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).