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 Intelligence Community sector. This role requires you to identify and prioritize key accounts while cultivating relationships with senior-level decision-makers and influencers. You will engage in strategic relationship management to assure the realization of digital transformation goals for Intelligence Community customers. Additionally, you will develop, maintain, and manage the implementation of strategic customer engagement plans. This position demands that you collaborate with internal teams to develop new product offerings and represent C3 Ai through business development with alliance partners. You will personally engage in strategic account selling and ongoing customer success. Travel to customer sites is required up to 50% of the time depending on business needs.

Key facts

What you'll do

• Devise and implement a comprehensive sales strategy to drive revenue growth within the Intelligence Community sector, targeting Intelligence Community agencies, departments, and prime contractors.
• Identify and prioritize key accounts, cultivating relationships with senior-level decision-makers, program managers, and influencers within Intelligence Community organizations.
• Acquire and apply deep knowledge of the unique challenges, requirements, and procurement processes of the Intelligence Community sector to tailor sales approaches and solutions accordingly.
• Engage in strategic relationships with Intelligence Community customers to assure the realization of their digital transformation goals.
• Develop, maintain, and manage the implementation of strategic Intelligence Community customer engagement plans.
• Conduct research and identify customer prospects and targets to expand the pipeline.
• Partner 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 initiatives.
• Travel to customer sites up to 50% of the time (or more) depending on business needs.
• Analyze market trends and customer feedback to refine value propositions and solution positioning.
• Leverage competitive intelligence to support strategic decision-making and opportunity development.
• Utilize consultative selling techniques to uncover customer needs and articulate the value of C3 Ai solutions.
• Support the creation of tailored proposals and business cases for complex enterprise deals.

Requirements

• Earn a degree in engineering, science, computer science, or related technical field of study; a Master's or MBA degree is preferred.
• Must possess an active TS/SCI with Polygraph clearance.
• Demonstrate a proven track record of success in sales with a focus on selling SaaS solutions to the Intelligence Community sector.
• Show a deep understanding of the Intelligence Community landscape, procurement processes, and acquisition programs.
• Exhibit extensive knowledge of AI technology, data analytics, and their applications within the Intelligence Community sector.
• Provide evidence of demonstrated experience in building and nurturing relationships with senior-level decision-makers and influencers within Intelligence Community organizations.
• Highlight experience with and understanding of AI and Machine Learning as highly favorable.
• Communicate with exemplary written and oral skills in professional settings.
• Display excellent interpersonal, planning, and organizational skills to manage complex sales cycles.
• Apply strong analytical skills to evaluate opportunities and develop strategic recommendations.
• Bring sales consulting or management consulting experience as a preferred qualification.
• Maintain strict adherence to security protocols and compliance standards relevant to government sales.
• Exhibit resilience and adaptability in a fast-paced, high-performance, highly collaborative environment.
• Align with C3 Ai's commitment to digital transformation and innovation in enterprise AI.
• Leverage technical fluency in AI, machine learning, engineering, data integration, or computer science to address complex customer problems.
• Collaborate effectively with cross-functional teams to ensure solution fit and customer satisfaction.

Nice to have

• Preferred qualifications include prior experience in enterprise sales within the intelligence or defense sectors.
• Preferred qualifications include familiarity with C3 Ai products and the Enterprise AI application software landscape.
• Preferred qualifications include a background in consultative or solution selling methodologies.

Practical notes

• Travel is required up to 50% of the time or more depending on business needs.
• This role requires an active TS/SCI with Polygraph clearance.
• Candidates must be eligible to work in the United States without sponsorship for this position.