Account Executive, Public Sector

Altana is the world’s first Value Chain Management System, a collaborative, public-private network that enables customers to take command of their extended supplier and distribution networks from raw material origins to the sale of finished products. By applying artificial intelligence to the world’s largest body of supply chain data, Altana reveals these previously opaque global networks and powers workflows across them. Customers like Boston Scientific, L.L.Bean, Maersk, US Customs and Border Protection, and the UK Department of Business and Trade use Altana to build secure, resilient, efficient, and sustainable global value chains.

We have built a fundamental understanding of how the world’s economy works, and the implications for global resiliency, sustainability and opportunity are enormous. Backed by leading investors and used by the world’s most important organizations, Altana’s mission is to power a new era of globalization organized around trusted value chain networks.

This is a lofty mission, and our success depends on building a diverse, global team and creating an environment in which they can thrive. We operate in accordance with our values: we embrace reality as we work to change it; we focus on value creation, not capture; we foster diversity and embrace difference; and, we go on offense. When you join Altana, you’ll be joining a vibrant, collaborative team working together to solve complex problems with the potential for global societal impact.  

The Opportunity at Altana

This role is about generating deep and effective internal and external relationships, and, by extension, being able to take prospects on a nuanced journey that helps them arrive at a solution that creates value for them. Success in the role will be rooted in being able to generate and maintain complex relationships that unmask the key pathways in often hard to navigate organizations; this means attention to detail, high energy, effective communication and strong work ethic. The successful candidate will have a passion for helping organisations genuinely change the way they work, by adopting a novel, creative and cutting edge approach - you need to be able to generate  trust and rapport that is real. This is a chance to see big organisations and agencies generate real excitement and coalesce around a solution that can genuinely change how governments work. 

You Will

• Identify new business opportunities and drive revenue growth by effectively communicating the value proposition of Altana to potential customers - this is not about volume selling, but about understanding how to align around a nuanced solution for a customer. 
• Understand the customer segment deeply, carrying out effective discovery work to identify customer pain, and helping to craft a viable solution to these pain points.
• Develop and maintain relationships with key stakeholders within Defence departments, and National Security agencies across the UK and EU. This is a role based on building a network that spans from the tactical to the strategic.
• Manage a 7-figure sales pipeline through life. This means generating leads and start points through leveraging your network, and then qualifying opportunities, aligning with prospects and proving value on a repeatable basis. 
• Be an effective user of Altana’s CRM platform to accurately and predictably forecast revenue and assure a scalable sales process is supported across Altana’s international Government business.
• Become an SME in industry trends, competitive landscape, and regulatory changes affecting the National Security community to inform sales strategies. 
• Communicate internally with wider functional teams to ensure that sales activities are effectively tied to broader initiatives and requirements.

About You

• 5+ years of quota-carrying software sales experience with a primary focus on Public Sector / Government customers
• You are a self-starter and a hunter. You have hands-on experience conceptualizing and selling creative software solutions to complex customer problems.
• You have excellent judgment and are an experienced communicator, in both written and oral formats. Capable of engaging at senior levels and acting independently, but also have proven experience in generating tactical analytical products.
• You are passionate about intelligence and investigations workflows and developing creative solutions to problems that have challenged Government analysts and users.
• You have worked within intelligence or analytical elements of HMG or national security previously. This is important both for growing our network but also for ensuring that you have an understanding of working with Public Sector customers.
• You are a ‘people person’. You thrive on interpersonal dynamics and are mission oriented to see customers derive real value from the Altana product.
• Either currently hold, or eligible to hold Security Vetting.

This role is based in London, UK and candidates must be within commuting distance from our London office (Holborn). 

Why it’s great to work at Altana

• We love to collaborate, and we win as a team!
• We are committed to engineering excellence
• We value personal and professional development
• We learn from diverse backgrounds and perspectives
• We impact the world, from enabling developing countries to identifying drug traffickers

At Altana, we believe that a diverse workforce enables greater creativity, performance, and adaptability. We’re proud to be an equal opportunity employer and welcome you to join us as you are. Our employment opportunities and decisions are based on business needs and individual qualifications, without regard to race, color, religious creed, national origin, ancestry, age, physical or mental disability, medical condition, marital status, sexual orientation, gender identity or expression, genetic information, family care or medical leave status, military or veteran status, or any other characteristic protected by the laws or regulations in the areas in which we operate. We prohibit discrimination and harassment of any type, in any situation.