VP of U.S. Commercial & FedCiv Sales

VP of U.S. Commercial & FedCiv Sales 

About Us:

BlackSky is a geospatial intelligence solutions provider that enables organizations to task, collect, and transform data from earth observation, global sensor networks, mobile devices, and social media to deliver on-demand insights about places, events, and assets that are critical to their operations. BlackSky provides satellite collection, data, and cloud based -processing and analytic solutions to organizations that are capitalizing on the exponential growth of a wide range of sensor and collection platforms for delivering the next generation of GEOINT and location intelligence solutions. BlackSky has extensive expertise and capabilities in commercial remote sensing, multi-source analytics, cloud computing, open-source software development, Amazon Web Services, and big data geospatial analytics. BlackSky provides solutions to commercial and government organizations with relevant programs with the National Geospatial Intelligence Agency (NGA), US. Army, and U.S. Air Force Research Labs.

We are seeking a seasoned leader to manage and grow our Commercial and Federal Civilian business. The Vice President, Commercial and Federal Civilian will be responsible for the overall sales strategy, operational plans and processes that drive revenue and growth to accomplish business objectives. The leader will manage and develop a team of Sales and Business Development professionals.

This position reports to the Senior Vice President of Global Sales and is located near the Northern Virginia office in a hybrid role.

Responsibilities:

• Supports and shapes sustainable revenue growth strategies based on the company’s core product & service offerings and competitive market differentiation.
• Leads, supports, and energizes the team in sales and business development efforts to identify, shape and capture new contracts in our core markets to achieve annual and quarterly revenue and backlog goals.
• Provides accurate revenue, sales, and bookings forecasts. Accurately forecast quarterly, and annual revenue numbers for assigned territory and region.
• Supports management and oversight of key programs and accounts delivering to cost, schedule, and performance objectives to ensure customer success.
• Develops and executes strategies to grow revenues from existing client base.
• Identifies and develops partnership strategies to drive revenue growth, penetrate new markets, and capture of key programs.
• Supports sales leadership team, sales and BD teams and works closely with assigned technical resources.
• Directs implementation and execution of sales strategies, policies, and practices.
• Recommends sales strategies for improvement based on market research and competitor analyses.
• Monitor the activities and performance of staff under supervision, setting expectations and providing mentorship and direction as needed; ensure that managers do the same for their staff.
• Supports discovery of customer insights, define value proposition, determine appropriate sales and marketing strategy to maximize growth objectives.
• Maintain market and competitor intelligence and develop strategies to maintain the Company’s competitiveness.
• Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience.
• Use CRM systems (Salesforce or Zendesk) to manage pipeline.
• Other job-related duties as assigned.

Required Qualifications:

• Minimum of 10 years of experience leading front-line federal sales teams; second line management experience required. Track record of delivering over $150M in annual revenue.
• Expertise in developing and delivering major geospatial and analytic solutions.
• Ability to interface and establish relationships with the executive leadership of commercial and Federal Civilian customers and partners.
• Demonstrated ability to lead complex capture initiatives.
• Relevant SaaS software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, business applications and/or analytics.
• History of consistently meeting/exceeding sales quotas personally and as a sales leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.

Preferred Qualifications: