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Principal, Customer Relationship Management

4 months ago

Honolulu, United States TurbineOne Full time

Company Intro

TurbineOne is the frontline perception company. We deliver decision advantage, better situational awareness, and stronger force protection. Our customers love how we automate the right portions of the military intelligence cycle while keeping them in the loop. The company is a small, fast-moving, and high-performance startup that is backed by the best DefenseTech venture capitalists.


‍Sales Team

You would join a successful team whose leaders include three former Commanders of the Joint Intel Brigade. Our advisors include former Commanders of the Joint Special Operations Command, two former Directors of the Defense Intelligence Agency and National Geospatial Agency, and the most senior leaders of Navy & Army Intel organizations. You will also have inspiring partners in the Product and Engineering teams, who are highly responsive to customer needs.


Job Title

Principal, Customer Relationship Management


Reporting directly to the Chief Revenue Officer.


Geographic Location

Hybrid, based primarily in Honolulu, HI with a work-from-home setting. Moderate travel (~25%) should be expected.

‍

Primary Responsibilities

  • Support new revenue to TurbineOne by maintaining strong relationships with clients, serving as their main point of contact, and ensuring their satisfaction with our AI/ML solutions.
  • You will collaborate with cross-functional teams to identify client needs, provide guidance and support, and drive successful implementation and adoption of our products.
  • You will identify sales opportunities, drive leads into the sales funnel by directly engaging buyers, pitch our product (with support from the Sales team), document the scope of work (in collaboration with the CTO), and negotiate the contract (with pricing approval from the CEO).
  • Identify a military leader with the right kind of power, then with the utmost care and ethical conduct, convince that person to become a fanatical champion for TurbineOne’s product.
  • Contribute to the product & engineering roadmap.
  • Drive expansions with current customers.
  • Contribute to the company's overall business strategy and marketing positioning.
  • Translate national security requirements to Silicon Valley engineers and similarly educate government Buyers on the tech industry’s best practices.

‍

A Typical Week

  • Travel to a military base to witness our product being used by uniformed service members in classified operating environments.
  • Host a Zoom call with military exercise Coordinators and pitch them on why TurbineOne should be included in the event.
  • Deliver live product demonstrations to help convince those with unobligated government funds to spend them on TurbineOne.
  • Write a short Scope of Work document so that T1’s Capture Manager can expand the 1-pager into a 25-page package for a Contracting Officer.
  • Get rejected by a personal friend that you thought would give us a giant contract but, for some undefined reason, is newly unresponsive to your messages.
  • Educate old colleagues on why they should not buy snake oil from a large Defense contractor.


Desired Experience & Qualifications

  • You’ve served in the US Military for over 20 years.
  • You have led technology-related projects for DoD to solve pressing problems.  
  • You’ve personally closed, signed, or negotiated at least one >$1M contract.
  • ‍Strong interpersonal and relationship-building skills
  • Excellent communication and presentation skills
  • Proven experience in customer relationship management
  • Ability to understand and articulate technical concepts
  • Knowledge of AI/ML and familiarity with the use of data analytics in business
  • Ability to work independently and as part of a team
  • Flexibility and adaptability in a fast-paced environment
  • Bachelor's degree in a relevant field


Startup Culture Expectations

  • Please refer to Elad Gil’s High Growth Handbook for general expectations on what should be “normal” for a company like TurbineOne.
  • Just like in the White House, you will need to make your own photocopies. No great startup can afford Executive Assistants or most other luxuries.
  • Every employee will develop quarterly metrics in order to transparently communicate and objectively measure one’s own performance.
  • Everyone on the Team needs to be very comfortable with constant change, moving fast, sharing failures, embracing grit, and building things themselves. Most startups fail, and no one will come to save us.