Senior Industry Advisor Defense And Intelligence Israel Israel Tel Aviv Herzliya

Job description

Provides guidance from an industry perspective during early stages of opportunity engagements. Initiates conversations with strategic customers to bring innovative ideas that showcase the need for strategic change. Collaborates with partners to identify future requirements and connect the partner ecosystems in efforts to scale business results. Collaboration and Partner Management Leverages their understanding of and relationships with Business Strategy Leads (BSLs), Business Development Managers (BDMs) and Partner Development Managers (PDMs) to plan, orchestrate and execute customer opportunities, and inform house of industry. Drives engagements with Industry Solutions Delivery (ISD), FDE and partners (e.g., solution architect, solutions-sales professionals, cloud-solution architects) and external stakeholders to design and illustrate envisioned solutions (e.g., pilots, proof of concept, rapid prototyping, minimum viable product). Collaborates with the account team unit (ATU) and partners to drive GTM strategy and drive together customer opportunities. Collaborates with commercial and legal teams to establish formal partnership. Collaborates with partner teams (e.g., Global Partner Solutions [GPS]) to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop/deliver truth for the solutions within that industry. Advises and presents at industry communities. Provides recommendations on accounts and establishes a learning baseline for less experienced colleagues. Builds an understanding of who the most influential decision makers are in potential and existing customer accounts to engage with them and develop a relationship, understand their motivations, and open up new opportunities. Ensures effective procurement relationship with stakeholders to understand buying habits of customer. Supports broad and specialist teams in determining who to contact and connect with (e.g., detailing that a logistics challenge in the retail space starts with merchandising). Supports definition of holistic strategy for account and individual stakeholder. Provides thought leadership via focus on broad global industry trends (e.g., emerging customer needs and competition) to activate and evangelize worldwide industry strategies and/or large ecosystem plays into local market and/or must-win accounts. Participates in small-scale iterative planning rhythms with core account team and other team members to discuss operational elements (e.g., tactics, execution, roles, and orchestration) needed to deliver on the account plan. Ensures alignment with account roadmaps by determining how to drive growth/reduce cost and help direct the account team to what business decision makers (BDMs) pair. Initiates conversations and networks with customer and internal teams (e.g., industry team, digital technology specialists, sales teams) to determine the right stakeholder mix for transforming the customer's business. Ensures a strong connection into delivery and success, post-sales, to help customers realize desired business value. Collaborates with the account team units (ATUs) and internal and external stakeholders/partners to build a pipeline within the industry and territory. Supports the orchestration of appropriate resources to converge, support, and convert industry-specific opportunities into deals. Contributes to market making business partnerships in their industry of expertise with multi-year potential, in collaboration with ATUs. Provides guidance to account teams to help ensure representation of industry to internal senior leadership. Advises account executives and technical leaders of accounts on how to best align sales opportunities to customer business objectives to help customers achieve business results. Provides the industry point of view to support the group assessing account maturation using innovative and creative insight to include the employment of FDE. Provides customer references as industry exemplars in specific, novel customer scenarios. Collaborates with the account team unit (ATU) and partners to drive GTM strategy and drive together customer opportunities. Collaborates with commercial and legal teams to establish formal partnership. Collaborates with partner teams (e.g., Global Partner Solutions [GPS]) to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop/deliver truth for the solutions within that industry. Completes the required training and seeks additional learning opportunities to obtain relevant industry expertise and certifications pertinent to the role and the industry itself. Proactively builds strong knowledge of the industry, including trends, policy implications (e.g., privacy), and competitors to act as a subject matter expert and inform decisions on pursuit or withdrawal. Completes the required training and seeks additional learning opportunities to obtain relevant industry expertise and certifications pertinent to the role and the industry itself. Proactively builds knowledge of the industry, including trends, policy implications (e.g., privacy), and competitors to act as a subject matter expert and inform decisions on pursuit or withdrawal. Leads communication to provide feedback across the ecosystem (i.e., cross-pollinating information across teams/industries) to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers and to guide industry solutions team members in a wide variety of specialties, leveraging deep industry knowledge to articulate nuances and anticipate gaps. Advises and presents at industry communities. Provides recommendations on accounts and establishes a learning baseline for less experienced colleagues. Proactively seeks out additional training to build on career competencies, including information that adds to the understanding of customers' businesses, and shares it with team members. 8+ years of experience within military, national security, or DIB organizations, including deep understanding of defense procurement, operations, and mission environments. 10+ years of proven solution/services sales, strategic account management, industry advisory, or consulting experience Demonstrated ability to engage and influence senior/executive (CxO-level) defense and government stakeholders with strong industry credibility. Bachelor's Degree in a relevant field (e.g., Engineering, Computer Science, Business, National Security or Defense studies) OR equivalent experience. Currently hold, or are willing and able to undergo, the security clearance process required for this role. Experience driving AI, cybersecurity, or cloud adoption within defense or national security environments, including exposure to hyperscale cloud platforms.