Air Force Account Manager, Sr

About the Role

The Air Force Account Manager, Sr drives revenue growth and account penetration for the Continental United States (CONUS) based US Air Force and other Air Force Accounts as assigned. This remote position reports to the Curtiss-Wright PacStar Air Force Director.

Responsibilities

• Increase revenue and gross margin for a portfolio of PacStar products into the Air Force or other assigned accounts within the territory; own the sales process from prospecting to closure.
• Establish trusted partner relationships with customers at all influence and decision-making levels.
• Drive sales of selected PacStar manufactured products/services, integrated solutions, and selected manufacturers’ products/services through advanced solutions selling techniques.
• Develop account plans that drive strategic growth through tactical implementation.
• Effectively communicate with PacStar inside sales, engineering, and customer support groups to deliver superior products and support.
• Manage accounts and transactions across multiple customer locations and operating organizations within the territory.
• Work closely with the Federal Program team to ensure effective nationwide account management, where appropriate.
• Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses, and other performance metrics.
• Provide account leadership on development of responses to RFPs, RFIs, and unsolicited proposals.
• Stay abreast of developing and leading-edge solutions, products, and services.
• Provide responsive, timely, and thorough resolution of customer escalations.
• Demonstrate understanding of key business drivers for customers.
• Implement strategic and consultative selling methodologies to drive revenues.
• Conduct regularly scheduled territory/account reviews with Sales Management.
• Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required.
• Travel regularly within your territory to establish a schedule of sales calls to existing and new customers.
• Participate in account-specific trade shows and other functions deemed beneficial for business development.
• Develop customer trust through sound consulting, accurate information delivery, and fostering partnerships from junior members to senior leaders.
• Other duties as assigned.

Requirements

• 10+ years of successful sales and account management experience selling into Federal/DoD accounts, preferably the United States Air Force. Direct Air Force experience in communications (e.g., served in US Air Force) can substitute for selling experience.
• Proven track record of quota achievement and/or successfully meeting mission requirements.
• Working knowledge of Federal contracting processes.
• Experience with either working with or selling ROIP, network, and security products.
• Working knowledge of voice, network, data, security products, and solutions.
• Excellent verbal, written, presentation, and interpersonal skills.
• Strong organizational and negotiation skills.
• Ability to work well within a team.
• Sound decision-making and problem-solving capabilities.
• Ability to present a professional image of self and the Company.
• Ability to handle customer inquiries and escalations professionally.
• Thorough knowledge of computer and related business applications including MS Office.
• Valid driver’s license, current auto insurance, and reliable vehicle as required by transportation needs of the market.
• Ability to travel 50% of the time.
• Must be self-motivated and able to organize workloads and manage all deadlines.
• Must be able to obtain and maintain a US DoD SECRET Clearance.
• Accuracy and attention to detail is a must.

Pay

Salary Range: $125,300 - $135,000 per year plus bonus. Please note that the salary range information provided is a general guideline only, reflecting a position based in Oregon. Criteria such as the candidate’s qualifications and relevant experience, the scope of the specific position, as well as market and business considerations will be evaluated when extending an offer.

Benefits

• Paid Time Off
• 401K with Employer Match and Profit Sharing
• Health and Wellness Benefits
• Learning and Development Opportunities
• Referral Program
• Competitive Pay
• Recognition
• Employee Stock Purchase Plan
• Inclusive & Supportive Culture

About the Company

Pacific Star Communications (PacStar), a Curtiss-Wright company, designs, manufactures, and integrates hardware and software systems that enable rapid deployment of enterprise-class communications anywhere in the world. Intuitive and wizard-based, IQ-Core Software simplifies setup and enables management of these complex deployed networks by users with limited training. Our systems are used in mission-critical environments including military and disaster recovery—that demand the highest possible levels of quality. Innovation, creativity, and quality are built into our DNA, and we look for the same in our employees. In return, we offer a rewarding environment in which our employees can thrive.

This position may require exposure to export-controlled information and is subject to additional security screening. In the event information provided during the security screening reveals ineligibility to access export-controlled information, any offer of employment may be reconsidered or withdrawn.