Wednesday, March 28, 2018

VP Sales - North America - Job #5269

Vice President, Sales

If you have managed the sale of products to the Aerospace/Defense market and can make an immediate impact in running the day-to-day operation of a rapidly growing and well funded small software firm, we want to talk to you. You will enjoy an aggressive compensation package and a generous equity position in the firm.

Our client provides unique, patented software-based solutions used in the manufacture and
maintenance of aircraft to capture, organize and visualize detailed structural inspection and repair
data. The software solution is currently used in aerospace manufacturing applications to
improve first-pass yield and increase manufacturing rate.

Market success has been within aerospace and defense systems. The company has
deployed its software solutions in both maintenance and manufacturing applications at a half
dozen prominent government and commercial customers. These customers have big potential for
expansion of software licenses and thus revenue as most current usage is at a workgroup level
within a single area. The company delivers value across departments—from management to engineering,
inspection and quality—and within different programs or divisions.

The firm desires to expand sales from existing customers under the leadership of a sales executive
with a proven track record in growing major account revenue within the aerospace and defense
sector. The Company is poised for a pivot from technically-driven sales to solution-driven sales
for a broadened customer footprint. Over time, the sales executive has the career opportunity to
drive sales beyond existing customers, expand outside the aerospace market and build/lead a
sales team.

This position involves direct selling with an individual quota. It requires a hands-on sales executive
to drive revenues and sales productivity through development of major account 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 Company success.

We are looking for candidates with successful experience in major account/industry sales
positions selling PLM, MES, CAD/CAE or BOM solutions into engineering, operations and supply
chain organizations. Our candidate is very ambitious and is seasoned in managing sales
campaigns across both technical influencers and economic buyers.

§ Prospecting, Qualifying and Closing sales opportunities to meet or exceed annual quota
§ Build "go-to-market" plans for accounts by gathering market intelligence, evaluating
ecosystems and supply chains, and identifying new business opportunities
§ Lead technical resources to perform demos, benchmarks and ROI assessments as well as
respond to RFQ/RFPs
§ Define need for marketing programs and support materials and direct their development
§ Leverage existing and establish new partnerships to accomplish sales objectives
§ Forecast bookings accurately on a quarterly basis

QUALIFICATIONS (in priority order):
§ Proven ability to grow revenue from existing large customers, using solution sales approach
§ 5+ years experience selling to the aerospace and defense Sector
§ 10+ years experience as a sales professional for PLM, MES, CAD/CAE or BOM solutions
§ Must understand, and preferably have worked within, a smaller team or company
§ Willingness and ability to travel, primarily within North America
§ Demonstrated ability to work remotely (if not based at company HQ)
§ BS Engineering

For more information, email or phone (760) 436-1575