strategic expansion opportunities within the Aerospace sector.
• Successfully navigate the discovery process to ensure clear understanding of customer’s current challenges, pain points, and drivers for making a change.
• Confirm and communicate the differentiated value of Airspace services to the customer at both the operational and business level, including return-on-investment estimates, ability to deliver business value through reference and case selling, and proof of concept engagements.
• Understand and navigate the formal and informal buying process in the customer’s environment.
• Identify the customer’s key stakeholders, decision-makers, and influencers, develop strategies for each to mitigate risk and increase deal confidence, and create champions within the organization to support a purchase decision.
• Manage the contract negotiation and closing process including negotiation of terms and conditions, and procurement activities.
• Partner with the Account Management team to maximize value through higher service adoption, customer satisfaction, retention, and expansion
• Partner with Operations, Finance, Analytics and Product teams to stand up value based solutions that meet your clients’ requirements
• Clearly communicate with internal teams about account and opportunity developments.
• Develop a 5x, 12-month pipeline of qualified opportunities to meet and exceed your quota targets.
• Direct accountability to achieve quarterly and annual sales targets.

Requirements:

• 5+ years of enterprise sales experience in the Aerospace industry with a track record of selling and closing six-figure deals.
• Direct experience in prospecting, lead generation, solution selling, and negotiating of contracts with commercial, general aviation operators , OEMs, MROs.
• Consistently meet or exceed sales targets by selling complex deals requiring approval from multiple stakeholders including Operations,Supply Chain, Procurement, and Vendor Management.  
• Use SFDC to maintain a current and accurate pipeline of all forecasted opportunities.
• Ability to project manage large RFPs/tenders ensuring all deadlines are met
• Ability to build and manage customer executive relationships.
• Ability to follow and execute sales processes with accurate data inputs and high attention to detail.

Compensation:

• Competitive salary 
• Uncapped Commissions 
• High-quality health, vision, and dental care plan options.
• Unlimited PTO.
• 401K company contribution program with company match.
• Professional training and education reimbursements.

Salary Range 

• Base Salary:  $110k to $130k