Industry Account Executive

LEDGEN SINGAPORE PTE. LTD.; Singapore; Remote; SGD 20,000 - 60,000; Full time

Job summary

A leading company in Singapore seeks an Account Executive for government sales across Southeast Asia. You will expand the sales pipeline, manage customer relationships, and navigate procurement processes. The ideal candidate has over 6 years of experience in technical sales, a deep understanding of government customers, and strong negotiation skills. This role is full-time and offers remote working options.

Qualifications

• 6+ years related experience in geospatial software, imagery or technical sales required.
• Experience successfully finding and winning business with Government customers.
• Fluent in English, the working language of the company.

Responsibilities

• Develop the sales pipeline needed to achieve or exceed sales targets.
• Collaborate with the Government Sales team and Leadership.
• Manage the contracting and Government procurement process.

Skills

Selling to government customers

Negotiation

Critical thinking

Communication skills

Self-motivation

Education

Bachelor's Degree or commensurate professional experience

Tools

Salesforce.com

Job description

About the Role:

We are looking for an Account Executive who will be responsible for growing Planet’s Government sales pipeline and book of business in Government Intelligence, Defense and National Security institutions for Indonesia and Philippines. The ideal candidate for this position is a driven, independent thinker, who can also be creative in finding new and dynamic ways to expand Planet’s government business. This person will have a proven track record of selling in government and defense, with an extensive network and able to navigate procurement processes and frameworks. They will identify, qualify, negotiate, and close large and medium-size deals and drive sales revenue targets. The ideal candidate will have Military experience, technical understanding of geo-spatial imagery products (or a related technical field) and understanding of government customers that we sell to.

This role involves developing an extensive pipeline of new sales leads, providing product and sales demonstrations to prospective customers, and formulating appropriate business. To support this, the D&I Account Executive should have the ability to forecast accurately when managing the incoming pipeline of opportunities. The need to source, sell, co-sell, and close deals means that the ideal candidate should be familiar with the concepts of carrying quota and closing. Above all else, we want our potential D&I Account Executive to enjoy our unique value proposition and join us in Planet’s mission to see change and change the world.

This is a full-time, remote position based in Singapore or Indonesia.

Impact You’ll Own:

• Develop the sales pipeline needed to achieve or exceed your sales targets and
  goals.
  Collaborate with the Government Sales team and Leadership.
  Work with Planet’s marketing team to run campaigns to attract and identify new
  opportunities.
• Work with Business Development to grow a pipeline of opportunities with
  strategic accounts.
• Prospect and develop business relationships, close sales, and manage customer
  expectations as the company grows.
• Collaborate with the whole commercial organisation to foster close customer
  relationships based on trust and integrity.
• Engage qualified prospects and take them through the journey of identifying the
  value proposition for Planet solutions and negotiating through
  agreement/contract/procurement obstacles to achieve an ultimate win.
• Manage the contracting and Government procurement process.
• Work closely with pre-sales/solution architect staff to ensure technical validation
  of the Planet solution and achieve a technical win.
• Work closely with our post-sales organization and Customer Success team to
  ensure a successful onboarding for new customers and maintain/grow a
  relationship.
• Work strategically to develop the pipeline of qualified opportunities needed to
  achieve or exceed your sales targets and goals.
• Maintain an extensive level of pipeline hygiene using Salesforce.com.
• Collaborate and innovate as needed to create customer-facing presentations and
  proposals unique to the prospect and situation.

What You Bring:

• Bachelor’s Degree or commensurate professional experience
• Experience successfully finding and winning business with Government
  customers, such as the Tentara Nasional Indonesia, Armed Forces of the
  Philippines, an Intelligence account, or similar
• Deep understanding of the value of commercial Earth Observation imagery in
  supporting the work of the D&I user.
• Excellent relationships across South East Asia Government and the partner
  ecosystem
• 6+ years of related experience in geospatial software, imagery or technical sales
  required along with a successful track record
• 6+ years of experience selling to government customers, including understanding
  the nuances of Government sales cycles and how to navigate through the
  process
• Excellent communication skills
• Ability to be self-motivated and work independently under tight deadlines in a
  dynamic environment
• Excellent judgment and decision-making skills
• Negotiation and persuasion skills
• Critical thinking and creative problem-solving skills
• Experience with Salesforce.com or a similar CRM System
• Fluent in English, the working language of the company
• Ability to travel up to 40% of the year

What Makes You Stand Out:

• Ability to speak Bahasa Indonesia languages
• Active Armed Forces Reserve or veteran as a relevant intelligence professional