Job Description

This is a hybrid role based in Sterling, VA.

At Bohemia Interactive Simulations, we specialize in advanced simulation and training solutions for NATO and its allies. Our cutting-edge technology helps defense and civilian organizations tackle the challenges of tomorrow.

As we continue to expand, we are seeking a driven and experienced Account Executive to lead and manage our relationships with the assigned customer base. This role is focused on delivering tailored solutions to meet the customer’s mission-critical needs and driving sales growth within the defense sector.

In this role, you will leverage your in-depth understanding of customer operations, procurement processes, and mission objectives to build strong partnerships, identify new business opportunities, and exceed sales targets. You will serve as the primary point of contact between the company and the customer, aligning our solutions with the customer's strategic priorities and ensuring top-tier customer satisfaction.

Key Responsibilities:

Drive revenue growth by identifying, developing, and closing new business opportunities with the customer.
Build and maintain relationships, including program managers, contracting officers, and decision-makers.
Develop account plans and strategies to achieve sales targets and expand market share.
Serve as the primary liaison between the company and the customer, ensuring a clear understanding of client needs.
Provide customized solutions that address the customer’s operational and strategic objectives.
Deliver presentations, demonstrations, and proposals to communicate the value of company products and services.
Stay informed about customer initiatives, priorities, and challenges.
Monitor competitor activities and trends to identify opportunities for differentiation.

Work closely with cross-functional teams, including solution engineering, product management, and program management office, to deliver tailored solutions.

Provide regular updates on account performance, sales pipeline, and market conditions to leadership.

Objectives:

Achieve Sales Targets: Consistently meet or exceed annual sales and revenue goals, driving business growth within the customer sector.
Strengthen Client Relationships: Foster long-term, trusted partnerships with the customer, reinforcing the company’s position as a strategic partner.
Enhance Market Presence: Increase Bohemia Interactive Simulations’ visibility and reputation within the customer ecosystem.
Drive Account Growth: Identify new opportunities and leverage existing relationships to achieve sustained account expansion.

Required Skills:

Strong ability to close deals and manage complex sales cycles in the federal environment.
Exceptional interpersonal and communication skills to build trust and rapport with the customer.
Ability to align sales effort with the customer’s goals and priorities.
Familiarity with technologies, solutions, or services commonly used by the customer.
Proven ability to manage pricing, terms, and contract negotiations effectively.
Adapt at identifying challenges and developing innovative solutions to meet client needs.

Education & Experience:

Bachelor's degree or equivalent and at least 10 years of related experience
6+ years of experience in sales, business development and/or capture teams
Proven track record of successful capture and pipeline management across multiple DoD organizations and program offices at a variety of acquisition sizes
Experience working directly in the simulation/training and/or mission planning and rehearsal industry
Experience with Government (Intel/DoD) budget, investments and acquisition processes
Demonstrated access to key government customers and industry partners
Working knowledge of the Federal Acquisition Regulations (FAR)
Ability to use tools such as Microsoft Office to present ideas, information, and reports and a Customer Relationship Management (CRM) to track opportunities and manage pipelines.

Additional Attributes: