Commercial & Defense Sales Manager – Power Electronics

Communications & Power Industries•State College, PA

1d•Hybrid

About The Position

The Commercial & Defense Sales Manager is a customer-facing, orders-driven role responsible for generating growth across both commercial and defense markets through new business acquisition, strategic account expansion, and complex opportunity capture. This position requires a disciplined hunter who can create demand, shape opportunities, and consistently convert customer engagement into booked orders across a diversified customer base. Operating at the intersection of technical credibility and commercial execution, the role focuses on selling high-reliability power electronics solutions, including power conversion, high-voltage systems, RF power technologies, and mission-critical subsystems supporting industrial, energy, communications, aerospace, and defense applications. Approximately 50% of the role will focus on commercial market development and strategic account growth, while 50% will support defense-related pursuits involving Tier 1 integrators, prime contractors, and mission-critical platforms. Success in this role is defined by customer engagement, opportunity creation, capture execution, and order intake—not internal activity. U.S. Citizenship is required.

Requirements

Must be a U.S. Citizen
Bachelor’s degree in Engineering, Business, or a related technical field
Proven success in orders-driven sales with a strong track record of new business acquisition and complex deal closure
Demonstrated experience selling power electronics solutions such as power supplies, converters, inverters, RF power systems, high-voltage systems, or related technologies
Experience supporting both commercial customers and defense-related accounts, programs, or integrators
Ability to engage credibly with engineering teams, supply chain leaders, program stakeholders, and executive decision-makers
Demonstrated success managing long-cycle opportunities and multi-stakeholder pursuits from identification through order closure
Strong commercial acumen in pricing, negotiation, competitive positioning, and capture strategy
Familiarity with CRM systems and disciplined pipeline management practices
Ability to manage multiple complex opportunities simultaneously while maintaining focus on order conversion
Willingness and ability to travel up to 50%–75% domestically

Nice To Haves

Active Secret clearance or ability to obtain and maintain clearance
Experience supporting radar, electronic warfare (EW), communications, aerospace, or mission-critical power systems
Familiarity with DoD acquisition processes, FAR/DFARS, and defense program lifecycles
Established relationships with Tier 1 defense primes, integrators, industrial OEMs, or strategic commercial customers
Background in high-reliability, harsh-environment, or mission-critical electronics markets

Responsibilities

Develop and execute territory and account strategies focused on creating customer demand and securing orders across both commercial and defense markets
Identify, pursue, and close new business opportunities aligned with CPI Power Electronics’ portfolio
Engage directly with customers to influence requirements, specifications, and design-in decisions early in the buying cycle
Build and expand relationships with engineering teams, supply chain organizations, program stakeholders, and executive leadership
Position technical solutions aligned to customer applications, driving adoption, platform integration, and repeat business
Consistently meet or exceed orders targets through by acquiring new clients, strategic account penetration, and capture execution
Lead commercial negotiations, pricing strategy, and deal closure activities to maximize order intake
Manage and expand strategic commercial accounts and Tier 1 defense relationships
Lead pursuit and capture activities for complex, multi-phase opportunities and long-cycle programs
Develop and execute win strategies, including competitive positioning, pricing alignment, and proposal coordination
Navigate customer procurement environments, including commercial sourcing processes and defense acquisition pathways
Coordinate with engineering, operations, and leadership teams to deliver customer-aligned solutions and proposals
Support resolution of critical customer escalations to protect and expand account value
Identify adjacent markets and emerging applications for CPI power electronics technologies
Expand market presence through channel partners, distributors, VARs, and industry relationships
Represent the company at customer sites, trade shows, conferences, and industry events
Monitor competitive positioning, pricing dynamics, and price-to-win targets across commercial and defense sectors
Gather customer and market intelligence to support growth strategy and product direction
Maintain accurate pipeline visibility and opportunity progression within CRM systems
Qualify opportunities based on strategic alignment, win probability, and order potential
Drive momentum throughout the sales lifecycle to ensure timely conversion from pipeline to booked orders
Provide leadership with reliable visibility into major pursuits, capture status, and forecasted order activity