Vice President of Sales

Most recent experience must demonstrate at least 5 years selling enterprise level software products in the aerospace and defense market as well as experience building out a sales department and capabilities utilizing the Challenger Sales method.

NLign Analytics is a division of Etegent Technologies, a rapidly growing, aerospace and defense technology company with headquarters in Cincinnati, Ohio. We are a multi-disciplinary mix of engineers, scientists, and computer science professionals with a passion for developing and commercializing technology solutions that address our customer's most significant challenges and opportunities; we strive to change the way people think and work.

NLign Analytics supports the DoD as well as defense and commercial aerospace manufacturers (primarily) helping to complete the digital thread to increase safety, reliability, production rates, and reduce costs. As a member of the NLign team, you will have the opportunity to work on an application that is fundamentally changing the way organizations use inspection, maintenance, and manufacturing data.

The Position:

NLign’s market success has been within aerospace and defense systems. We have deployed our software solutions in both maintenance and manufacturing applications in prominent government and commercial customers. As a result, our sales team has grown, and we have identified the need for a new position that will lead and continue to grow this team. The focus of this new position is listed below.

Job Responsibilities:

• Using the Challenger Sales approach, develop and implement effective sales strategies for our SaaS product.
• Manage and lead a growing team of Sales Directors.
• Conduct Challenger sales training and coaching sessions.
• Build “go-to-market” account plans by gathering market intelligence, evaluating ecosystems and supply chains, and identifying new business opportunities.
• Work with your team to prospect, qualify, and close software and solutions sales opportunities. Ensure sales objectives are met, or exceeded, and identify and address barriers to the sales process and cycle.
• Lead the sales department and manage all sales operations and strategy building.
• Coordination and relationship building with external service and selling partners.
• Provide accurate forecasts for software sales on a quarterly basis.
• Monitor and evaluate the performance of the sales team.
• Work closely with the customer support team to ensure seamless service delivery.
• Based on the plan, take strategic and concrete action to promote company capabilities to future customers and grow our customer base.
• Leverage technical resources to perform demos and presentations, benchmarks, and ROI assessments as well as respond to RFQ/RFPs. Negotiate business relationships and contracts.
• Define the need for marketing programs and support materials. Oversee and direct their development.
• Align sales objectives with business strategy through forecasting, resource planning, and budgeting.
• Develop innovative approaches to selling NLign’s unique product; learn the market to be able to advise leadership on effective ways to pivot the company for growth.
• Collaborate with product development & operations teams to address customer and/or market needs and to ensure success in competitive positioning, market awareness, and delivering a superior customer experience.

Qualifications:

• Bachelor’s degree in marketing, business, or engineering.
• Minimum of 5 years selling enterprise level software product with annual recurring revenue transaction values of $100K to $5M.
• Possess a deep understanding and experience selling into the aerospace and defense market.
• Thorough understanding and past utilization of Challenger Sales process for solution selling.
• Experience working in a small company of less than 100 people, without access to a large sales support organization.
• Experience building out a sales department and capabilities.
• Demonstrated success in an individual contributor sales role.
• Willingness and ability to travel, primarily within North America. Can be 25%-50% on average.
• Familiarity with Digital Twin, 3D Modeling, PLM, MES, MRO, and related tools.

Key Attributes:

• Welcomes a challenge: Seeks out opportunities and does not shy away from adversity. Enjoys creating win-win outcomes for both the customer and the company.
• Collaborative: Recognizes the team that is supporting them behind the scenes and works to regularly understand others’ needs and communicates frequent updates.
• Has a “just get it done” mentality: Comfortable with adjusting to the needs of the business, wearing several hats, while understanding the long cycle sales process that our company has.
• Leader: Connects the dots through strong critical thinking skills and inspires others to do the same. Charismatic and engaging communicator and presenter. Uses a strategic sales approach, while being mindful of the tactical and logistical needs a customer may have.
• Knows Their Audience: Can work with executives within large organizations along with individual engineers to demonstrate use cases and advantages for the company. Down to earth approach.
• Curious: Genuinely interested in industries furthering technology advancement and is deeply curious about trends and new developments.

Working at NLign:

At NLign Analytics, you'll be a part of a fast-growing organization that combines a small-company family feel with big-company resources and opportunities. We work hard, but we also want you to play hard. Which is why in addition to your competitive salary, medical/dental/vision plan and a generous annual company 401(k) contribution, you'll enjoy the following perks:

Flexibility: Not a morning person? No problem. We only ask that you begin your day by 10:00 am.

Casual Dress: Don't be fooled by the casual clothes and laid-back atmosphere. We're changing the world around here!

Professional Development: Continuous learning on us. Reimbursement provided for up to 100% of qualifying education expenses.

Food: Keep your energy levels up with our well-supplied snack and beverage kitchen, and enjoy a weekly lunch with your talented colleagues on Free Lunch Fridays.

Location: Centrally located in Blue Ash, a close suburb of Cincinnati, our office is a short commute whether from the lofts of OTR or a suburb outside the 275 loop.

Culture and Values

Our culture and values are at the center of everything we do. Our values drive our culture. Our culture is not just what we do, but who we are.

• Rational Tenacity
• Accelerated Learning
• Mutually Beneficial Relationships
• Passion for Innovation