Role: Leading a Team to Deploy Digital Engineering Solutions and Enterprise Software
About Applied Dynamics
Applied Dynamics is a digital engineering and industrial digital transformation solutions company. We have been pushing the limits of simulation and real-time systems for over 60 years. Applied Dynamics flagship product, ADEPT, is the most advanced real-time, industrial Internet of Things (IoT) software platform available, providing an agile, open architecture, feature-rich environment for the complete product lifecycle from development through integration, verification, validation, certification, deployment, and sustainment. ADEPT embraces an open architecture and allows its users to leverage best-in-class COTS components. The ADEPT user base includes 14 of the global top 35 A&D companies and extends into marine, power systems, oil & gas, and the automotive industry.
About this role
As VP Sales, North America you will set strategy and drive sales results within the existing and prospective customer base in the Aerospace and Defense vertical market and across various horizontal markets. You will act as a technology champion and a technical subject matter expert in telling the world about our impressive technology.
You will report to the CEO and work closely with our Chief Operating Officer, VP’s of Engineering, and the broader sales team which you will help build. This position offers a potential growth path to leading ADI’s global sales organization as we scale to $50M annual sales of software and deployment services.
Sales Strategy
Operate in alignment with ADI’s sales process and global sales organization. Set the strategy and execute against short- and long-term goals that maximize the revenue and user growth for the total US geographic market in the Aerospace and Defense industry
Drive strategic opportunity capture
Represent ADI as a technical subject matter expert in development and advancement of ADI’s relationships with partner firms, including technology, software sales and distribution partners, while identifying new and appropriate solutions for existing and prospective customers
Use your extensive industry network to proactively identify and develop the early adopters and technology champions at levels ranging from the career engineer to engineering technical directors and extending across the IT leadership in Fortune 500 industrial companies
Develop sales channels and promote products and services to the enterprise customers
Use historical contacts and relationships with US defense and US manufacturing firms to drive emerging market opportunities
Team and Financial Leadership
Manage a team of sales engineers
Assume responsibility for a total sales organization budget, in terms of operating budget as a percentage of revenue
Product Development
Work with technology leadership at target opportunity firms to develop deployment concept designs to support the customer’s budgetary process
Work on and lead opportunity development projects to capture opportunity requirements, develop deployment concepts, and business cases to propose competitive pricing with sustainable margins
Drive customer input into the Engineering and Product Development functions to ensure reliable, customer-focused products
Develop solution specifications and a preliminary feasibility assessment for major opportunities
Contribute to new product launch activities for ADEPT including establishing pricing and packaging, executing partner contracts, and aligning services and support offerings
Position Qualifications
Minimum of 10 years of sales experience in the technology sector or a related field with 5 years of team or project/program leadership experience required
Bachelor’s degree in technical field (i.e. engineering, computer science) is required
Expertise in customer-focused sales growth, ability to implement change and foster innovation in support of the operational excellence culture
Outstanding communication, relationship building, influencing and inspirational leadership skills
Experience in industrial software sales is a plus
Location
Join our Ann Arbor headquarters team or work remotely
Compensation
Industry competitive compensation package that includes a base salary + commission/bonus paid quarterly