Account Manager, Unmanned Solutions

About the role

TrellisWare is seeking an Account Manager, Unmanned Solutions to join our Business Development Team. This role focuses on expanding the adoption of TrellisWare's resilient communications technologies across unmanned aircraft systems, uncrewed ground vehicles, maritime and subsurface platforms, autonomous systems, and associated command-and-control applications.

Responsibilities

• Maintains strong visibility in the sales development process and effectively qualifies and prioritizes opportunities.
• Identifies and leads capture efforts, including customer and opportunity cultivation, internal opportunity summaries, sales presentations, demonstrations, proposal writing, and costing inputs based on customer requirements and known budget constraints.
• Interfaces with customers and internal management on new opportunities and maintains a three-times target pipeline on a rolling twelve-month basis and an actionable six-month forecast.
• Analyzes and articulates new business and market opportunities in terms of market size, priority customer segments, key platform manufacturers and integrators, required partnerships, and strategies to secure anchor customers.
• Works with Marketing on required messaging, company participation, and staffing.
• Develops and manages relationships between the company and target customer organizations from initial contact through fulfillment.
• Builds relationships with unmanned platform manufacturers, autonomy providers, systems integrators, government program offices, research organizations, and end users.
• Interacts with and presents to customers at various levels, ranging from technical stakeholders and operators to senior decision-makers and acquisition leadership.
• Identifies opportunities and potential competition, documents key customer requirements obtained from meetings with customers and decision-makers, and validates those requirements against internal product development initiatives.
• Captures and coordinates customer demonstrations, platform integration activities, and events with the Field Service team and other internal stakeholders.
• Identifies and submits customer bailment requests for equipment loans.
• May participate in product-level training and product demonstrations, including basic field operation, platform integration discussions, and basic application troubleshooting.
• Provides market feedback regarding platform size, weight, power, throughput, latency, network resilience, interoperability, and other mission-driven requirements relevant to unmanned applications.
• Develops relationships with team members built on trust and respect.

Requirements

• Four-year technical degree or equivalent military service, sales, capture-management, or unmanned systems experience.
• At least ten years of overall experience in the field and five years of related experience in the market or technology segments identified.

Skills

• Demonstrates a strong understanding of the military communications and unmanned systems markets, including key customers, program offices, platform manufacturers, systems integrators, autonomy providers, and technology partners.
• Understands the operational and technical requirements associated with unmanned aircraft systems, uncrewed ground vehicles, maritime systems, subsurface platforms, and other autonomous or remotely operated systems.
• Demonstrates familiarity with resilient communications, mobile ad hoc networking, command-and-control architectures, and datalink requirements for unmanned platforms.
• A known track record of business development or capture-management success within the unmanned systems, tactical communications, autonomy, robotics, defense technology, or related markets is preferred.
• Ability to comprehend complex signal-processing, networking, systems-integration, 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 to draft product and application proposals and quotes, conduct market analysis, develop sales projections, and create key-account approach plans within the assigned market area.
• Familiarity with the design, manufacturing, testing, integration, and sales procedures for handheld, embedded, and platform-integrated radio products.
• Familiarity with wideband networked military and commercial communications products, unmanned systems integration, and government contracting is a significant plus.
• Works independently, demonstrates initiative, and interacts effectively with engineering, product-management, field-service, marketing, and business-development teams.
• Ability to build long-term relationships with internal and external customers.
• Demonstrates documentation skills and proficient with PC office applications.
• Demonstrates strong written and verbal communication skills.
• Strong collaborative drive and interpersonal skills.
• Strong initiative, proactive work ethic and prioritization skills.
• Trustable judgement and analytical problem-solving skills.
• Effective execution and decision making.
• Champion of change and promotes innovation.

Education and Work Experience

• Four-year technical degree or equivalent military service, sales, capture-management, or unmanned systems experience.
• At least ten years of overall experience in the field and five years of related experience in the market or technology segments identified.