Solutions Channel Executive – Military Solutions

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Sales, Service, & Support
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Summary: 
Responsible for execution for an assigned portfolio for the Military Aviation market segment. The Solutions Channel Executive partners with Product Management (horizontals) to ensure market requirements are identified, prioritized, and incorporated into product roadmaps. Acts as a liaison between product management and sales to ensure road maps are reflective of market priorities and that sales commitments are met. Defines the go-to-market strategy for the assigned solution portfolio and assists sales where needed in implementation and execution of the strategy. Responsible for feeding market requirements to shape future business executed by Business Development.

Essential Duties and Responsibilities include the following:  
  • Defines the market requirements for assigned product portfolios in order to meet revenue objectives for Military Aviation.
  • Defines the business plan and product investment roadmap for Military Aviation and coordinates roadmap execution in collaboration with product management.
  • Defines the go-to-market strategy in collaboration with sales and supports sales in the rollout and execution of the strategy.
  • Provides input and support of sales activities such as strategic account plans, solution approaches, negotiations, and proposals. 
  • Monitors financial performance of assigned portfolios and adjust market needs and go-to-market strategies as needed.
  • Identifies (in partnership with sales) and communicates O&Rs for incorporation into the Military Aviation financials.
  • Communicates the impact of roadmap changes to company leadership.
  • Leads the Military Aviation customer advisory boards (CABs) and uses output of the CABs to inform roadmap requirements.
  • Coordinates the rollout of beta releases and new product releases in collaboration with sales and product management.
  • Engages in market facing activities as needed to support execution of the growth strategies including participation on industry associations, speaking at industry events, and supporting sales on key sales campaigns.

Education/Experience:
Bachelor’s Degree in a related field of study and typically 15 or more years' related work experience or an equivalent combination of education, training and experience.

Knowledge and Skills:
  • Develops advanced job practices, techniques, and standards. Develops new job applications based on professional principles, theories, and concepts.  Recognized as a job expert within the company and consultant to top management.
  • Develops solutions to problems of unusual complexity that require a high degree of ingenuity, creativity, and innovation.  Develops solutions to unique challenges that may serve as precedent for future decisions.
  • Initiates assignments under consultative direction toward long-range goals and objectives.
  • Makes decisions that affect the financial, employee, or public relations posture of the company. Erroneous decisions or recommendations may result in failure to achieve goals critical to the major objectives of the company.
  • Serves as prime consultant and external spokesperson for the company on highly significant matters relating to policies, programs, capabilities, and long-range goals and objectives.

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