Solutions Sales Executive

Airbus Aerial Atlanta , GA 30301

Posted 4 months ago

Airbus is an international pioneer in the aerospace industry. We are a leader in designing, manufacturing and delivering aerospace products, services and solutions to customers on a global scale. We aim for a better-connected, safer and more prosperous world.

A commercial aircraft manufacturer, with Space and Defense as well as Helicopters Divisions, Airbus is the largest aeronautics and space company in Europe and a worldwide leader.

Airbus has built on its strong European heritage to become truly international with roughly 180 locations and 12,000 direct suppliers globally. The company has aircraft and helicopter final assembly lines across Asia, Europe and the Americas, and has achieved a more than sixfold order book increase since 2000.

What is Aerial?

Aerial brings together drone technology, high-altitude unmanned aircraft, satellite imaging infrastructure and analytical software into one common service offering for the commercial market. Our products give customers the ability to manage assets, support their customers and deliver new services in a new cost effective way leveraging aerial data. Aerial is a new startup division of Airbus, the global aerospace leader. We are building a state of the art and new-to-the-world capability, which will bring value to customers around the world. With applications ranging from disaster response, utility line inspections, insurance risk modeling to agriculture, the global aerial intelligence services market is expected to rapidly grow to $12.6 Billion by 2025 and we are leading the charge.

Why Work for Aerial?

As an autonomous unit within Airbus, we're also a part of one of the world's premier suppliers of aircraft, satellites, and defense hardware. We offer the best of both worlds: the speed, environment, and culture of a startup with the support and financial backing of a global aerospace pioneer. We have the freedom to move quickly, try new things, learn fast, and get products into market efficiently. We have a great team, casual dress code, plenty of snacks, drinks and coffee. Lots of employee engagement activities including happy hours, luncheons, other fun team building activities and incredible contemporary offices at Ponce City Market in the heart of Atlanta. Aerial also offers competitive compensation with the healthcare and PTO benefits of larger companies. In addition we offer 401k and pension plans making it easier to save for the long term.

It is the perfect combination of building innovative technology and products in an agile environment, with excellent support behind you.

Position Summary:

This inside sales position will play a key role in expanding Aerials' customer base. You will be responsible for selling Aerial's existing solutions as well as bringing new and developing solutions to market. You will get to interface with Fortune 500 executives, senior leaders in government, and support many industries around the world.

Your primary responsibility will be driving new business by sourcing new leads and collaborating with marketing, BD, and partners. This is a consultative sales position - success will depend on your ability to truly understand the customer's problems in order to propose and deliver the most relevant/valuable Aerial solutions from a wide range of product options. You will work closely with business development, marketing, product, and flight operations. Some days you may be on the phone helping customer decide how these technologies could change their business and other days in the field seeing how drones can truly make an impact.

Primary Responsibilities:

  • Selling Aerial's full line of existing solutions in addition to proof-of-concept and pilot program engagements to support Aerial's new and developing services.

  • Managing the sales cycle from opening new leads through negotiation and close.

  • Sourcing new leads and screening and qualifying incoming leads.

  • Working with BD and marketing to target and nurture strategic accounts and verticals.

  • Developing a deep understanding of the verticals being targeted, and of Aerial's solutions for those verticals.

  • Understanding individual customer needs and matching them to Aerial solutions, with the assistance of BD, product, and marketing.

  • Providing input to Marketing, Product and leadership on market and customer trends.

  • Performing customer-focused product demos using web tools and in-person to prospects and customers.

  • Developing proposals and quotes.

  • Consistent pipeline, forecast and sales cycle management.

  • Consistently meeting sales targets.

  • Daily and consistent use of Salesforce.

  • Representing Aerial at industry events

Additional Responsibilities:

  • Learn the existing tools and processes used within a certain industry to inform our team how we can interface with those systems.

Qualifications & Experience:

Education:

  • BA/BS degree

Key Qualities & Skills

  • Well-developed business acumen with a demonstrated aptitude and desire to learn new markets.

  • Technical background and a drive to quickly immerse yourself in new technology.

  • Curiosity - a desire to become an expert on whatever it takes to meet a customer's needs.

  • Deep and creative sales prospecting skills.

  • Excellent listening, speaking, presenting, and writing skills.

  • Comfortable working in a fast-paced team environment.

  • Comfortable working without a detailed playbook and with minimal oversight.

  • Not intimidated by multi-million dollar deals, and not bored by small deals.

  • Intelligent, creative, reliable and honest. Assertive but not aggressive

  • Self-motivated, self-sufficient, and self-disciplined

  • Embraces change.

Experience:

  • 5+ years B2B software sales with experience selling into or managing complex enterprise level accounts

  • Experience partnering with strategic prospects and customers to develop account engagement plans.

  • Experience selling, building, or consuming geospatial products and services.

  • Experience managing both short and long sales cycles.

  • Experience negotiating agreements with business stakeholders, procurement, senior management, and C-level executives.

  • Experience with or demonstrated understanding of aerial imaging from satellites, manned aircraft, or UAVs, and relevant derivatives.

  • Experience in vertical markets such as insurance, utilities, rail etc.

  • Demonstrated ability to build trust with prospects and customers by communicating confidently and honestly about early stage products

  • Demonstrated ability to thrive in a fast-paced environment

  • History of consistent quota achievement

  • Experience with SalesForce CRM

Preferred

  • MBA

  • FAA pilot certificate (any category) or experience in commercial UAS industry

  • Fly drones for business or pleasure.

Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages):

  • Strong command of English, written and verbal.

  • Knowledge of other European languages (German, French, Spanish, etc.) would be advantageous.

Travel Required:

  • 40% Domestic and International

Citizenship:

  • US citizenship or green card required
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Solutions Sales Executive

Airbus Aerial