Enterprise Account Manager

Full time/Permanent AdaCore, Inc. Northeast, USA 10+ years experience

AdaCore is looking for a US-based Enterprise Account Manager for their QGen model generator product. The QGen DO-178C Tool Qualification Level 1 (TQL1) unique value proposition allows Aerospace and defense enterprises to save time and money on their DO-178C projects by removing the need to perform expensive verification and validation activities on their generated code.

With your existing portfolio of relationships in the Aerospace and Defense Software Industry, your emphasis on DO-178C and model-based development contacts, you will be able to move QGen product sales to the next level. You are expected to be exceptionally proactive in tracking new opportunities, and be able to open doors for AdaCore’s QGen / QGen TQL1’s unique value proposition.  Lastly, you should be comfortable negotiating seven-figure deals.

You will be responsible for:

  • Owning the full life cycle of the sales process, from pipeline generation to value messaging and deal closing;

  • Prospecting for and generating interest in QGen through cold-calling within your existing portfolio of contacts, email campaigns, webinars, and other activities. You will also service existing accounts, obtain orders, and establish new accounts, by planning and organizing a daily work schedule to call upon clients and prospects;

  • Using consultative selling, leveraging previous experience in building long-term client relationships;

  • Working closely with the QGen team-lead to communicate client feedback internally;

  • Attending key industry events and trade shows, and actively promoting AdaCore and QGen’s brand presence;

  • Under broad direction, applying strategic-value selling methodology;

  • Forging trusting relationships with both internal and external partners;

  • Keeping the QGen team-lead informed, by submitting activity and results reports, including daily call reports, weekly work plans, and monthly and annual territory analyses.

Your qualifications include:

  • 10+ years of sales experience, 5 of which include a complex solution-sales process; 

  • Proven track record of success in driving revenue through discovering, prospecting, and creating new business;

  • Demonstrated success at maintaining strong, long-term client relationships;

  • Comfortable negotiating $1M+ deals;

  • Experience selling to customers with DO-178C requirements;

  • Good knowledge of MS Office, Google Applications and CRM applications (Salesforce);

  • Willingness to travel 40% of the time;

  • Familiarity with MEDDIC or other enterprise-selling methodology is a plus.

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