CSM Account Solution Architect - FED/CIV - Military veterans preferred

2019-12-26
Raytheon (www.raytheon.com)
Other

/yr

  full-time   employee


Dulles
Virginia
United States

Cybersecurity and Special Missions (CSM)
Raytheon is a technology and innovation leader in cybersecurity markets throughout the world. With a history of innovation spanning 96 years, Raytheon provides systems integration, and cybersecurity solutions, as well as a broad range of support services. With decades of intelligence and cyber expertise, Raytheon offers unmatched, full-spectrum, end-to-end cyber solutions that help organizations secure their space and confidently navigate the ever-changing cyber domain.

Specifically, our Cybersecurity and Special Missions (CSM) mission area integrates cyber threat management and intelligence capabilities to help organizations solve their cyber challenges, from providing computer network defense and addressing advanced persistent threats to cyber hardening of critical systems and critical infrastructure protection. Building on Raytheon’s legacy of classified work with United States government intelligence agencies and programs, CSM has made and continues to make extensive investments in research and development and important acquisitions of cutting-edge companies, as well as and maintain partnerships that span the globe, with the goal of helping companies, government agencies, and nations effectively minimize cyber risk and safeguard information and infrastructure. As evidenced by our extensive past performance record, we have never missed a technical requirement or failed to meet a contractual requirement.
Given our robust catalog of cyber solutions, CSM recently underwent a transformation designed to optimize our cyber portfolio to help organizations understand our capability and easily identify the areas where they are looking to partner. As a result of this transformation, our portfolio is now broken into nine innovation areas:

  • Cyber Analytics and Intelligence Services
  • Cyber As A Service
  • Cyber Systems Defense and Integration
  • Cyber Operations & Research
  • Cyber Physical Systems Security
  • Cyber Warfare
  • DEVSECOPS Optimization
  • Data Orchestration and Resiliency
  • Mission Services
With some of the most highly-skilled cybersecurity engineers in the business, the CSM team has provided managed security services, conducted information assurance and technical security assessments, performed social engineering campaigns, and delivered security training for hundreds of corporations.
The cybersecurity landscape is incredibly dynamic and demands the adaptability and ingenuity that only experienced innovative staff can provide. Raytheon not only believes in this, we invest in it.

Join the Raytheon team driving mission success to help our customers achieve their goals fasters. The Technical Sales role offers an opportunity to go deep and wide with a customer. The role requires experience working with large and complex customers, as well as sales and technical acumen to drive adoption of various technical solutions aligned to the Cyber Security and Special Missions Innovation Areas. This will require the orchestration of account and extended team resources, including partners, to drive scale and velocity across customer engagements. The ideal candidate will possess sales and technical capabilities to enable them to successfully advise customers on technical solutions, grow usage and maintain relationships within specific business units and lines-of-business. A successful candidate has customer obsession while consistently meeting and exceeding long-term business and revenue targets.

The technical sales manager is responsible for gaining an understanding of the customer's business and technology requirements, documenting those requirements, and creating a compelling business solution that meets the client's needs and achieves their desired business outcomes. The role must possess and demonstrate a high degree of business acumen, technical knowledge, highly effective communication skills and have a proven track record of driving high valued business results and is capable of prospecting, starting and leading the sales dialog independently.

Job Duties
  • Represent the technical voice-of-the-customer for a particular account or account segment and liaison to the broader CSM team
  • Understand mission-relevant tools and technologies currently deployed in customer missions
  • Understand customer strategies and the technologies necessary to achieve and accelerate strategy implementation
  • Understand state-of-the-art for mission-relevant technologies and to identify technology shifts and project trends
  • Identify capability gaps to recommend technical solutions and engagement strategies that result in business growth
  • Advise on relevant briefings, demonstrations, and white-papers that demonstrate thought leadership and advance our competitive positioning
  • Actively stay connected with the customers technical community expand individual and company presence
  • Develop rapport and establish customer confidence to become a trusted thought partner
  • Ensure technical representation at all customer engagements as needed
  • Personally contribute value and deliver results that achieve immediate and long-term business objectives
  • Actively engage the CSM team to create advocacy and pull in delivering an individual and organizational value proposition to our customers

Qualifications
  • 12+ years of complex, direct sales experience in cloud, enterprise software or IT Services
  • 10+ years of experience in the FED/CIV market
  • Demonstrated experience communicating and presenting to senior leadership and customers
  • Demonstrated experience positioning and selling technology to new users, as well as new technology to existing users
  • Demonstrated experience proactively growing customer knowledge and relationships within complex accounts
  • Track record of consistent and sustained business and sales performance in complex enterprise sales
  • Willing to travel 25%+
  • Current Secret clearance
149855

Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.