Director of Trade and Goods

Overview

BigBear.ai is seeking a Director of Trade and Goods to oversee computer vision products and solutions for movement of goods and trade applications and to develop and manage relationships with customers to drive software sales and revenue.

BigBear.ai provides decision intelligence solutions for National Security, Supply Chain Management, and Digital Identity. Our technology comes from our experience in some of the most complex operating environments, and our experts partner with our customers to design and implement solutions tailored to their needs.

BigBear.ai's customers, which include Government & Defense, Manufacturing & Warehouse Operations, Travel and Transportation (including airports and air carriers) all rely on BigBear.ai's solutions to empower leaders to make decisions at the speed of relevance.

BigBear.ai drives innovation and is developing cutting edge technologies to enable wider access to artificial intelligence that will change the paradigm for deploying, orchestrating, and managing algorithms in the future. Our computer vision anomaly and threat detection capabilities can be applied to the trade sectors (container shipping and cargo) as well as in the travel space for passenger baggage facilitation to enhance security and operational efficiency, with the aim of transforming the way business is conducted in those areas. We are looking for an experienced and well-networked business development lead who can work with prospective customers and industry leaders develop a healthy multi-year pipeline, and convert early adopters into revenue.

Our customers have trusted us for decades because our solutions are built for the domains and missions they serve, supported by subject matter experts from their field. We are committed to open architecture designs, enabling interoperability across platforms & algorithms, and providing access to models and data, ensuring our clients can take action with trust and speed.

What you will do

• As the Director you will be responsible for working closely with the technology team to apply BigBear.ai's expertise to develop applications directed at trade, cargo, and baggage security and operations. You will lead an enterprise sales strategy in those areas and execute initiatives for new business acquisition and expansion
• Lead business development and drive new sales in commercial enterprise accounts for BigBear's "movement of goods and trade" solution
• Support multi-level relationships within Commercial organizations including within the C-Suite as well as within Engineering and Finance departments
• In coordination with relevant functional teams, negotiate terms of sales and agreements, and close sales with customers
• Respond to customer inquiries and resolve objections to get customers to a positive purchasing decision
• Gather market, competitive and customer information to address customer needs and determine product-market fit, and shape the go-to-market strategy
• Provide customer feedback to product management and engineering to inform product roadmaps
• Advise management on successful pricing strategies based on your experience and customer feedback

What you need to have

• Bachelors Degree required. Higher education degree not required, but preferred
• 15+ years of relevant experience (e.g. airport security and operations, technical business development and relationship management.) Additional relevant experience can be considered in lieu of a degree
• Established network in the trade and travel sectors, with understanding of airport, particularly baggage operations and security, customs, and cross-border trade
• Demonstrated track record of business development and sales utilizing a variety of techniques and strategies
• Experience selling nascent software technology into enterprise customers
• Adept in understanding how to execute technical sales
• Strong technical acumen and understanding of cloud computing, data/AI, and related technologies
• Exceptional communication and presentation skills with the ability to articulate technical concepts to both technical and non-technical audiences
• Strong problem-solving and negotiation skills
• Ability to work independently and as part of a team, taking ownership of projects and initiatives
• Willing and able to travel to prospect/client sites as needed

What we'd like you to have

• 10 to 15+ years of relevant experience (e.g. airport security and operations, technical business development and relationship management.)

About BigBear.ai

BigBear.ai delivers AI-powered analytics and cyber engineering solutions to support mission-critical operations and decision-making in complex, real-world environments. BigBear.ai's customers, which include the US Intelligence Community, Department of Defense, the US Federal Government, as well as customers in manufacturing, healthcare, commercial space, and other sectors, rely on BigBear.ai's solutions to see and shape their world through reliable, predictive insights and goal-oriented advice. Headquartered in Columbia, Maryland, BigBear.ai is a global, public company traded on the NYSE under the symbol BBAI. For more information, please visit: http://bigbear.ai/ and follow BigBear.ai on Twitter: @BigBearai.

What you will do

• As the Director you will be responsible for working closely with the technology team to apply BigBear.ai's expertise to develop applications directed at trade, cargo, and baggage security and operations. You will lead an enterprise sales strategy in those areas and execute initiatives for new business acquisition and expansion
• Lead business development and drive new sales in commercial enterprise accounts for BigBear's "movement of goods and trade" solution
• Support multi-level relationships within Commercial organizations including within the C-Suite as well as within Engineering and Finance departments
• In coordination with relevant functional teams, negotiate terms of sales and agreements, and close sales with customers
• Respond to customer inquiries and resolve objections to get customers to a positive purchasing decision
• Gather market, competitive and customer information to address customer needs and determine product-market fit, and shape the go-to-market strategy
• Provide customer feedback to product management and engineering to inform product roadmaps
• Advise management on successful pricing strategies based on your experience and customer feedback

What you need to have

• Bachelors Degree required. Higher education degree not required, but preferred
• 15+ years of relevant experience (e.g. airport security and operations, technical business development and relationship management.) Additional relevant experience can be considered in lieu of a degree
• Established network in the trade and travel sectors, with understanding of airport, particularly baggage operations and security, customs, and cross-border trade
• Demonstrated track record of business development and sales utilizing a variety of techniques and strategies
• Experience selling nascent software technology into enterprise customers
• Adept in understanding how to execute technical sales
• Strong technical acumen and understanding of cloud computing, data/AI, and related technologies
• Exceptional communication and presentation skills with the ability to articulate technical concepts to both technical and non-technical audiences
• Strong problem-solving and negotiation skills
• Ability to work independently and as part of a team, taking ownership of projects and initiatives
• Willing and able to travel to prospect/client sites as needed