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Welcome to Planet. We believe in using space to help life on Earth.
Planet designs, builds, and operates the largest constellation of imaging satellites in history. This constellation delivers an unprecedented dataset of empirical information via a revolutionary cloud-based platform to authoritative figures in commercial, environmental, and humanitarian sectors. We are both a space company and data company all rolled into one.
Customers and users across the globe use Planet's data to develop new technologies, drive revenue, power research, and solve our world’s toughest obstacles.
As we control every component of hardware design, manufacturing, data processing, and software engineering, our office is a truly inspiring mix of experts from a variety of domains.
We have a people-centric approach toward culture and community and we strive to iterate in a way that puts our team members first and prepares our company for growth. Join Planet and be a part of our mission to change the way people see the world.
Planet is a global company with employees working remotely world wide and joining us from offices in San Francisco, Washington DC, Germany, and The Netherlands.
About the Role:
The Industry Lead - Strategic Accounts Manager has a critical role in positioning the Planet services for all key players in Insurance & Banking, Commodities, Food, etc.). In this role the manager has a deep understanding of the target industry. Through this understanding she/he is able to quickly identify possible valuable use cases for clients using Planet Data. The manager is growing and developing a strong ecosystem of partners that ensure the Planet Data is provided in a relevant and impactful way to (end)customers. The Industry Strategic Accounts Manager will be a very visible person in the industry and known via her/his personal network. The manager will be responsible for the creation of thought leadership, relevant to the industry and Planet Data. This leadership will be visible as well on different media as well as industry conferences. Lastly, the manager will be ensuring the Planet organisation has a deep understanding of the industry use cases and ensures briefing and training of the (virtual) larger Planet team(s).
The Industry Lead - Strategic Account Manager will also focus on building long-term mutually beneficial partnerships with key customers. Through in-depth research and assessment, strategic account managers will build relationships with senior leadership and executives to find opportunities that drive value for their customers. They will help identify problems/opportunities, offering creative solutions, and leveraging partnerships to move both organizations toward their strategic goals.
Operates with little or no supervision in a complex environment. Exercises wide latitude in determining objectives and approaches to critical assignments. Creates formal networks with key decision makers and is widely recognized as expert and thought leader by both internal and external communities. May serve as external spokesperson for the organization.
Has impact and influence on policy and program development; influences others, senior and executive leadership. Advises organizational leadership on adopting strategies that impact a unit, function, or the overall business.
Impact You’ll Own:
- The responsibilities for the candidate are to support the local AEs and to grow pipeline for all Insurance & Banking accounts in Americas (North America, Canada, Latin America)
- Growth of new potential lighthouse accounts such as RBC and others
- Continue to grow and support our existing accounts in Americas
- Position Planet as leading satellite data provider for Insurance & Banking
- Identify most impactful use cases using Planet data
- Using research, surveys and expertise
- Codevelop solutions with clients partners
- Develop a strong Partner ecosystem for the target industry
- Select Partners for Planet that can complement the Planet data
- Design and contract the Partner(s)
- Manage the partnership(s) to create mutual success
- Position Planet as impactful data provider in the market
- Through a personal (existing) network
- Developing strong industry specific point of views
- Create impact by Planet in the industry
- Through a personal (existing) network
- Speaking at industry conferences
- Communication of Planet position on Webinars, conferences and social media channels
- Create and build a strong (virtual) team within the Planet community
- Ensuring a deep understanding of specific industry solutions
- Training and keeping the Planet community up-to-date of development relevant in the industry
- Establish Unique Customer Business Value:
- Align with executive led business initiatives
- Translates customer challenges and opportunities into business value
- Position Planet as a trusted advisor
- Account Team Leadership:
- Build an effective business plan and execute upon the plan, Strategic Account Plans, opportunity reviews using MEDDPICC
- Orchestrate and align resources across the Planet matrix
- Communicate at all levels internally (and externally), including C-level
- Drive Results:
- Meet / exceed ACV & TCV quota targets
- Ensure best in class forecasting
- Effectively negotiate enterprise contractCs
What You Bring:
- 15+ years in a key executive position in the Insurance and or Banking industry
- Proven thought leadership in Insurance and or Banking
- Strong existing network with senior executives in the target industry and region
- Proven direct sales track record in quota carrying roles with large enterprises
- “Challenger Mentality” capable of delivery “Thought Leadership” point of view
- Local and international travel is required
What Makes You Stand Out:
- Experience in working with channel partners is helpful
- Software/SaaS experience/ Data as a service is a plus
- Familiar with sales methodologies and tools; MEDDPICC, Command of the Message, SFDC, Clari, LinkedIn Navigator, and ZoomInfo
Benefits While Working at Planet:
- Comprehensive Health Plan
- Wellness program and onsite massages in specific offices
- Flexible Time Off
- Recognition Programs
- Commuter Benefits
- Learning and Tuition Reimbursement
- Parental Leave
- Offsites and Happy Hours
- Volunteering Benefits
