Strategic Account Executive

Two Six Technologies; City of Utica (NY); Híbrido; USD 120.000 - 170.000; Jornada completa

Descripción de la vacante

Two Six Technologies is seeking a Strategic Account Executive to drive growth with AFRL and the Air Force. You will orchestrate the assigned portfolio, expand relationships, and ensure successful program execution through collaboration with Growth, Capability Units, Engineering, and Delivery teams.

The role emphasizes strategic leadership, customer intimacy, and cross-functional collaboration to shape opportunities and win strategic pursuits. This is a hybrid position with travel as needed.

Formación

• Proven ability to lead strategic accounts across multi-year horizons.
• Experience building trusted-advisor relationships with senior customer stakeholders.
• Demonstrated skill in shaping opportunities and influencing acquisitions.

Responsabilidades

• Develop multi-year growth strategies for assigned accounts across AFRL and Air Force programs.
• Build deep relationships across customer organizations, from operators to PMs, and conduct joint business reviews.
• Lead early opportunity shaping to position the company for sole-source or adjacent opportunities.
• Execute a repeatable sales process to identify, qualify, and close deals, owning bookings and revenue targets.
• Lead capture planning and win-strategy development for strategic pursuits, including pricing and competitive positioning.
• Coordinate with delivery, product, and engineering teams to ensure on-time execution and post-sale growth.
• Manage a balanced portfolio including new sales, renewals, and strategic partnerships.
• Maintain a qualified pipeline and accurate weekly forecasts, with CRM hygiene.

Conocimientos

Strategic account leadership

Customer relationship management

Opportunity shaping

Sales execution

Capture leadership

Cross-functional collaboration

Portfolio management

Forecasting & reporting

Account planning

Capability units alignment

Descripción del empleo

At Two Six Technologies, we build, deploy, and implement innovative products that solve the world’s most complex challenges today. Through unrivaled collaboration and unwavering trust, we push the boundaries of what’s possible to empower our team and support our customers in building a safer global future.

Two Six Technologies is looking for Strategic Account Executive to grow our AFRL and Air Force business.

As aStrategic Account Executive for the Air Force and AFRL you willserve as the primary coordinator (orchestrator) for the assigned portfolio. In this role, you will be primarily accountable for growing revenue by winning new business, expanding existing customer relationships, protecting the installed base, and ensuring successful program execution through close partnership with Capability Units and Delivery te ams.

The Strategic Account Executive coordinates the customer relationship and engages in and supports strategy—from executive engagement and opportunity shaping through capture, cont ract award, delivery transition, and long-term account growth. Success requires disciplined execution of the sales process, strong customer intimacy, strate gic thinking, and the ability to lead matrixed teams across Growth, Capability Units, Engineering, Product, Capture, Mar keting, and Program Delivery.

This is a hybrid position with travel as needed.

What you will do:

Strategic Account Leadership:Serve as the primary owner for assigned accounts, developing multi-year growth strategies, identifying whitespace opportunities across programs, and tracking program lifecycles and technology refresh opportunities.

Customer Engagement & Relationship Management:Build deep, trusted-advisor relationships across customer organizations (from operational users to flag officers, PEOs, and PMs) and conduct regular joint account business reviews.

Opportunity Shaping:Engage early in the customer lifecycle to identify emerging priorities, influence acquisition strategies, develop shaping campaigns, and position the company for sole-source or adjacent mission opportunities.

Sales Execution & Growth:Execute a repeatable sales process to identify, qualify, and close deals, owning annual bookings/revenue targets and driving cross-capability portfolio selling.

Capture Leadership:Lead capture planning and win-strategy development for strategic pursuits, including Black Hat sessions, competitive positioning, discriminators, pricing strategies, and executive gate reviews.

Solution Delivery Support:Advocate for the customer post-sale by coordinating with delivery, product, and engineering teams to ensure on‑time execution, smooth transitions, high deployment health, and follow‑on growth.

Portfolio Management:Manage a balanced portfolio encompassing new product and service sales pursuits, software renewals, customer success initiatives, and strategic partnerships.

Pipeline Development, Forecasting & Reporting:Maintain a qualified pipeline to support bookings targets, deliver accurate weekly forecasts (+/- 5%), advance opportunities through the funnel, and maintain strict CRM hygiene.

Account Strategy & Planning:Develop, maintain, and quarterly update comprehensive account plans to monitor account health, mitigate risks, and align growth strategies with executive leadership.

Capability Unit Integration:Maintain high‑touch alignment with assigned Capability Units, conducting joint monthly reviews to sync technical roadmaps with customer feedback