Senior Account Manager, Special Programs

TrellisWare Technologies•Southern Pines, NC

About The Position

TrellisWare launched in 2000 with an innovative culture striving to push technological boundaries in the area of wireless communications. We are now a worldwide leader in highly advanced algorithms, waveforms, and communications systems that range from small form factor radio products to fully integrated solutions. At TrellisWare, we connect passion with purpose and together we make an impact- on our careers, our company, and the world. And you can too. If you love to innovate and collaborate in a dynamic environment where boundaries are being pushed, you belong at TrellisWare. Where the opportunity to serve is not a challenge but a gift. Where you’re never going alone. Because there’s too much at stake to go solo. Our Business Development team is seeking a Senior Account Manager, Special Programs. You would be responsible for executing the business development and capture strategy for the company in line with TrellisWare’s strategic and marketing goals. Being able to maintain very good visibility into the sales process and qualifying/prioritizing opportunities will be key to success for this role. Responsibilities will include identifying new opportunities, developing and maintaining relationships with customers and partners, validating customers’ funding, identifying contract vehicles, understanding buying trends within different customer segments, and providing useful market information back to TrellisWare to determine market expansions/contractions and new product introductions. Enhancing cohesiveness and maintaining team morale is a responsibility of all our team members, as is the ambition for self-improvement and talent development. Through this dedication to unity and professional advancement, each team member is directly impacting the successful outcome of TrellisWare's deliverables and setting the tone for our core values of delivering excellence, pushing boundaries, and empowering people.

Requirements

Four-year technical degree or military service/sales track record experience equivalent.
At least ten (10) years overall experience in the field and five (5) years related experience in the market or technology segments identified.
Demonstrates deep understanding of the military communications markets, key customers in those market segments with an emphasis on Special Operations, Intelligence Community, related agencies, and relevant integrators and partners within the space. A known track record of business development success in those market segments is preferred.
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
Familiarity with wideband networked military and commercial communication products and government contracting is a significant plus.
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 proficient with PC office applications.
Demonstrates analytical and problem-solving skills.
U.S. Citizenship Required.
An active Secret security clearance (or higher) with the ability to obtain a Top Secret with SCI eligibility. 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 for established company products.
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 & demonstrations, proposal writing, and costing inputs based on known customer budget limits.
Interfaces with customers and internal management on new opportunities and maintains a 3x target pipeline on a rolling 12 month basis and actionable 6-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 and participating in staffing 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.
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 the product line.