[Hiring] Account Manager @EarthDaily Analytics

Role Description

The Account Manager - ESA & EC role is central to EarthDaily’s European growth strategy. They will help develop EarthDaily’s sales strategy to sell products and services to the European Commission and Agencies and support both the Analytics and Data Lines of Business to achieve maximum value from funded Research and Development (R&D) opportunities in Europe. Working closely with the Sales team and across the Lines of Business, they will identify new R&D and sales opportunities, shape institutions and customer requirements, and develop closing strategies for strategic opportunities. Reporting to the VP EMEA, the Account Manager, European Space Agency (ESA) & European Commission (EC) is an individual contributor role responsible for driving commercial growth across European institutions, primarily the ESA and the EC, with additional scope across other treaty organisations.

Key Responsibilities

• Develop and execute a territory business development plan aligned with EDA’s European institutional strategy.
• Drive revenue growth by developing a pipeline and uncovering expansion opportunities within existing accounts and converting R&D engagements into multi-year commercial contracts.
• Generate net-new and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows.
• Present and demonstrate the value of EarthDaily’s products to its institutional prospects in Europe.
• Accurately manage and forecast against an opportunity pipeline.
• Work with cross-functional team as needed to support key activities such as pipeline generation efforts, closing business and customer/account management.
• Work to continually understand the market trends in Europe and advise cross-functional teams (i.e. Sales, Marketing; Product; Partnerships; Executive).
• Develop and maintain strong relationships with the European Institutions and your own customers.
• Manage the contracting and procurement process.
• Regularly educate customers on new use-cases, solutions, market trends etc. (be a trusted advisor and deliver commercial insight).
• Conduct regular field activity (i.e. customer meetings, attend conferences tradeshows/workshops).
• Other responsibilities as required.

Qualifications

• University degree or equivalent in Technical Areas (Remote Sensing, Aerospace Engineering, Aeronautics, Astronautics, Physics, Geology, Geography etc.) or Business, Administration or a related field.
• MBA or equivalent will be considered an asset.
• 5 years+ experience in a customer-facing role, selling a SaaS or highly technical solution.
• Proven track record of originating and closing complex, multi-stakeholder B2B deals exceeding EUR 500,000, including delivery against a seven-figure annual quota.
• Deep domain expertise; selling products and services into International Organisations.
• Prior experience working with or selling through systems integrators.
• Demonstrated experience in Earth observation, geospatial technology or similar technical market with a proven track record of regularly achieving and exceeding sales targets - carrying/delivering against a seven-figure quota.
• Experience converting R&D funded engagements into commercial contracts and recurring revenue.
• Highly Desirable prior employment at ESA, EUSPA, or a major prime contractor.
• Highly Desirable experience with global-scale BD spanning multiple European member states or international offices.

Requirements

• Deep domain knowledge of ESA and other International Organisations and government procurement processes.
• Established relationships with stakeholders across ESA programme offices and EC directorates; knowledge of other treaty organizations is an advantage.
• Demonstrated ability to build long-term relationships through consultative, needs based selling.
• Excellent at negotiating and asking open ended questions.
• Excellent written and verbal communication in English; working proficiency in a second European language (French/German strongly preferred).
• Thorough understanding of how to successfully prospect into accounts and generate new sales pipeline.
• Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC.
• Experience with a CRM such as HubSpot or SalesForce is an advantage.
• Target driven and highly organized with excellent time management skills.
• Deep knowledge of key programs and relationships with stakeholders from the ESA and the European Union, knowledge of other treaty organisations would be an advantage.

Benefits

• Fun, fast-paced and exciting work environment.
• Core values include earth-smart living, creativity, innovation, proactive communication, diversity, and accountability.
• Substantial requirement for travel (50% of time) for sales meetings, inter-company training, off-sites, strategic planning, and for conferences/trade shows and event attendance.
• Hours of work typically fall between 9:00am and 5:30pm Monday to Friday with periodic cross-over work required with other team members across a few time zones in addition to occasional evening and weekend work.