Senior Account Executive - Defense

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics. 

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

OVERVIEW OF ROLE 

Our Account Executive has the responsibility and ownership of driving the company numbers, orders, and revenue in the APAC region.  This will include owning and fostering existing and new customer relationships during the complete lifetime of the customer experience. 

As a highly motivated and passionate Account Executive this role requires the incumbent to be the face and the evangelist of the company when interacting with customers.  

This will include being responsible for representing/driving all customer initiatives cross-functionally in order to ensure success and aggressive market share growth within the region.

ROLES & RESPONSIBILITIES 

• Own the end-to-end sales process -- prospect to close -- for bringing Advanced Navigation solutions to customers within APAC;
• Prospect into potential customers through a combination of targeted strategic account selling and direct pipeline leads follow-up;
• Working closely with the Head of APAC and Senior Account Executives to execute the company’s Go-To-Market sales strategy
• Paint the Advanced Navigation vision and opportunity for prospects through a combination of ROI and qualitative value propositions;
• Understand the technical requirements of each customer and work closely with application engineering to guide the direction of our product offerings and solutions;
• Build strong relationships within prospects and customers for Advanced Navigation to drive deals to closure;
• Work openly with other Advanced Navigation teams to improve our go-to-market plans, execution and acceleration of our growth
• Ensure operational excellence by keeping our CRM always updated, guaranteeing business integrity, linearity and forecasting accuracy 
• Immersing yourself into the team & wider organisation to develop an understanding of how each role & team all contribute to our strategic vision.  

QUALIFICATIONS & EXPERIENCE 

• 8+ years of working in Defence or Defence Industry, with a strong understanding of military capability acquisition processes, and the military applications for assured PNT solutions; 
• Strong interpersonal skills and experience navigating cross-functionally within an enterprise/partner to map stakeholders, build champions, generate buy-in, and drive positive decision making;
• Executive presence with the ability to represent and present in front of an audience, including international audiences;
• Strong team player that is passionate about being a part of a fast-moving and entrepreneurial company;
• Flexibility to work within multiple time zones and support customers/partners across the APAC region; 
• Working in a Global collaborative cross-functional environment. 
• An understanding that you will be travelling roughly 25% of the time, including domestic and overseas travel;
• A passion for advanced technology and a willingness to learn about inertial sensors, acoustics, GNSS, optical sensors, and robotics;
• Excellent communication and writing skills with the ability to be technically accurate, analytical and persuasive;
• A learning mindset that embraces the challenge of mastering new skills; 
• Be highly motivated with an energetic, responsive and decisive disposition;
• Have a proven high standard of attention to detail, time management and “follow-through”.