About the role:

As a Public Safety Senior Account Executive at Skydio, you will be a primary driver of landing and expanding our business into public sector accounts across Japan. You will actively qualify accounts and build a strong understanding of potential customers’ businesses to effectively communicate Skydio’s value proposition to them. You will work closely with our local leadership and the marketing teams to hone our target customers and personas. This is a unique opportunity to join a fast-growing sales team and accelerate the growth of Skydio in the region.

How you'll make an impact:

• Manage the full sales cycle from identification to close

• Prioritize your high propensity accounts and develop an engagement strategy for each account to identify key contact

• Support strategic account sales campaigns by building strong executive relationship

• Develop a deep understanding of your customer’s business vision, challenges and workflows

• Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis

• Work closely with cross-functional teams, including sales leadership, engineering, professional services, marketing, legal and finance

• Engage with Skydio partners within the Japan market to deliver value to net new customers and accelerate customer value realisation

• Work with sales engineering and customer success to provide effective demos and/or product training as necessary

• Responsible for pipeline management, forecasting, deal labs and tracking activity in SalesForce, keeping management informed in a timely fashion, and identifying new opportunities in net new accounts

• Gather and share intelligence on competitor activity within the region

What makes you a good fit:

• 10+ years of sales experience with consistent success in meeting or exceeding sales objectives in enterprise software, hardware, or SaaS

• Familiarity with a solution-based approach to selling, experience managing a complex sales process, excellent presentation and listening skills, and organisation and contact management capabilities

• Strong executive presence and the ability to interact confidently with c-level customers and senior members of government departments and ministries.

• In-depth knowledge of the government acquisition processes, contracting vehicles, and structuring of hardware, software, and service contracts

• Hunter mentality - direct sales experience (B2B)

• Team player with the ability to provide open, honest and respectful feedback

• Familiarity with the MEDDIC sales qualification methodology or similar

• Experience with CRM and opportunity management systems, preferably Salesforce.com

• UAV experience is preferred but not essential

• Ability to travel 40% of the time

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