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Director of Business Development, U.S. Defense & Intelligence

Classification: Full Time Exempt

Clearance Required: Top Secret - Active

Reports to: President

Job summary

Sell and promote adoption of Skyline’s platform. Responsible for facilitating the development and execution of a set of strategies for a defined portfolio of accounts. When executing these strategies, utilizes experience in enterprise sales to help customers leverage geospatial information and technology to achieve their business goals.

Summary of essential job functions
  • Prospect and develop opportunities to partner with key stakeholders to envision, develop, and implement a location strategy for their organization
  • Clearly articulate the strength and value proposition of the Skyline platform
  • Develop and maintain a healthy pipeline of opportunities for business growth
  • Demonstrate a thoughtful understanding of insightful industry knowledge and how GIS applies to initiatives, trends, and triggers
  • Understand the key business drivers within an organization and identify key business stakeholders
  • Understand your customers’ budgeting and acquisition processes
  • Successfully execute the account management process including account prioritization, account resourcing, and account planning
  • Successfully execute the sales process for all opportunities
  • Leverage and lead an account team consisting of sales and other cross-divisional resources to define and execute an account strategy
  • Effectively utilize and leverage the CRM to manage opportunities and drive the buying process
  • Maintain and develop current accounts to generate additional software and service opportunities
  • Pursue professional and personal development to ensure competitive knowledge of the industry
  • Leverage social media to successfully prospect and build a professional network
  • Participate in trade shows, workshops, and seminars (as required)
  • Support visual story telling through effective whiteboard sessions
  • Be resourceful and takes initiative to resolve issues
  • Identify large opportunities, build a team to capture, develop/execute capture strategy, prepare/submit proposal, close all contracts

Knowledge, Skills & Experience (Essential)
  • Demonstrated experience in managing the sales cycle including prospecting, proposing, and closing
  • Ability to adapt to new technology trends and translate them into solutions that address customer needs
  • Demonstrated experience with strong partnerships and advocacy with customers
  • Excellent presentation, white boarding, and negotiation skills including good listening, probing, and qualification abilities
  • Experience executing insight selling methodologies
  • Demonstrated understanding and mitigation of competitive threats
  • Excellent written and verbal communication and interpersonal skills
  • Ability to manage and prioritize your activities
  • Demonstrated experience to lead engagements to provide services and sell to industry
  • Strong public speaking skills and the ability to effectively demonstrate Skyline’s capabilities to a large audience
  • Knowledge of the industry fiscal year, budgeting, and procurement cycle
  • Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
  • Ability to travel domestically and/or internationally up to 50%
  • Bachelor’s or master’s in GIS, business administration, or a related field, or equivalent work experience, depending on position level
  • Must be able to obtain and sustain high level security clearances for D.O.D. and Intel communities

Knowledge, Skills & Experience (Desirable):
  • Five or more years of enterprise sales experience providing platform solutions to businesses
  • Understanding of the Skyline platform and how it relates to industry
  • Experience working with the geospatial customer base
  • Experience working with GIS technologies and applications
  • General knowledge of spatial analysis and problem solving
  • Results oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators
  • Served in Military or Intel Agencies

Skyline is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants.

Interested candidates should forward their resume to