Sales Executive

4 weeks ago

London, United Kingdom Advanced Navigation Full time

Advanced Navigation is one of the world’s most ambitious innovators in AI robotics and navigation technology across land, air, sea and space. While our main headquarters are in Sydney, we have multiple research facilities in Australia and sales offices around the world.

Today, Advanced Navigation is a supplier to some of the world's largest companies and helps automate some of the worlds biggest industries. Hydrus, our revolutionary underwater robot will help restore oceans to a flourishing state. You will find our navigation systems in the autonomous Indy race cars and thousands of Plus AI autonomous trucks. We help farmers adopt autonomous farming equipment and assist in various fields of research. Switching to software, our cloud-based drone management platform helps patrol beaches for emergency rescues and shark tracking. Off-planet, we will deliver a navigation system for the next NASA moon landing. The applications of our technologies are quite limitless - where there is autonomy, you will find Advanced Navigation.

Our core go-to-market strategy is to focus on vertical market segments; aerospace & defence, surveying, autonomous vehicles/robotics, and maritime/subsea, while delivering an incredible customer experience for all of our partners. We’re building a world-class organisation of passionate Sales, Marketing and Engineering professionals, who want to be part of a quickly expanding global team. Our team leads the charge in bringing bleeding-edge navigation technology, robotics, and AI solutions to new and exciting applications across the world.

In this exciting role you will have the responsibility and ownership of executing and driving the company’s sales strategy, customer relationships, orders, and revenue for the EMEA region.We are looking for an individual that is highly motivated and passionate about this role, as you will be the face and the evangelist of the company when interacting with customers across the EMEA geography.This will include being responsible for driving all customer initiatives cross-functionally in order to ensure success and aggressive market share growth.

Responsibilities:
  • Drive the top-line revenue for EMEA by expanding growth with existing customers, acquiring new customers and driving upsells by fostering the adoption and use of our products, solutions and services
  • Own the end to end sales process, from lead to prospect to close, bringing Advanced Navigation solutions to companies within your vertical market segment
  • Execute the company’s Go-To-Market strategy for EMEA, by choosing the right verticals, territories, channel partners, and collaborating on our marketing efforts with our Marketing department
  • Develop in conjunction with headquarters our overall direct and indirect channel strategy, including partnering with the right Distributors/Resellers across the respective countries
  • 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 engineering to guide the direction of our product offerings and solutions
  • Build strong relationships with prospects and strategic customers for Advanced Navigation to drive strategic deals to closure
  • Partner with other Advanced Navigation teams (e.g. Marketing, Sales Operations, Product Management and Operations) to improve our go-to-market narrative, execution and acceleration of our growth
  • Ensure operational excellence by keeping our CRM (Salesforce) always updated, guaranteeing business linearity and forecasting accuracy
Skills / Experience:
  • 5+ years of business development or account management experience preferably within high-tech solutions in at least one of the following verticals; aerospace & defence, surveying, autonomous vehicles/robotics, or maritime/subsea
  • 5+ years of enterprise account executive experience selling deals with an annual value above $1M
  • Know how to navigate cross-functionally within an enterprise/partner to map stakeholders, build champions, generate buy-in, and close deals with VP and C-Level decision-makers
  • Executive presence with the ability to represent and present in front of an audience
  • Be a strong team player that is passionate about being a part of a fast-moving and entrepreneurial company
  • Excellent communication and writing skills with the ability to be both technical and analytical
  • The ability to adapt to a fast-changing environment, international cultures, and distributed teams
  • A sense of being coach-able and invested in your professional growth, development, and career path
  • Have an understanding that you will be travelling roughly 75% of the time
You might also have:
  • Relevant technical knowledge, such as inertial sensors, acoustics, GNSS, optical sensors, and robotics with an ability to go deep enough on technical aspects to differentiate between varied navigation services/products
  • Strong skills with CRM solutions such as SalesForce

You'll have access to industry-leading products with diverse applications within some of the most interesting and exciting projects worldwide. We’re growing a team of inspired, smart, and driven individuals from all sorts of backgrounds. With great opportunities for growth and variety, we strive to help each employee carve out the path that’s right for them.

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