Director of Consulting and Solution Architecture

McLean, VA, United States

Overview

BigBear.ai is seeking a Director Consulting and Solution Architecture to oversee the company’s digital identity, computer vision, and threat detection suite of products and solutions and to develop and manage relationships with customers to drive services and software sales and revenue. The ideal candidate for this job must have a background in CBP operations, possess a strong network within the technology industry, demonstrate experience with access control in airport settings, offer proven expertise in implementing technology solutions, and have a track record of working internationally.

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 digital identity, computer vision, and threat detection capabilities in the travel, trade, and other adjacent sectors 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 Consulting and Solutions Architecture 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 product directors within the Digital Identity portfolio and develop consultancy sales that ultimately directly support the sale of BigBear.ai software products

Develop and implement consultancy services that deliver impact for multi-stakeholder, complex environments

Develop and deepen customer relationships for long term revenue as well as gather insight/feedback to inform BigBear.ai’s product management and go-to-market strategies

Provide solutions architecting ideas and blueprints to meet client needs and that integrate BigBear.ai software offerings

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

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 architectural design, management consulting.) Additional relevant experience can be considered in lieu of a degree

Established network in the trade, travel, and/or cross-border trade sectors, with deep understanding of operations, business, and security in those industry areas

Demonstrated track record of business development and sales utilizing a variety of techniques and strategies

Knowledge of how to execute services sales and convert to technical sales

Strong technical acumen and understanding of computer vision, 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 architectural design, management consulting.) Additional relevant experience can be considered in lieu of a degree

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 .

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