Account Manager, Unmanned Solutions

About the role

We are seeking an Account Manager for Unmanned Solutions to execute the business development and capture strategy for TrellisWare’s unmanned solutions market in alignment with the company’s strategic and marketing goals. 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.

Maintaining strong visibility in the sales development process and effectively qualifying and prioritizing opportunities will be key to success. Enhancing cohesiveness and maintaining team morale is a responsibility of all team members, as is the ambition for self-improvement and talent development.

Responsibilities

• Meets business development objectives for contract awards involving established TrellisWare products, modules, licenses, and integrated solutions within the unmanned systems market.
• Encourages new and innovative use cases for TrellisWare offerings across unmanned and autonomous platforms.
• Drives overall market interest in TrellisWare technology to meet company strategic objectives, including opportunities involving partner products that generate license, module, and radio revenue.
• 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.
• Identifies key conferences, trade shows, technical demonstrations, and industry events. 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.
• 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.
• Works with Marketing and Product Managers to articulate emerging customer requirements, integration challenges, and concerns related to TrellisWare products and the broader unmanned systems market.
• Provides market feedback regarding platform size, weight, power, throughput, latency, network resilience, interoperability, and other mission-driven requirements relevant to unmanned applications.
• Performs other duties as assigned.
• 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.
• 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.

Pay

TrellisWare Technologies pays competitively according to the market in an individual's geographic location, in addition to their qualifications and experience. The posted range is annually and for individuals located in the state of Virginia.

Virginia Pay Range: $100,000 - $145,000 USD