Sales Account Executive - Safety Critical Software for Avionics
WFA Digital Insight
The demand for safety-critical software specialists has grown significantly, with the aerospace industry alone expected to reach
Job Description
About the Role
The Sales Account Executive role at Lynx Software Technologies is a critical position that requires a unique blend of technical expertise, sales savvy, and strategic thinking. As a key member of the sales team, you will be responsible for driving revenue growth and expanding the company's footprint in the US defense and commercial aerospace markets. Your day-to-day activities will involve developing and executing account plans, building relationships with key decision-makers, and identifying new business opportunities.The role is part of a collaborative sales team, working closely with a Technical Account Manager (TAM) to provide a comprehensive solution to customers. The TAM will focus on the technical aspects of the sale, while you will concentrate on the commercial and strategic elements. This partnership is essential to winning and expanding complex, multi-stakeholder deals involving safety- and security-critical software.
Lynx Software Technologies is a leader in the development of modular, open standards-based software for mission-critical edge systems. The company's solutions are used in a variety of industries, including aerospace, defense, automotive, and industrial systems. As a Sales Account Executive, you will be an ambassador for the company, promoting its products and services to a wide range of customers.
What You Will Do
- Develop and execute account plans to achieve and exceed annual bookings, revenue, and growth targets
- Build and maintain senior relationships within DoD organizations, prime contractors, and system integrators
- Navigate government procurement processes, including RFIs, RFPs, sole-source awards, IDIQs, OTAs, and subcontracting vehicles
- Lead commercial strategy and negotiations while coordinating compliant responses with internal stakeholders
- Identify, qualify, and close opportunities with commercial aerospace and avionics customers
- Drive value-based selling motions focused on risk reduction, certification efficiency, program cost control, and time-to-market
- Negotiate pricing, licensing, and other contract terms with customers
- Collaborate with cross-functional teams, including sales, marketing, and product development
- Provide feedback to product development teams on customer needs and market trends
What We Are Looking For
- 5+ years of experience in sales, preferably in the aerospace or defense industry
- Strong understanding of the US defense and commercial aerospace markets
- Proven track record of success in selling complex, technical products or services
- Excellent communication, negotiation, and interpersonal skills
- Ability to work in a fast-paced, dynamic environment
- Strong analytical and problem-solving skills
- Experience with CRM software and sales automation tools
- Bachelor's degree in a relevant field, such as business, engineering, or computer science
Nice to Have
- Experience working with safety-critical software or systems
- Knowledge of government procurement processes and regulations
- Familiarity with agile development methodologies and DevOps practices
- Certification in sales or a related field, such as CSP or CPSP
Benefits and Perks
- Competitive salary and bonus structure
- Comprehensive benefits package, including health, dental, and vision insurance
- 401(k) retirement plan with company match
- Generous PTO policy and paid holidays
- Remote work options and flexible scheduling
- Professional development opportunities, including training and education programs
- Access to cutting-edge technology and innovative products
- Collaborative, dynamic work environment with a team of experienced professionals
How to Stand Out
- Develop a deep understanding of the aerospace and defense industries, including key trends, challenges, and players.
- Build a strong network of contacts within the industry, including decision-makers and influencers.
- Create a solid portfolio of sales successes, including case studies and testimonials from satisfied customers.
- Prepare to address common sales objections, such as cost, complexity, and risk.
- Research the company's products and services, including its mission-critical edge systems and safety-critical software solutions.
- Be prepared to discuss your experience with government procurement processes and regulations.
- Consider earning a certification in sales or a related field to demonstrate your expertise and commitment to the profession.
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