Director, Aerospace & Defense Go-To-Market (GTM) Sales - Washington DC Metro Area

Employer
3D Systems Corporation
Location
Washington, DC
Posted
Apr 22, 2019
Closes
Apr 22, 2019
Ref
59875998
Hours
Full Time
Director, Aerospace & Defense Go-To-Market (GTM) Sales - Washington DC Metro Area - 1900007U Description Position Summary The Go-To-Market (GTM) Director of Aerospace & Defense (A&D) will drive A&D industry strategy, opportunity management and the tactical sales plan to drive incremental revenue for 3D Systems in the Aerospace and US Defense Industries. Building upon the many 3D Systems Solutions previously installed in Aerospace companies and Department of Defense (DoD) facilities, will design a plan to roll-out those solutions within existing or similar organizations. Will execute strategic and tactical opportunity development, validation and sales activities that enable 3D Systems to realize profitable growth within A&D markets, application areas, and Customers. Ideal candidate will live in the Washington, DC metro area. Responsible for expanding existing customer base revenue and the development of long-term and trusting business relationships within the Aerospace Industry and the DoD facilities for 3D Systems. Will engage externally and internally to define and execute A&D programs towards qualification and production. This is a high impact leadership position that directly contributes to 3D Systems' revenue and profitability goals. Will build a GTM team of A&D Industry Vertical experts to develop new business, drive revenue and support sales activities. Requires the ability to network within organizations and provide accurate forecasting of key opportunities. Requires the ability to negotiate large-scale projects and contracts within 3D Systems corporate guidelines. Will liaise with cross-functional internal teams to ensure effective fulfillment of customer expectations both pre and post contract award. The successful candidate will need a fluent understanding of the US Department of Defense (DOD), the Aerospace Industry, and other Government acquisition and procurement processes. A demonstrated and strong track record of success in qualifying new products in the US Government/DOD environment is critical. Responsibilities and Duties Essential Functions: * Accountable for A&D strategy realization, business objectives, revenue plan and profit targets for 3D Systems in the US. * Effectively manages Customer opportunities to closure within the Aerospace and Defense industry. * Effectively manages A&D Business Development, matrixed 3D Systems team members and regional sales personnel when applicable. * Build and manage the Go-To-Market resources to develop new business, drive revenue, increase opportunities, provide application engineering expertise and support sales activities. * Effective program management of targeted markets and 3D Printer application plans in support of the overall A&D business plan. * Drives opportunity validation process with completeness & urgency. * Defines & understands end A&D program plan (At the DOD-Government level & the Prime contractor level) and how 3D Systems fits into the program. * Builds and leads joint project plans with Customers/partners with clear on/off ramps and manages externally & internally. * Provides tactical account management until opportunity qualification and revenue justifies hand off to dedicated sales/account management team-resource. * Collaborates with CTO Office, R&D, Product Management and Application Engineering teams to evaluate product performance and recommend refinements for the A&D customer segment. * Performs other incidental and related duties as required and assigned. Qualifications Education & Training * Bachelor's Degree from an accredited university is required * Degree in Engineering or Technical Degree is preferred. * Former US Military Officer or Aerospace Industry Executive is a plus. * Contract training is an advantage. Experience * 20 years of direct or channel sales experience selling to or working within the Federal Government. Preferred experience with Department of Defense and Aerospace Industry. * At least 10 years of capital equipment sales experience with average sales of at least $500K per contract agreement. Additive manufacturing and 3D Print experience a plus. * At least 10 years managing sales teams selling directly to customers and with partners. * At least 5 years of experience selling to or working with the Aerospace Industry. * Experience working in a matrix environment and managing multiple corporate functions. Knowledge, Skills & Abilities * Experience working in a business development environment, including identifying, planning, developing and implementing strategy. * Strong organizational and leadership skills. * Experience negotiating contracts, especially with the US Federal government. * Ideal location in Washington, DC, metro area. * Proven track record of meeting commitments with the highest standards of ethics and integrity * Excellent process and problem solving skills * Take charge individual with lots of energy and clear sense of urgency * Significant travel required 3D Systems is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, ethnicity, religion, sex, age, sexual orientation, genetic information, marital status, gender identity or national origin or because he or she is an individual with a disability or a disable veteran, Armed Forces service medal veteran (referred to collectively as "protected veterans"). The Company also provides applicants with equal employment opportunities without regard to pregnancy, childbirth, medical needs arising from pregnancy or childbirth, and related medical conditions including, but not limited to, lactation. Primary Location : US-SC-Rock Hill Work Locations : USA-Offsite Work from Home Employee Rock Hill 29730 Job Level : Manager with Direct Reports Travel : Yes, 50 % of the Time Type of Position: Employee Job Posting : Apr 4, 2019, 2:02:26 PM The successful candidate will need a fluent understanding of the US Department of Defense (DOD), the Aerospace Industry, and other Government acquisition and procurement processes. A demonstrated and strong track record of success in qualifying new products in the US Government/DOD environment is critical., * Bachelor's Degree from an accredited university is required * Degree in Engineering or Technical Degree is preferred. * Former US Military Officer or Aerospace Industry Executive is a plus. * Contract training is an advantage., * 20 years of direct or channel sales experience selling to or working within the Federal Government. Preferred experience with Department of Defense and Aerospace Industry. * At least 10 years of capital equipment sales experience with average sales of at least $500K per contract agreement. Additive manufacturing and 3D Print experience a plus. * At least 10 years managing sales teams selling directly to customers and with partners. * At least 5 years of experience selling to or working with the Aerospace Industry. * Experience working in a matrix environment and managing multiple corporate functions. Knowledge, Skills & Abilities * Experience working in a business development environment, including identifying, planning, developing and implementing strategy. * Strong organizational and leadership skills. * Experience negotiating contracts, especially with the US Federal government. * Ideal location in Washington, DC, metro area. * Proven track record of meeting commitments with the highest standards of ethics and integrity * Excellent process and problem solving skills * Take charge individual with lots of energy and clear sense of urgency * Significant travel required 3D Systems is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, ethnicity, religion, sex, age, sexual orientation, genetic information, marital status, gender identity or national origin or because he or she is an individual with a disability or a disable veteran, Armed Forces service medal veteran (referred to collectively as "protected veterans"). The Company also provides applicants with equal employment opportunities without regard to pregnancy, childbirth, medical needs arising from pregnancy or childbirth, and related medical conditions including, but not limited to, lactation.

Similar jobs