Senior Director, Strategic Solutions, Army

About the role

You will own the end-to-end sales strategy and execution for C3 Ai's portfolio within the U.S. Army, acting as the primary commercial and strategic advisor to Army stakeholders on enterprise AI adoption. In this capacity, you will discover and validate high-impact AI use cases that directly support Army modernization priorities, operational readiness, and digital transformation objectives. You will leverage deep expertise in C3 Ai's product suite, including the Agentic AI Platform and domain-specific applications, to architect solutions that address complex mission challenges. The role requires you to synthesize intricate requirements from operational, procurement, and programmatic perspectives into compelling value propositions for senior leadership. You will be responsible for building and sustaining long-term relationships with key decision-makers and influencers across Army organizations. Furthermore, you will collaborate extensively with internal teams to align product capabilities with evolving Army needs and ensure successful customer outcomes. This position represents a critical leadership role in shaping the future of AI-driven transformation for one of our most important strategic partners.

Key facts

What you'll do

Develop and execute a comprehensive sales strategy to drive revenue growth within the Army and broader federal defense sectors, targeting agencies, departments, and prime contractors.

Identify and prioritize key accounts, cultivating relationships with senior-level decision-makers, program managers, and influencers within Army organizations.

Understand the unique challenges, requirements, and procurement processes of the Army sector, and tailor sales approaches and solutions accordingly.

Engage in strategic relationships with customers to ensure the realization of their digital transformation goals.

Develop, maintain, and manage the implementation of strategic customer engagement plans.

Manage efforts to research and identify customer prospects and targets.

Collaborate with sales, engineering, product, and marketing teams to develop new product offerings within existing and new lines of business.

Represent C3 Ai by driving business development with company alliance partners.

Personally engage in strategic account selling, business development, and ongoing customer success.

Travel to customer sites up to 50% of the time (or more) depending on business needs.

Serve as a subject matter expert on C3 Ai capabilities, Army programs, and the broader defense AI ecosystem during conferences, briefings, and stakeholder meetings.

Analyze and articulate the business value and ROI of proposed AI solutions to support executive-level decision-making.

Champion C3 Ai's vision and thought leadership in enterprise AI for defense through presentations, white papers, and strategic discussions.

Adapt to rapidly changing priorities, technologies, and policy landscapes within the defense and Army sectors.

Ensure alignment with C3 Ai's governance, security, and compliance standards in all customer-facing activities.

Provide feedback from the field to product and engineering teams to inform future roadmap enhancements.

Requirements

Bachelor's Degree in engineering, science, computer science, or related technical field of study. Master's or MBA degree preferred.

Proven track record of success in sales with a focus on selling SaaS solutions to the federal defense sector.

Deep understanding of the Army's landscape, procurement processes, and acquisition programs.

Extensive knowledge of AI technology, data analytics, and their applications within Army operations and modernization programs.

Demonstrated experience in building and nurturing relationships with senior-level decision-makers and influencers within Army organizations.

Veterans and those with a deep understanding of the Army's culture and decision-making processes are encouraged to apply.

Strong background in operations, procurement, or acquisition roles within the Army is highly preferred.

Experience with Army modernization programs, combat systems, or logistics is advantageous.

Established network and a track record of engaging Army stakeholders will be strongly considered.

Ability to understand complex issues at the intersection of mission, operations, and technology, and communicate that complexity with clarity.

Successful candidates will thrive in a fast-paced, high-performance, highly collaborative environment.

Demonstrated ability to execute precisely and quickly in a deadline-driven environment.

Technical fluency in AI, machine learning, operations research, physics, math, engineering, data integration, or computer science.

Strong written and verbal communication skills to articulate sophisticated concepts to diverse audiences.

Practical notes

This role requires travel to customer sites up to 50% of the time or more depending on business needs. Successful candidates must be eligible to work in the United States without sponsorship for this position. The position is based in Tysons, Virginia, and is aligned with the demands of a rapidly growing enterprise AI company operating in a dynamic sector. You will be expected to adhere to C3 Ai's high standards of professionalism, integrity, and collaboration while representing the company in all interactions with customers and partners. The fast-paced nature of the defense technology sector requires adaptability, resilience, and a commitment to continuous learning. You will work alongside experienced leaders who are dedicated to mentoring your growth and maximizing your impact. This position offers the opportunity to contribute directly to critical national priorities through the application of advanced AI technologies.