Enterprise Software Sales Leader (Dept of Defense & DoW)

Job Description

Position Overview Lead our Federal Aerospace & Defense sales team covering the U.S. Air Force, U.S. Army, and Department of Energy. You'll nurture executive customer relationships and develop multi-year sales strategies to drive adoption of our Xcelerator portfolio and core products—Teamcenter, NX, and related solutions. Managing five Client Sales Executives, you'll build a high-performing team focused on delivering innovative PLM solutions to federal customers and supporting the war-fighter mission. The Federal group generates significant revenue, and you'll play a critical role in expanding this presence across the Department of War and its supply base. You'll work collaboratively with Sales Managers covering Aerospace & Defense original equipment manufacturers to ensure coordinated strategy and seamless customer engagement.

Key Responsibilities Customer Relationship & Strategic Leadership

• Build and maintain high-quality relationships with senior and executive leadership across federal agencies, including U.S. Air Force, U.S. Army, and Department of Energy

• Lead the development and execution of long-term comprehensive strategies for customer retention and growth, ensuring continuous focus across cross-functional sales teams on identifying and executing new business opportunities

• Nurture executive customer relationships and collaborate with sales and technical leadership to develop and implement high-impact multi-year sales strategies

• Lead quarterly business reviews and strategic account planning with key federal customers

• Navigate complex, sophisticated federal sales cycles and coordinate across federal contracting vehicles and procurement processes

• Understand customer strategy, PLM solution strategy, and their alignment to drive value-based selling Team Development & Sales Execution

• Develop, motivate, and coach a high-performing team of five Client Sales Executives to progress and close business using standard sales methodologies

• Supervise the development and implementation of in-depth account strategy plans aligned with federal customer requirements and strategic objectives

• Provide mentorship and coaching to team members on complex deal negotiations and customer relationship management

• Drive identification and execution of new business opportunities within the federal sector, ensuring quota achievement across the team

• Foster a team culture that emphasizes high ownership, customer-first focus, fast-paced execution, high integrity, and an optimistic environment Cross-Functional Collaboration & Growth

• Work effectively in a matrixed environment with internal teams and external partners across the Aerospace & Defense organization

• Collaborate with sales managers covering Aerospace & Defense original equipment manufacturers to ensure coordinated strategy and avoid conflicts

• Build strong relationships and partnerships both internally and externally; quickly establish trust with senior leaders and empower cross-functional teams to develop solutions

• Ensure alignment between company objectives and customer needs, balancing growth with customer success and optimizing results at the company level

• Address competing priorities and solve complex problems in a timely manner

• Support partner sales representatives in understanding federal customer needs and provide training on new initiatives, including perpetual-to-SaaS migration transactions

Work Environment Remote role based anywhere in the continental USA with some travel to federal customer sites and internal meetings. Travel required to support customer engagement, account planning, and team leadership activities. Travel will be heavier earlier on in the role, and candidates can expect to travel 2-3 times a month for 2-3 days at a time to different military bases / facilities when established in the role.

Skills and Requirements

Must Haves

• Minimum 10 years' experience selling large strategic enterprise software solutions to the Department of War, with ability to navigate complex federal sales cycles.
• 3-5+ years of experience selling into the US Military sector
• 3+ years' experience in large enterprise software, selling at the C-suite (CXO) level
• Consistent track record of planning, negotiating, and closing deals with highly complex accounts
• Proven quota achievement throughout career with demonstrated success delivering results
• Proficiency with Microsoft Office (PowerPoint, Excel, Project), Salesforce.com, SAP, and other job-related software
• Ability to understand federal customer strategy, PLM solution strategy, and their alignment
• Ability to understand sophisticated and typically long sales cycles at the strategic level
• 4-year college degree (Or experience equivalent)

Soft Skills

• Elite communication skills – strong ability to communicate across different channels and audiences
• Highly collaborative and comfortable working across teams and regions
• Sales knowledge with analytical and execution skills.
• Motivated, inquisitive, and persistent.
• Readily adaptable to changing market and organizational requirements.
• Military background or experience in the defense sector
• Knowledge of government contracting and federal procurement vehicles (GSA, IDIQ, etc.)
• Experience with federal compliance and export control requirements
• Understanding of Department of War acquisition processes and requirements
• Familiarity with Siemens Digital Industries Software portfolio and related products
• Experience with perpetual-to-SaaS migration strategies and cloud-based software models

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].