Senior Account Manager, Aerospace & Defense

Real-Time Innovations

3d • Remote

About The Position

RTI is looking for an experienced Sr. Account Manager to drive sales of our Connext DDS software and services to existing and new Aerospace and Defense customers within the West territory with a focus on Unmanned Aerial Systems (UAS) nationwide. The territory consists of CA, OR, NV, AZ, HI, and nationwide for UAS applications. The ideal candidate has experience selling high-end software solutions to product development teams, with experience, expertise, and connections in Aerospace and Defense (A&D) and preferably UAS. As an integral member of the field sales team, you will use your knowledge and experience in the defense market, excellent technical sales and support track record to focus on acquiring new customers while retaining and growing the existing installed base of customers. You will manage all aspects of the sales process including lead management, qualification, evaluation, close, account management, and exceeding quota in this rapidly growing industry.

Requirements

• 10+ years of professional experience with at least 5 years selling high-end technology software solutions to R&D and engineering teams
• Strong hunting and prospecting skills
• Demonstrated ability to build solid relationships and attain trusted advisor level credibility
• Strong listening and communication skills to build rapport with prospects and current customers
• Excels working in a collaborative, team-based selling environment
• Experience developing new leads, lead follow-up, qualification and targeted account selling in person and by phone
• Uses tools like Salesforce.com to maximize productivity and efficiency
• Track record of meeting sales quota consistently success achieving or exceeding assigned quota
• BS or higher in engineering or computer science is preferred
• Travel within the territory is required
• US Citizenship required

Nice To Haves

• UAS market experience is preferred but not required
• Experience selling to system integrators defense and government preferred
• Background in middleware or communication infrastructure is a plus
• Secret Clearance a plus
• Demonstrated success using a consultative, solutions oriented sales approach

Responsibilities

• In partnership with the Field Application Engineer, present and sell RTI software and engineering services to current and potential customers within the assigned territory
• Seek new business proactively in key industries, primarily UAS, through prospecting, cold calling, networking with partners and exhibiting at relevant trade events
• Plan, schedule meetings, and consult with customers onsite to understand their technical and business problems and challenges
• Work with RTI Engineering and Product & Markets staff to develop software solutions
• Communicate with decision makers and influencers
• Work with the Services team to onboard and integrate new customers and develop existing customer relationships
• Build trust-based professional relationships with key decision makers and be the primary point of contact
• Conduct all business discussions with the customer, including pricing, licensing and negotiations
• Drive customer retention, upsells, and customer satisfaction
• Work with Marketing to plan and conduct key events (seminars, lunch & learns) in the assigned territory
• Forecast and track key territory metrics
• Meet sales goals by closing business in the assigned territory

Benefits

• Flexible working schedule.
• Remote working + Home Office Stipend to cover the costs of working from home.
• Flexible Paid Time Off + “Real Vacation Bonus,” an additional bonus for taking more than 1-week of uninterrupted vacation.
• Annual bonus based on individual and company performance + other prizes and awards.
• Opportunities for career growth and development
• Tools they need to succeed

What This Job Offers

• Job Type: Full-time
• Career Level: Senior