Account Executive, Commercial Airlines

We are seeking a dynamic Account Executive for our Commercial Airline Sales team in the US. This role is pivotal in leading sales campaigns, building strong customer relationships, and ensuring the successful execution of Jeppesen ForeFlight strategy/goals targeting airline operators with 20 aircraft or greater.

Key Responsibilities:

Identify and cultivate leads through targeted campaigns and effective communication strategies in partnership with the Marketing organization  This candidate should excel in identifying and penetrating target prospects and demonstrate a strategic approach into breaking into new accounts and expanding our client base

Develop and execute a sales strategy aligned to a customer’s specific set of needs or requirements.  Craft strategic-specific activities, secure and manage resources, and gain appropriate management sponsorship to successfully execute in the target territory

Collaborate with numerous internal resources to help successfully execute a sales strategy

Partner with cross-functional teams (Solution Engineering, Marketing, Product Mgmt, Customer Success, Legal, Contracts) to drive new business acquisition while protecting existing revenue

Initiate, maintain, and advance customer relationships to become a trusted business partner. Establish and expand a network to address customer needs, elevate our relationships, and branch out cross-functionally

Identify and pursue both current and future business opportunities, promoting the value of JeppesenForeflight's portfolio and fostering strategic partnerships. These responsibilities will include the generation and management of an individual territory sales pipeline which will necessitate ownership of an accurate forecast that will be consulted on a weekly, monthly, and quarterly basis 

Lead the preparation of proposals, develop compelling themes and discriminators, and ensure the right resources are engaged. Lead negotiations to finalize commitments

Lead the approval process by advocating customer requirements and presenting the business case to management to ensure high-quality deals Balance enterprise, business unit, and customer goals to meet Long Range Business Plan (LRBP) objectives

Responsible for at least attainment on target bookings and revenue goals as set by the business

Act as a mentor to junior colleagues and share insights to help our business mature 

Leverage MEDDPICC and Close Plans to score and evaluate opportunities

Research and analyze competitive landscape

Basic Qualifications:

5+ years of experience in SaaS and B2B sales in the US, aviation and/or software-related fields

Proficiency and business fluency in English

Proven ability to develop and maintain ongoing customer relationships

Prior experience in the aviation industry

Excellent presentation, writing, and communication skills

Experience in prospecting, lead generation, and lead nurturing

Pipeline management, including track record of consistently attaining or exceeding quota

Pilot or aviation enthusiast 

Preferred Qualifications:

Bachelor's degree

Deep knowledge of the aviation industry with specialized knowledge of JeppesenForeflight solutions

Advanced negotiation, problem solving and influencing skills

Significant experience in prospecting, lead generation, and lead nurturing

Willingness to work a flexible schedule with extensive travel requirements

Experience with Salesforce CRM is a plus

MEDDPICC training

About Jeppesen ForeFlight

Jeppesen ForeFlight is a leading provider of innovative aviation software solutions, serving the Commercial, Business, Military, and General Aviation sectors globally. Combining Jeppesen’s 90-year legacy of accurate aeronautical data with ForeFlight’s expertise in cutting-edge aviation technology, the company delivers an integrated suite of tools designed to enhance safety, improve operational efficiency, and sharpen decision-making.

Why You Should Join

At Jeppesen ForeFlight, we know you want a rewarding career. To do that, you need challenging projects, a good work environment, and awesome coworkers. We believe in our employees, and we empower them to make a direct impact on our products and services messaging. We strive to provide our team and their loved ones with a world-class benefits experience, focused on supporting their physical, financial, and emotional wellbeing. Our benefits package includes but not limited to the following:

Medical, dental, vision insurance with Employer paid health premiums

Open PTO Policy

401(k) with up to 10% company matching and immediate vesting

12 Weeks Paid Parent Leave

Flight Training Rewards

Pay is based upon candidate experience and qualifications, as well market and business considerations: Summary Pay Range: $126,000-$145,000

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