Technical Account Specialist

Kongsberg Geospatial Ltd•Ottawa, ON

5d•Hybrid

About The Position

Kongsberg Geospatial is an industry-leading software company with over 30 years of experience delivering real-time geospatial technology solutions for Defence and Aerospace applications worldwide. As a subsidiary of Kongsberg Defence & Aerospace, our technology is trusted for critical applications such as air defence, search and rescue, drone delivery systems, and autonomous vehicle tracking. We are seeking an experienced Sales Professional to drive growth by selling engineering and software development services to large enterprise organizations, including our parent company KONGSBERG in Norway. This role requires a blend of sales, technology, and delivery expertise, with a focus on building strong relationships, understanding the software development lifecycle, and translating customer needs into detailed Statements of Work (SOWs). This is a full-time Sales Representative position within our Geospatial Software Solutions Business, targeting the Canadian and Norwegian Defence markets. The role involves leading new sales activities, identifying and building relationships with prospective customers for both our core software business and engineering services for KONGSBERG in Norway. The ideal candidate will have a proven track record in establishing and cultivating long-term relationships and will manage the entire business development lifecycle, from lead generation and qualification to proposal preparation and closing sales. The ultimate goal is to grow the sales pipeline by identifying, developing, and closing new opportunities that align with KG’s strategic direction and contribute to exceeding bookings targets. This is a hybrid position based in Ottawa, involving both on-site and remote work, with travel required within Canada and to Norway.

Requirements

Engineering or Technical Degree (distinct advantage) or equivalent competency and experience.
Experience working within an Engineering Professional Services organization as part of a delivery team in sales or project management roles.
Minimum of 3 years of experience in the Defence Industry, preferably with a software / systems integration business.
Minimum of 3 years of relevant sales or business development experience.
A Canadian Security Clearance at the NATO Secret level or eligibility to obtain one.
Willingness to travel domestically and to Norway.
Business Acumen: Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting their business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic.
Presentation Skills: Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn't working.
Technology demonstrations: comfortable with hands-on technical demonstration set-up, execution and presentation of SW products.
Written Communications: Is able to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.
Client Engagement & Relationship Management: Act as a trusted advisor to enterprise clients, aligning engineering services to business outcomes.
Build long-term relationships with procurement teams, and technical leaders.
Co-operate with internal teams (engineering, delivery, legal, finance) to support client engagements.
Support renewals, upsell, and expansion opportunities within existing accounts.
Technical & Delivery Alignment: Demonstrate strong understanding of the software development lifecycle (SDLC) including Agile and hybrid delivery models.
Translate high-level customer requirements into structured Statements of Work (SOWs), including scope, milestones, assumptions, and success criteria.
Partner with delivery and engineering leaders to estimate effort, timelines, and resourcing.
Ensure proposed solutions are feasible, scalable, and aligned with delivery best practices.

Nice To Haves

Engineering or Technical Degree

Responsibilities

Drive growth by selling engineering and software development services to large enterprise organizations, including KONGSBERG in Norway.
Identify, establish, and build relationships with prospective customers in the Canadian and Norwegian Defence markets.
Manage the entire business development lifecycle: identification/creation of leads, qualification, presentation of solutions and demonstrations, preparation of proposals and quotations, and proposal acceptance.
Grow the pipeline by identifying, developing, and closing new opportunities aligned with KG’s strategic direction.
Identify target programs within the Defence market where Kongsberg Geospatial's and KONGSBERG's technology, solutions, and experience can provide benefits.
Coordinate with internal departments at Kongsberg Geospatial and KONGSBERG in Norway to meet relationship requirements, including business development meetings, technical meetings, software trials and evaluations, customer follow-ups, and closing sales.
Represent Kongsberg Geospatial and KONGSBERG at industry partner events, trade shows, and peer groups.
Act as a trusted advisor to enterprise clients, aligning engineering services to business outcomes.
Build long-term relationships with procurement teams and technical leaders.
Cooperate with internal teams (engineering, delivery, legal, finance) to support client engagements.
Support renewals, upsell, and expansion opportunities within existing accounts.
Demonstrate a strong understanding of the software development lifecycle (SDLC), including Agile and hybrid delivery models.
Translate high-level customer requirements into structured Statements of Work (SOWs), including scope, milestones, assumptions, and success criteria.
Partner with delivery and engineering leaders to estimate effort, timelines, and resourcing.
Ensure proposed solutions are feasible, scalable, and aligned with delivery best practices.