Director of Customer Engagement

About the role

The Director of Customer Engagement Compass is directly responsible for driving revenue growth, maintaining account retention, and accelerating adoption of Vidterra's COMPASS platform across a strategic defense customer. This role combines hands-on pipeline execution, strategic relationship management, and solution positioning to shorten sales cycles, protect baseline revenue, and capture new expansion budget within customer programs.

Responsibilities

• Define and execute the assigned account plan to maintain current COMPASS implementations while identifying and closing land-and-expand revenue opportunities within the NTS portfolio.
• Identify priority customer organizations, programs of record, and tactical use cases (e.g., intel, ISR, edge operations) as entry points for expanded product adoption.
• Align sales motions with NTS top-line revenue targets, platform strategy, and long-term enterprise valuation objectives.
• Directly lead the sales cycle for Vidterra COMPASS initiatives across customer stakeholders, decision-makers, and acquisition officers.
• Leverage the broader NTS portfolio when opportunities arise, bringing in additional NTS solutions and capture resources to deliver a complete capability set.
• Deploy tailored playbooks, ROI frameworks, competitive positioning, and objection-handling strategies specific to government procurement and operational dynamics.
• Serve as the primary commercial and product SME for COMPASS and Vidterra capabilities in customer meetings, live demonstrations, and technical briefings.
• Architect complex, strategic deals by shaping high-value propositions tailored to specific customer mission outcomes and operational requirements.
• Accelerate deal velocity by translating raw technical capabilities into clear, mission-critical operational and business results.
• Drive integrated solution sales by positioning Vidterra COMPASS alongside complementary NTS and third-party partner technologies to increase overall deal size and account retention.
• Gather real-time field intelligence and user feedback from customer stakeholders to inform product roadmaps and defend against competitive threats.
• Build strong partner and channel alignments within the defense ecosystem to streamline procurement vehicles and expand sales reach within the assigned customer organization.