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Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community, the Department of Defense, and the aerospace, defense, and security (AD&S) industries. Janes unique offering is a recurring subscription data service including both an online web-portal and offline solutions that enable customers to view, collate, analyze, connect and download the worlds largest collection of industry data, intelligence, and news.

Janes continues to expand in the US market, focusing on being the preferred choice of open source defense intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently developed a new product called Intara, using Artificial Intelligence and Machine Learning capabilities through cloud-based technology providing customers with a powerful tool to integrate and connect Janes data with other data sources and advanced technology programs within national security.

Role purpose

To drive this US expansion Janes is seeking high-caliber, driven professionals comfortable with selling enterprise-wide solutions, data content and services, and with experience working with and for the IC, DoD, and the supporting industries.
Janes is searching for a highly capable Director of Sales, to be part of a strategic business growth initiative focusing on the United States European Command (EUCOM) and Africa Command (AFRICOM) as well as their subordinate echelons. This is a key role allowing the successful candidate to implement a clear go-to-market strategy, delivering huge value to our customers, and therefore driving growth in our US Federal business.

Reporting into the Vice President of Sales, you will take responsibility for the EUCOM/AFRICOM, the building a continuous pipeline and executing the capture of sales opportunities. This is a highly visible role providing great freedom, challenge and accountability, within a growing and dynamic team, focusing on the growth of our key market and strategic main effort for our business.

How you will contribute at Janes

• Identify and engage with key decision makers in EUCOM/AFRICOM, developing strong initial leads for the business
• Build strong customer relationships which deliver year-on-year value for the business
• Build strong internal relationships to ensure customers receive maximum value from Janes
• Couple your knowledge of Janes products and propositions along with your strong understanding of the two commandstheir missions and challenges, to continuously position Janes at the forefront of customer decision-making processes
• Collaborate with the wider Sales team to relentlessly focus on strong lead generation, building value for the business
• Build your sales pipeline through disciplined sales and business development activity with a focus on revenue recognition
• Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities

Requirements

• A proven track record of enterprise-wide selling in software solutions, technology data and/or services within these customers.
• Demonstrable experience in interacting at a mid to senior level across the various Command components.
• Previous experience of interacting with DoD and EUCOM/AFRICOM in understanding their mission and supporting their needscould include active duty time.
• Five to ten years of sales experience with a track record of closing large and complex dealswithin the Defense or Intelligence markets.
• Demonstrable experience of leveraging product, service and operational capabilities and insights for competitive advantage.
• Outstanding oral and written communication skills
• Proficiency with MS applications required (Excel, Word and PowerPoint).

Preferred experience

• 5 years of sales experience, in information and insight solution sales into national security and/or defense customers.
• Experience in using Salesforce to maintain leads tracks progress to closure, and produce progress reports.
• TS Security Clearance is a plus.

We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally.

Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender.

Although this role is advertised as full time, Janes believes that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.

We will always consider part time or flexible applications.