Lead, Sales/Account Management

L3HHCM20•Town of Guilderland, NY

20h•$116,000 - $230,500•Remote

About The Position

The Sales Account Manager works with customer accounts to provide product solutions, develop new business, and maintain positive ongoing relationships. To accomplish this task, he must travel in and outside the continental United States to perform these duties. The Account Manager is responsible for generating approximately $55–$85 million in annual sales and new business for the company and is essential to achieving the USAF Sales Team’s FY26 Annual Operating Plan (AOP), which targets $181 million in revenue. Failure to promptly backfill this position will result in significant revenue risk and the potential loss of $55–$85 million in planned AOP targets due to existing and new business workload demands. Success in major areas—including Security Forces, Civil Engineering, JLTV, and Emergency Medical Detachments (EMEDS)—is dependent on specialized sales and marketing expertise in TOC, Mounted and Dismounted Communications Systems, SFS, CE, JLTV, and EMEDS. Sustaining momentum and meeting FY26 AOP revenue goals requires dedicated leadership provided by this critical Account Manager position.

Requirements

Bachelor's Degree with 9 years prior experience, Graduate Degree with 7 years prior experience. In lieu of a degree, minimum of 13 years of prior related experience.
Minimum of 4 years’ experience developing and executing sales and marketing campaigns with demonstrated success in government, defense, or aerospace industries.
Active US Secret Security Clearance

Nice To Haves

Significant experience marketing and selling vehicle and airborne communication systems within the DoD sector, particularly to the USAF.
In-depth knowledge of USAF Base Operations, Base Networks, and operational concepts (CONOPS).
Technical experience with mounted and dismounted systems communications; portable communications systems expertise is a strong advantage.
Prior experience working with USAF Security Forces, Civil Engineering, JLTV, and Emergency Medical programs (EMEDS).
Demonstrated ability to lead product placement efforts and support modernization initiatives aligned with USAF OI #5 Resilient Basing Strategy.
Excellent communication, presentation, and relationship management skills.

Responsibilities

Serve as the primary company representative to USAF customer accounts in all sales-related matters.
Identify, qualify, develop, and close opportunities to sell products, systems, and/or services to assigned accounts, in accordance with annual sales targets.
Collaborate with internal teams (marketing, sales engineering, product line, contracts) to develop and execute comprehensive sales strategies regarding pricing, competition, delivery, and terms of sale.
Formulate and present tactical and strategic approaches for market opportunities, providing recommendations to internal stakeholders.
Manage and update account opportunities in the CRM database, ensuring accuracy across the opportunity pipeline.
Support USAF Sales & Business Development (BD) initiatives in alignment with the FY26 Annual Operating Plan.
Maintain and cultivate relationships with key customer personnel through regular visits (anticipated 50% travel or as required).
Support product demonstrations, trade shows, and other events as necessary.
Responsible for $55–$85M in annual sales and program value, specifically related to Security Forces, Civil Engineering, JLTV, Emergency Medical, and other accounts supporting USAF forward basing and operations.