Senior Director, Strategic Solutions

About the role

You will own the development and execution of a comprehensive sales strategy designed to drive revenue growth within the federal defense sector. This role focuses on identifying and prioritizing key accounts while cultivating relationships with senior-level decision-makers and program managers. You will engage in strategic relationship building to assure the realization of digital transformation goals for defense customers. A core responsibility is to develop, maintain, and manage the implementation of strategic defense customer engagement plans. You will also manage efforts to research and identify customer prospects and targets in collaboration with internal teams. This position requires deep technical fluency in AI, machine learning, operations research, physics, math, engineering, data integration, or computer science to communicate complex issues with simplicity. You will represent C3 Ai by driving business development with company alliance partners and engaging in strategic account selling, business development, and ongoing customer success.

Key facts

What you'll do

• Develop and execute a comprehensive sales strategy to drive revenue growth within the federal defense sector, targeting defense agencies, departments, and prime contractors.
• Identify and prioritize key accounts, cultivating relationships with senior-level decision-makers, program managers, and influencers within defense organizations.
• Understand the unique challenges, requirements, and procurement processes of the federal defense sector, and tailor sales approaches and solutions accordingly.
• Engage in strategic relationships with defense customers to assure the realization of their digital transformation goals.
• Develop, maintain, and manage the implementation of strategic defense customer engagement plans.
• Manage efforts to research and identify customer prospects and targets.
• Collaborate with sales, engineering, products, 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.
• Leverage expertise in AI, machine learning, and data analytics to uncover high-value opportunities and define solution architectures.
• Translate complex enterprise AI concepts into clear business value propositions for defense stakeholders.
• Partner with internal teams to build business cases that align with defense mission objectives and acquisition priorities.
• Monitor market trends and competitive landscape to refine positioning and support product strategy.
• Provide feedback from customer engagements to influence product roadmap and innovation initiatives.

Requirements

• Proven track record of success in sales with a focus on selling SaaS solutions to the federal defense sector.
• Deep understanding of the defense industry landscape, procurement processes, and acquisition programs.
• Extensive knowledge of AI technology, data analytics, and their applications within the defense sector.
• Demonstrated experience in building and nurturing relationships with senior-level decision-makers and influencers within defense organizations.
• Degree in engineering, science, computer science, or related technical field of study. Master's or equivalent technical training strongly preferred.
• Demonstrated ability to understand complex issues at the intersection of business and technology and to communicate that complexity with simplicity.
• Success in a fast-paced, high-performance, highly collaborative environment with a strong work ethic and track record of achievement.
• Ability to travel up to 50% of the time or more depending on business needs.
• U.S. citizenship required due to the nature of defense sector engagements.
• Eligibility for and ability to obtain a Secret or higher security clearance may be required.

Nice to have

• Preferred items are not specified in the source material.

Practical notes

• Travel to customer sites up to 50% of the time (or more) depending on business needs.
• U.S. citizenship required.
• Eligibility for and ability to obtain a Secret or higher security clearance may be required.
• No specific hours, visa, or deadline information provided in the source.