Account Manager, Unmanned Solutions

TrellisWare launched in 2000 with an innovative culture striving to push technological boundaries in wireless communications. We are a worldwide leader in highly advanced algorithms, waveforms, and communications systems ranging 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.

About the role

This role focuses on expanding the adoption of TrellisWare resilient communications technologies across unmanned aircraft systems, uncrewed ground vehicles, maritime and subsurface platforms, autonomous systems, and associated command-and-control applications. You will execute the business development and capture strategy for TrellisWare’s unmanned solutions market in alignment with the company’s strategic and marketing goals. Maintaining strong visibility in the sales development process and effectively qualifying and prioritizing opportunities will be key to success.

Responsibilities

• Meet business development objectives for contract awards involving established TrellisWare products, modules, licenses, and integrated solutions within the unmanned systems market.
• Encourage new and innovative use cases for TrellisWare offerings across unmanned and autonomous platforms.
• Drive overall market interest in TrellisWare technology to meet company strategic objectives, including opportunities involving partner products that generate license, module, and radio revenue.
• Identify and lead 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.
• Interface with customers and internal management on new opportunities and maintain a three-times target pipeline on a rolling twelve-month basis and an actionable six-month forecast.
• Analyze and articulate 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.
• Identify key conferences, trade shows, technical demonstrations, and industry events. Work with Marketing on required messaging, company participation, and staffing.
• Develop and manage relationships between the company and target customer organizations from initial contact through fulfillment.
• Build relationships with unmanned platform manufacturers, autonomy providers, systems integrators, government program offices, research organizations, and end users.
• Interact with and present to customers at various levels, ranging from technical stakeholders and operators to senior decision-makers and acquisition leadership.
• Identify opportunities and potential competition, document key customer requirements obtained from meetings with customers and decision-makers, and validate those requirements against internal product development initiatives.
• Coordinate customer demonstrations, platform integration activities, and events with the Field Service team and other internal stakeholders.
• Identify and submit 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.
• Work with Marketing and Product Managers to articulate emerging customer requirements, integration challenges, and concerns related to TrellisWare products and the broader unmanned systems market.
• Provide market feedback regarding platform size, weight, power, throughput, latency, network resilience, interoperability, and other mission-driven requirements relevant to unmanned applications.
• Develop relationships with team members built on trust and respect.
• Perform other duties as assigned.

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.
• U.S. Citizenship.
• Ability to travel domestically and internationally (~50%) to facilitate on-site integration and partner engagement.

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 proficiency with PC office applications.
• Strong written and verbal communication skills.
• Strong collaborative drive and interpersonal skills.
• Strong initiative, proactive work ethic, and prioritization skills.
• Trustworthy judgment and analytical problem-solving skills.
• Effective execution and decision-making.
• Champion of change and promotes innovation.

Physical Demands

• Able to frequently sit, stand, walk, use hands to fingers, handle or feel, reach within hands and arm’s length, stoop, kneel, and crouch, talk and hear.
• Regularly required to sit for extended periods of time; frequently required to use office equipment such as PC, printer, telephone, etc.
• Able to regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.