Senior Account Executive

iBase-t; United States; On-site; USD 74,000 - 83,000; Full time

Job summary

iBase-t is seeking a Sr. Sales Account Executive to drive growth within the aerospace and defense sector. This role involves expanding the customer base, managing complex sales processes, and achieving a quota of $2M. The ideal candidate has extensive experience in enterprise software sales and a strong understanding of the industry's unique challenges. Join a leading company that values innovation and offers competitive compensation and benefits.

Benefits

Yearly Performance Bonuses

Unlimited Vacation

401K - company match

Comprehensive Medical/Dental/Vision Plans

WFH Equipment Stipend

Qualifications

• 10+ years of enterprise software sales experience.
• Proven ability to close $500k plus license deals.
• Aerospace and Defense expertise required.

Responsibilities

• Expand the license and services pipeline of opportunities.
• Define overall account strategy with executive management.
• Develop CxO relationships across the customer enterprise.

Skills

Negotiation

Sales Strategy

Customer Relationship Management

Presentation Skills

Education

BS/BA in Marketing, Business, Engineering/Computer Science

Job description

Do any of the items below resonate with you?

• You are an experienced enterprise software salesperson who is familiar with the aerospace and defense (A&D) industry. And while you sell MES or MRO software, your product requires too much customization to really work within A&D
• You feel frustrated selling MES or MRO solutions that aren't truly built for the challenges of and opportunities within A&D. Have you had to go the extra mile to make it work?
• You work at a PLM or ERP vendor that has great PLM and ERP products, but their MES/MRO offerings simply do not get enough traction in real-world production
• You consistently hit your number because you're a top performer—but you're not confident about the quality of MES offerings inside larger ERP/PLM bundles.
• You're ready to work with the global leader in cloud MES/MRO software for aerospace and defense—leading the market with AI and MBE (Model-based enterprise) —already trusted by 9 of the top 10 A&D companies
  
  

You'd be excited to learn about a team that exceeded expectations in FY25 with:

• 173% growth in license subscriptions
• 100% sales attainment
• 93% increase in total contract value
  
  

If we've captivated your interest, please read on to learn about iBase-t.

We'd love to talk about how you can contribute to our continued success.

The Company

A Manufacturing Execution System (MES) is a particular variety of production-oriented software that manages, monitors and synchronizes the execution of real-time physical processes involved in transforming raw materials into intermediate and/or finished goods. These systems coordinate this execution of work orders with production scheduling and enterprise-level systems like enterprise resource planning (ERP) and product life cycle management (PLM). MES applications also provide feedback on process performance, and support component and material-level traceability, genealogy and integration with process history, where required. These capabilities extend the product/process design release (PLM) and work order/batch order release (ERP) through completion of the manufacturing process for both complex discrete industries like aerospace and defense.

Founded in Southern California in 1986, iBase-t delivers solutions that ensure digital continuity across manufacturing, quality, and maintenance, repair, and overhaul (MRO) operations on a global scale. iBase-t's Solumina Manufacturing Operations Platform is a cloud-native solution that establishes a digital ecosystem to drive innovation (new product introduction) and improve operational performance by reducing operational costs while maximizing throughput. With offices in the U.S., UK, France, and India, iBase-t customers include Fortune 100 companies such as GE Aerospace Lockheed Martin, Northrop Grumman, Rolls Royce, Pratt & Whitney, Collins Aerospace, and Textron.

THE OPPORTUNITY

The Sr. Sales Account Executive will be responsible for a quota of $2M within their named accounts which will be a combination of existing customers to cross sell and upsell and new prospects mostly within the aerospace and defense Industry.

In FY25 (May 2024 through April 2025), our sales team delivered 100% sales attainment against their total quota carrying capacity which is far above industry averages.

The Sr. Sales Account Executive is responsible for expanding the license and services pipeline of opportunities and implementing proven sales processes to achieve revenue goals within their territory of named accounts. He/she must be well organized, thorough, comfortable with complex sales campaigns, and demonstrate a proven track record closing million dollar plus deals. Specific responsibilities include:

• Define overall account strategy with iBase-t executive sales management and Solution Engineers...and own Sales contract management
• Drive customer software demand, sales, and adoption
• Develop CxO relationships across the customer enterprise to understand strategy and requirements
• Know your math and be very adept with Excel spreadsheets to maximize ACV (Annual Contract Value) for the company
• Work with Marketing to develop and drive marketing campaigns including invitations to specific events
• Provide leadership to iBase-t team for SW related sales and support activities
• Coordinate, and execute all product demonstrations with your Solution Engineers
• Coordinate and conduct reference activities for/with customer
• Develop and deliver price quotes and RFx activities for SW products
• Orchestrate iBase-t executive engagement (such as QBR's) with the customer to meet defined account strategy and objectives of iBase-t and customer executive management
• Lead and manage a team supporting a large enterprise account and develop a comprehensive account plan and strategy to win business with large enterprise accounts (over $1B in Revenue)
  
  
  

Requirements

The ideal candidate will have contributed to rapid growth (involving complex implementations) in an enterprise applications software company. Ideally, he/she will bring a strong metrics-oriented skill set.

• 10+ years Enterprise software sales experience in a fast-growing software company
• Proven ability to create and present a compelling business case for action using supporting ROI documents, based on a demonstrated understanding of strategic business initiatives
• Ability to map plans to technology requirements
• Aerospace and Defense expertise
• Manufacturing Execution Systems Sales success in Aerospace and Defense
• AI and MBE conceptual knowledge
• Consistent track record of closing $500k plus license deals in a complex sales environment
• Working knowledge of PLM, ERP, CAPP, MES, Quality and/or MRO software concepts and products a definite plus
• Excellent negotiation skills
• Strong written, verbal and presentation skills required
• BS/BA in Marketing, Business, Engineering/Computer Science or equivalent combination of education and experience
  
  
  

Benefits

What we offer

We are committed to offering the best to our employees. We offer a comprehensive benefits package that includes:

• Yearly Performance Bonuses
• Referral Bonuses
• Comprehensive Medical/Dental/Vision Plans
• Company Paid LTD/STD
• Company Paid Life Insurance
• HSA/FSA
• Unlimited Vacation
• 40 hours of sick time per year
• Paid Holidays (11 per year)
• WFH Equipment Stipend
• Internet/WIFI stipend
• 401K - company match
• Educational Assistance Program
  
  

Our company values work-life balance, and for this offers benefits such as Remote Work, Flexible hours, and a Wellness program.

Reports to the Chief Revenue Officer

Compensation: $350K On Target Earnings - $150K Base and $200K Variable - $2M License ACV Quota with accelerators and no cap for exceeding your quota.

Non-Discrimination Disclaimer:

iBase-t is committed to providing equal employment opportunities to all qualified applicants and employees. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, or any other legally protected status. Our hiring decisions are based solely on qualifications, merit, and business needs.

Visa Sponsorship Disclaimer:

At this time, iBase-t does not sponsor visas for employment. Applicants must have valid work authorization to be considered for employment.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Other

• Industries

  IT Services and IT Consulting

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