ŌURA · 2 days ago

Senior Strategic Account Manager

San Francisco, CA

Full-time

Onsite

Senior Level

$123K/yr - $137K/yr

10+ years exp

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Responsibilities

Agency-Specific Sales Strategy Development: Develop and execute detailed account strategies tailored to the specific needs and operational procedures of the assigned US Government agency(ies). Understand and align with agency goals to enhance service member health and readiness through wearable technology. You have deep familiarity and an established relationship with one or more relevant Human Performance / Wearable programs in the Department of Defense (DoD).

Relationship Management and Expansion: You establish and maintain strong relationships with key decision-makers and influencers within your domain. You act as the primary point of contact for all communications, ensuring that the company's products and services are meeting the agency's needs

Sales and Contract Oversight: Manage the entire sales cycle from prospecting and qualification to negotiation and contract closure in your domain. Ensure that contracts are executed efficiently and in compliance with DoD regulations and procurement procedures. Track and influence policies that create new funding and contracting vehicles that enable Oura's growth

Program Management and Expansion: Support Oura's key customers and champions through to becoming programs of record. Working closely with Oura's product and operations teams, develop business cases for new product development or new operational capabilities to support those programs. Identify opportunities for expansion within these strategic programs to increase the scale and scope of Oura within the agency. Collaborate with Oura advisors to inform and influence policy decisions that lead to wearable adoption in DoD agencies.

Feedback Loop and Product Enhancement: Gather feedback from DoD stakeholders as well as end-users and collaborate with the product development team to drive product improvements and innovation tailored to the agency's specific requirements.

Reporting and Performance Metrics: Monitor and report on account status, including pipeline and sales figures, project progress, and client satisfaction, adjusting strategies as necessary to meet targets

Team Collaboration and Leadership: Work closely with other business development, sales, marketing, operations and product teams to ensure a unified approach to meeting our customers' needs. Provide leadership and guidance to colleagues. Be an internal expert on DOD culture, structure and operating procedures

Qualification

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DOD OperationsSalesAccount ManagementBusiness DevelopmentDefense Sector KnowledgeTechnology Sector KnowledgeSales Target AchievementTechnology Account ManagementTechnical AcumenWearable Health TechnologiesExercise PhysiologyEpidemiologySleep ScienceNeuroscienceHealthcareMilitary StrategyValue Proposition ArticulationContract NegotiationGovernment Procurement KnowledgeStrategic Account PlanningProduct AdoptionGoal PrioritizationProblem-SolvingStrategic Thinking NegotiatorCommunicatorDOD Accounts Management

Required

Expertise in DOD Operations and Culture: Familiarity with the operational environment, culture, and procurement processes of the DoD - particularly in relation to Human Performance programs. Domain expertise in at least one DOD Human Performance program.

Proven Sales and Account Management Experience: 10+ experience in sales, account management and/or business development particularly within the defense sector or related technology fields, with a strong track record of exceeding sales targets. Experience working in rapidly growing technology companies and having successfully navigated the challenges that arise from the different operational tempo of technology vs government sectors. Experience managing DOD accounts for a technology company is preferred

Technical Acumen: Good understanding of wearable health technologies and their application in the military. Expertise in a relevant domain such as exercise physiology, epidemiology, sleep science, neuroscience, healthcare, military strategy is preferred

Strong Negotiator and Communicator: Excellent negotiation skills with the ability to persuasively articulate the value proposition of wearable technology. Experience negotiating and closing complex contracts with government agencies. Familiar with negotiating key funding, contracting, IP and info-sec terms in government procurement. Excellent written and verbal communication skills

Strategic Thinking: Ability to develop, communicate and execute strategic account plans that result in significant positive impact for customers - resulting in sales growth and product adoption. Able to navigate and execute on near term projects and goals while also delivering progress towards 'big picture' goals. Experience prioritizing time and responsibilities to deliver large long term impact.