This position serves as the Major Account Executive for
Kratos Cybersecurity Services. This leader is responsible for the total
business relationship with key customer accounts and will be responsible for
penetrating the accounts at multiple levels to build the new business pipeline,
maintain customer satisfaction, and provide oversight of all pursuit
activities. Specific responsibilities include:
implement, communicate, and manage the overall account strategies that drive successful
year over year competitive market growth aligned to financial goals.
and execute Account Plans that define the overall account strategy, customer
contact planning, opportunity identification, and maintain the Account Plans as
point of contact that is responsible for the total major account customer
for entire business development lifecycle for all opportunities within the
cross sell and upsell opportunities through existing programs and partnering
with Practice Leaders.
a 5X qualified pipeline and responsible for the competitive bookings AOP within
pursuits and engage on capture and proposal activities, lead gate and bid
reviews, and support development of capture/win strategies.
and drive solutions to customer problems, identify strategic partnering
candidates, and related process improvements, and efficient management of
Major Account Executive must build the customer network throughout the major
customer accounts and coordinate interface opportunities between Kratos leaders
and senior level cyber customers.
collaboration across the company to fully leverage capability of business and
support functions and allocate resources to ensure the availability of
necessary people, technology and capital.
media and various market sector reports to identify market trends and,
potentially, new opportunities. Research organizations and key individuals.
Identify events, such as conferences and exhibitions, at which the company
should have a presence.
new leads for the company either by making cold calls over the telephone or by
meeting new people at industry events. Once initial contact is made, make
follow-up calls and develop the relationship.
and make presentations. These may be general presentations about the company or
more specific presentations focusing on particular products or ideas. Seek
opportunities to speak at industry conferences or other relevant
Measure of Success
performance/attainment (bookings, profit, sales)
Pipeline size and
quality (aligned with strategy)
Booking and Revenue
Harnessing the broader
Input to strategic plan,
investment strategy, M&A, and partners
Services position and reputation within customer space
Experience and Qualifications
The ideal candidate will be a proactive leader with a strong
operational history of growing a high technology business while also managing
multiple pursuits, capturing substantial market share, and yielding significant
The candidate will have
well established customer networks with senior leaders throughout the Cyber community.
Promote the company through personal engagement with customers at senior-level
meetings and conferences and has ability to engage senior Cyber leaders across
the cyber Industry.
Proven record of
successfully growing a business with expanded customers and markets. The ideal
candidate will be a person with good standing within the customer community.
The ability to operate
independently but still retain an enterprise focus and work effectively in a
Clear thinker with strategic capacity to sift
through complex information and influence the organization on the critical few