Account Manager, Air Defense and Fires

TrellisWare Technologies•San Diego, CA

2d•Onsite

About The Position

TrellisWare is a worldwide leader in highly advanced algorithms, waveforms, and communications systems. We are seeking an Account Manager, Air Defense and Fires to execute business development and capture strategy, maintain customer relationships, and drive market interest in TrellisWare technology. This role involves identifying new opportunities, understanding customer needs and funding, and providing market intelligence to inform product development and market expansion. The position also emphasizes teamwork, self-improvement, and upholding company values.

Requirements

Four-year technical degree or military service/sales/capture track record experience equivalent.
At least ten years overall experience in the field and five years related experience in the market or technology segments identified.
Deep understanding of the military communications markets, key customers in those market segments with an emphasis on DoW Air Defense / Fires and Army tactical and strategic commands, related agencies, and relevant integrators and partners within the space.
Ability to comprehend complex signal processing and engineering concepts at the level necessary to explain them to customers in simple, understandable ways.
Ability to support marketing, sales and business development pursuits as needed.
Ability in drafting product and application proposals and quotes as needed as well as a proven ability to conduct market analysis, sales projections, and key account approach planning in their market area of responsibility.
Familiarity with the design, manufacturing, testing, and sales procedures for volume handheld and embedded radio products.
Works independently, demonstrates initiative and interacts with a variety of engineering and product management development teams.
Ability to build long-term relationships with internal and external customers.
Demonstrates documentation skills and proficiency with PC office applications.
Demonstrates strong written and verbal communication skills.
Strong collaborative drive and interpersonal skills.
Strong initiative, proactive work ethic and prioritization skills.
Trustable judgement and analytical problem-solving skills.
Effective execution and decision making.
Champion of change and promotes innovation.
U.S. Citizenship

Nice To Haves

A known track record of business development / capture management success in those market segments is preferred.
Familiarity with wideband networked military and commercial communication products and government contracting is a significant plus.
Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

Responsibilities

Meets business development objectives for contract awards with established company products.
Encourages new and innovative use cases for the implementation of TrellisWare offerings.
Drives overall market interest in TrellisWare technology to meet company strategic objectives for TrellisWare products as well as partner products that generate license and module revenue.
Identifies and leads capture efforts including customer/opportunity cultivation, opportunity summarizing for internal review, sales presentations and demonstrations, proposal writing, and costing inputs based on known customer budget limits.
Interfaces with customers and internal management on new opportunities and maintains a three-times target pipeline on a rolling twelve-month basis and actionable six-month forecast.
Analyzes and articulates new business/market opportunities in terms of market size, key customer accounts needed to launch that market, and how to secure those customers.
Identifies key conferences and trade shows, works with Marketing on required messaging for presence/participation, and staffing for the event.
Develops and manages the relationships between the company and target customer offices from initial contact through fulfillment.
Interacts and presents to customers at various levels.
Identifies opportunities & potential competition, documents the key customer requirements obtained from meetings with key customers and customer decision makers, and validates with internal company product development initiatives.
Coordinates customer demonstrations and events with the Field Service team.
Identifies and submits customer bailment requests for equipment loans.
May participate in product summary level training and product demonstrations including basic field operation and basic application troubleshooting.
Works with Marketing and Product Managers to articulate emerging customer requirements and concerns related to the product line.
Performs other duties as assigned.
Develops relationships with team members built on trust and respect.