NLign Analytics

• Shape and capture program-of-record opportunities. • Develop a deep understanding of customer mission challenges, program roadmaps, and procurement constraints. • Shape requirements, build capture strategies, identify and secure relevant funding pathways (including SBIR Phase III opportunities where applicable), and lead specific proposal and capture efforts through award. • Win new software business with DoW. • Run sales cycles with key military branches growing new programs within existing customers and finding new program opportunities. • Identify the right buyers, determine appropriate funding and contract vehicles, and close high-ACV multi-year contracts. • Own the territory end-to-end. • Build, manage, and accurately forecast pipeline across the territory. • Develop and execute strategic account plans for priority government programs. • Maintain trusted relationships with senior stakeholders across program offices and depots. • Navigate DoW acquisition mechanics. • Lead complex, multi-stakeholder pursuits through DoW acquisition cycles, including contracting vehicles, teaming arrangements, OTAs, SBIR pathways, and prime/sub relationships. • Translate procurement constraints into executable deal structures. • Drive product and roadmap input. • Partner with product and engineering to translate customer problem sets back into the company's roadmap. • Provide field intelligence that informs new product decisions, pricing, and go-to-market for the assigned territory. • Represent the company externally. • Serve as the company's lead presence at customer sites, OEM facilities, industry events, and partner meetings. • Maintain accurate and current pipeline, account, and activity data in the CRM.