Director - Strategic Partnerships

1 month ago

Croydon, United Kingdom Janes Full time

Janes enables militaries, governments, and defence companies to make critical decisions. Our expert-driven tradecraft, developed over 120 years, combined with human-machine teaming, delivers assured open-source intelligence across military capabilities and order of battle, equipment, events, countries, companies, and markets.

Linking millions of assured data points, Janes data model creates a framework of interconnected open source defence intelligence. This allows our customers to integrate all relevant data and connections into a single intelligence environment to deliver a more complete and accurate answer. Using Janes, our customers can use their scarce resource more effectively, to get to better decisions with higher confidence, more quickly.

Reporting into the Chief Commercial Officer, the Director – Strategic Partnerships will be part of a strategic business growth initiative focusing on selling Janes data-centric intelligence products and services in conjunction with industry partners in the Defence ,Intelligence and National Security sectors.. This is a key role allowing the successful candidate to execute a clear go-to-market strategy, delivering high value insights to our existing and new customers via industry partners.

How you will contribute at Janes:

The incumbent will operate as a key leader of the EMEA and APAC Sales Teams, covering global opportunities, identifying prospects and openings to create business development plans and opportunities that deliver revenue in line with or ahead of personal quotas.

Responsibilities include

  • Identify and engage with key decision makers across industry focusing initially on defence and intelligence contractors, developing strong initial leads for the business.
  • Build strong customer and industry partner relationships which deliver year-on-year value for the business.
  • Build strong internal relationships to ensure customers and industry partners receive maximum value from janes data and integration capabilities.
  • Couple knowledge of janes products and propositions along with strong understanding of the needs of industry organizations—their missions and challenges, to continuously position janes at the forefront of customer decision-making processes.
  • Collaborate with the wider global sales team to relentlessly focus on strong lead generation, building value for the business.
  • Build the industry sales pipeline through disciplined sales and business development activity with a focus on revenue recognition to ensure both near (12-18 month) and long term (5 year) growth within the industry market segment.

Requirements

  • Significant experience of business development experience, with a proven record of accomplishment of enterprise-wide selling in software solutions, technology data and/or services to Defence and/or National Security customers via industry partners.
  • Extensive subject knowledge, expertise and networks within the (global) Defence and National Security sector.
  • Demonstrable experience in interacting and navigating at a mid to senior level across commercial and government organizations.
  • Previous experience of interacting with Industry partners in the Defence and National Security community and understanding their business needs and pipeline/portfolios.
  • Demonstrable experience of leveraging product, service and operational capabilities and insights for competitive advantage.
  • Outstanding oral and written communication skills.
  • Proficiency with MS applications required (Excel, Word, and PowerPoint).
  • Experience in using Salesforce to maintain leads tracks progress to closure and produce progress reports. (they can learn these skills)
  • Experience with Open source Intelligence (OSINT) or Competitive Intelligence  

Benefits

  • 27 days of annual leave  
  • Healthy half (0.5 day leave every 6 months for wellbeing)  
  • Leave- study/ volunteer/ reserve forces
  • Pension plan (6% employer contribution) 
  • Private medical insurance – Vitality
  • Maternity (100% of basic salary for the first 26 weeks followed by Statutory Maternity Pay)  
  • Paternity (100% of basic salary for 6 weeks) 
  • Life cover  
  • Access to GoodHabitz

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