Senior Director, Strategic Solutions - Federal Defense Sector

Tysons, Virginia, United States · Sales · Employment Type: Full-Time

C3 AI (NYSE: AI), is the Enterprise AI application software company. C3 AI delivers a family of fully integrated products including the C3 Agentic AI Platform, an end-to-end platform for developing, deploying, and operating enterprise AI applications, C3 AI applications, a portfolio of industry-specific SaaS enterprise AI applications that enable the digital transformation of organizations globally, and C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise. Learn more at: C3 AI

C3 AI is hiring a Senior Director, Strategic Solutions for our Federal Defense Sector. This is a ground floor opportunity to further develop your career with a rapidly growing leader in Enterprise AI software. You will work with federal defense agencies and senior management to develop high-value AI use cases and AI application roadmaps. You will help defense customers achieve their digital transformation objectives through identifying high-value opportunities.

We are looking for motivated individuals with a hard work ethic and track record of achievement. You will receive a highly competitive salary and excellent benefits along with generous commissions and equity. In addition to strategic sales training, you will be supported by senior management and mentors to help ensure your success.

Candidates should be able to understand complex issues at the intersection of business and technology and communicate that complexity with simplicity. Successful candidates will thrive in a fast-paced, high-performance, highly collaborative environment and demonstrate an ability to execute precisely and quickly. Candidates should possess technical fluency in AI, machine learning, operations research, physics, math, engineering, data integration, or computer science.

Responsibilities

Develop and execute a comprehensive sales strategy to drive revenue growth within the federal defense sector, targeting defense agencies, departments, and prime contractors.
Identify and prioritize key accounts, cultivating relationships with senior-level decision-makers, program managers, and influencers within defense organizations.
Understand the unique challenges, requirements, and procurement processes of the federal defense sector, and tailor sales approaches and solutions accordingly.
Engage in strategic relationships with defense customers to assure the realization of their digital transformation goals.
Develop, maintain, and manage the implementation of strategic defense customer engagement plans.
Manage efforts to research and identify customer prospects and targets.
Collaborate with sales, engineering, products, and marketing teams to develop new product offerings within existing and new lines of business.
Represent C3 AI by driving business development with company alliance partners.
Personally engage in strategic account selling, business development, and ongoing customer success.
Travel to customer sites up to 50% of the time (or more) depending on business needs.

Qualifications

Proven track record of success in sales with a focus on selling SaaS solutions to the federal defense sector.
Deep understanding of the defense industry landscape, procurement processes, and acquisition programs.
Extensive knowledge of AI technology, data analytics, and their applications within the defense sector.
Demonstrated experience in building and nurturing relationships with senior-level decision-makers and influencers within defense organizations.
Degree in engineering, science, computer science, or related technical field of study. Master’s or MBA degree preferred.
Experience with and understanding of AI and Machine Learning is highly favorable.
Exemplary written and oral communication skills.
Excellent interpersonal, planning, and organizational skills.
Strong analytical skills.
Sales consulting or management consulting experience preferred.

C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.

Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.

Virginia Base Pay Range

$165,000—$185,000 USD

C3 AI is proud to be an Equal Opportunity and Affirmative Action Employer. We do not discriminate on the basis of any legally protected characteristics, including disabled and veteran status.

Apply for this role

First Name*

Last Name*

Email*

Phone*

Resume/CV*

Upload a file

Or paste as text

Cover Letter

Upload a file

Or paste as text

Please select "yes" to confirm that you understand and accept that this is a full-time, individual contributor position with direct responsibility for achieving a sales quota.*

LinkedIn Profile*

How did you hear about C3 AI?*

What is highest level of education you have completed?*

Where are you currently located?*

Are you willing to work onsite from our office in Tysons, VA 5 days/week?*

Do you now or will you in the future need C3 AI to sponsor you for a visa to work in the United States (e.g., H-1B; O-1; TN; E-3)?*

If you currently hold an active DoD security clearance, then please select your level below:

If you currently hold an active DoE security clearance, then please select your level below:

By clicking the “I Accept” button, you confirm that you have read C3 AI’s Applicant & Candidate Privacy Notice [https://c3.ai/c3ai-inc-applicant-and-candidate-privacy-notice] and you provide the specific consents identified below. Except where C3 AI expressly asks for your consent, C3 AI processes your personal data for recruitment on the basis of its legitimate interests and to take steps at your request before any employment relationship, and you are not required to consent to that processing: C3 AI collects your personal data for the purposes of managing C3 AI's recruitment related activities as well as for organizational planning purposes globally. Consequently, C3 AI may use your personal data in relation to the evaluation and selection of applicants including for example setting up and conducting interviews and tests, evaluating and assessing the results thereto and as is otherwise needed in the recruitment processes including the final recruitment. Some evaluations are assisted by automated tools: C3 AI uses AI-based matching to compare your application against the requirements of the role and, for some roles, an AI-based “Voice AI” tool that records and analyzes a voice screening interview. A member of our team reviews the results and makes the final decision, and no decision is made based solely on automated processing. You may request more information about the logic involved, request a review by a person, and — for voice interviews — decline to be recorded and request a standard interview instead, in each case without any penalty to your application. C3 AI does not disclose your personal data to unauthorized third parties. However, as a global corporation consisting of multiple affiliated companies in various countries, C3 AI has international sites and C3 AI uses resources located throughout the world. C3 AI may from time to time also use third parties to act on C3 AI's behalf. You agree to the fact that to the extent necessary your personal data may be transferred and/or disclosed to any company within C3 AI group of companies as well as to third parties acting on C3 AI's behalf, including also transfers to servers and databases outside the country where you provided C3 AI with your personal data. Such transfers may include for example transfers and/or disclosures outside the European Economic Area (“EEA”) and in the United States of America; in such cases, the transfer is based on, as applicable, the Standard Contractual Clauses (according to Commission Implementing Decision (EU) 2021/914, and, for transfers from the United Kingdom, the UK International Data Transfer Addendum), the EU-US Data Privacy Framework where applicable, or other GDPR-compliant mechanisms. You may withdraw any consent at any time, and exercise your rights of access, correction, deletion, objection, and (where applicable) your ARCO rights, by contacting C3 Legal at c3legal@c3.ai withdrawing consent will not affect processing carried out before the withdrawal. C3 AI will not retaliate against you for exercising these rights or for declining to consent. Full details of how C3 AI handles your information, how long it is kept, and your rights are set out in our Applicant & Candidate Privacy Notice [https://c3.ai/c3ai-inc-applicant-and-candidate-privacy-notice]. *

I Accept

Do you consent to receiving follow up communication via text message (or SMS message) regarding your application to the phone number you provided? *

If yes, you can always opt-out by replying STOP.

Location*

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans' Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

VeteranStatus

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in C3 AI’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race

Gender

We use Greenhouse's AI-powered Talent Matching tool to compare your application against our job requirements.

Opt out of AI-based evaluation