Director of Sales

Janes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. Our trusted defense, security, and geopolitical information delivered through seamless digital platforms and system integrations—turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyze threats, accelerate decisions, and stay ahead of emerging challenges

Job purpose: 

We are seeking an experienced and commercially driven Director of Sales -Federal Systems Integrator (FSI) sell to/ sell through; to lead Janes' engagement and revenue growth through our relationships with the major Federal Systems Integrators supporting U.S. Defense and National Security programs.

Reporting to the President, Janes US, this role will focus on building and executing a partner strategy that both sells to and sells through key FSIs — enabling Janes data, analytics, and solutions to be embedded within the defense programs and mission systems they deliver.

You will be responsible for developing strategic relationships with FSI partner executives, uncovering co-sell and OEM integration opportunities, and driving joint pursuit activity that directly contributes to Janes' growth in the U.S. defense market.

How you will contribute at Janes:

• Deliver a defined partner-sourced and influenced ARR goal, ensuring FSI partnerships deliver sustained, high-margin, recurring revenue for Janes
• Develop and execute a go-to-market strategy for engaging top Federal Systems Integrators, including joint account planning and capture alignment with Janes sales teams
  Identify, qualify, and drive opportunities to embed Janes data and solutions within FSI-led defense and national security programs
• Build trusted, long-term relationships with partner executives, capture teams, and solution architects within FSIs
• Work closely with Janes sales, product, and customer success teams to ensure alignment on joint pursuits, solution positioning, and delivery success
• Negotiate and manage commercial agreements, teaming arrangements, and reseller frameworks with FSIs
• Represent Janes in industry engagements, partner events, and capture planning sessions to expand visibility and influence across the defense ecosystem
• Monitor and report on partnership performance, including pipeline development, win rates, and revenue contribution
• Address performance gaps and continuously optimize the FSI partner program for greater impact
  
  

The ideal skills and experience for this role are:

• 10+ years of experience in Federal Systems Integrator sales, partner management, or business development, ideally within the defense or national security technology domain
• Proven success in building and managing strategic relationships with leading FSIs such as Lockheed Martin, Northrop Grumman, Raytheon, Leidos, SAIC, or similar
• Demonstrated track record of driving revenue through partner-led channels, joint pursuits, and embedded technology solutions
• Deep understanding of U.S. defense procurement processes, capture planning, and program lifecycles
• Strong relationship-building and executive communication skills, with experience engaging at CXO and program leadership levels
• Ability to shape and execute joint go-to-market strategies, teaming agreements, and OEM integrations
• Knowledge of the defense technology ecosystem, including C4ISR, mission systems, data analytics, and digital modernization initiatives
• Bachelor's degree required; advanced degree or military experience preferred

Benefits

• 15 days vacation
• 9 days flexible time off
• 12 paid holidays
• Paid parental leave
• Health insurance (medical, dental and vision)
• 401k retirement plan with company match and immediate vesting
• Hybrid work schedule/flexibility
• Company paid life and disability insurance
• Healthy Half
• Volunteering time
• Weekly fresh fruit delivery (we just started this and people are liking it)
• Learning & Development opportunities (Linkedin Learning, Mentoring)

Janes is an Equal Opportunity Employer-Veterans/Disabled.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
This position is classified as Exempt under the Fair Labor Standards Act (FLSA).

We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally.

Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender.

Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications

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