Key Account Leader, Corrections

Job description

About the Team: Public safety is where drone technology faces the highest stakes. Agencies across the country are standing up Drone as First Responder (DFR) programs that put an aircraft over an emergency within seconds of a call. As drone programs move from the age of tools to the age of infrastructure, we are expanding our public safety sales team to meet that demand.

About the role: As a Key Account Leader, Corrections at Skydio, you will own a territory within a national segment of State Departments of Corrections and state-funded Port Authorities. This is a full-cycle, quota-carrying role: you find the opportunities, run the deals, and close them.

Corrections is one of our least…

Job responsibilities

Own your territory plan: know the agencies in it, which are likely to move this year, and why
Generate your own pipeline through outbound, events, and partners rather than waiting on inbound demand
Get in early and shape the criteria the agency will use to make its decision
Run full-cycle deals from first conversation to award: discovery, demonstration, proof of value, proposal, procurement, and approval
Qualify with MEDDPICC rigor, and walk away from deals that are not real
Build consensus across the people who have to say yes: facility leadership, the DOC secretary or commissioner's office, state IT, state procurement, and the legislators who fund the program
Sell against incumbents and challengers: frame Skydio's unique differentiators, run displacement plays, and defend accounts under attack
Sell with and through channel partners, and structure deals that get customers to yes

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