Account Executive

    • Job Tracking ID: KSTC -21-067
    • Job Location: Chantilly, VA
    • Job Level: Mid Career
    • Level of Education: BA/BS
    • Job Type: Full-Time/Regular
    • Date Updated: 06/15/2021
    • Years of Experience: 10+
    • Radford Job Code: S0400 – S0410
Invite a friend
facebook LinkedIn Twitter Email

Job Description

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: 

  • Develop, implement, communicate, and manage the overall account strategies that drive successful year-over-year competitive market growth aligned to financial goals.
  • Develop and execute Account Plans that define the overall account strategy, customer contact planning, opportunity identification, and maintain the Account Plans as living documents.
  • Single point of contact that is responsible for the total major account customer relationship.
  • Accountable for the entire business development lifecycle for all opportunities within the accounts.
  • Identifies cross-sell and upsell opportunities through existing programs and partnering with Practice Leaders.
  • Maintains a 5X qualified pipeline and responsible for the competitive bookings AOP within the account.
  • Identify pursuits and engage in capture and proposal activities, lead gate and bid reviews, and support the development of capture/win strategies.
  • Identify and drive solutions to customer problems, identify strategic partnering candidates, and related process improvements, and efficient management of resources.
  • The 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.
  • Lead collaboration across the company to fully leverage the capability of business and support functions and allocate resources to ensure the availability of necessary people, technology, and capital.
  • Use 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.
  • Create 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.
  • Prepare 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 business-focused events.
  • The candidate will have well-established customer networks with senior leaders throughout the Cyber community.
  • The candidate will promote the company through personal engagement with customers at senior-level meetings and conferences and can engage senior Cyber leaders across the cyber Industry.

Measure of Success:

  • Competitive AOP performance/attainment (bookings, profit, sales)
  • Account Plans
  • Pipeline size and quality (aligned with strategy)
  • Booking and Revenue
  • Harnessing the broader Kratos team
  • Input to a strategic plan, investment strategy, M&A, and partners
  • Kratos Cybersecurity Services position and reputation within customer space

Experience and Skills

A Bachelor's degree in Information Technology, Engineering, Business Administration, or Economics is required, with an advanced degree preferred.
At least 10 years leadership experience with proven success in driving financial results. 
Recognized credibility. 
Strong business acumen; broad familiarity with customers and company structure.
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 expansion.
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 matrixed organization.
Clear thinker with the strategic capacity to sift through complex information and influence the organization.
Must be a self-starter, able to work autonomously and able to operate with minimal supervision in a highly visible, and high pressure environment.
Creative and innovative troubleshooter who possesses very strong organizational skills, coordination, planning, analytical, teaming, and problem-solving skills.
Have a high situational awareness, be able to effectively work multiple projects simultaneously with diverse groups and customers and possess the ability to produce under stressful conditions using essential diplomatic communication skills.
Ability to travel 25%