Senior Account Manager, Special Programs

About the role

The Business Development team at TrellisWare is seeking a Senior Account Manager, Special Programs. This role is responsible for executing the business development and capture strategy for the company in line with TrellisWare’s strategic and marketing goals.

Responsibilities

• Mets business development objectives for contract awards for established company products.
• Drives overall market interest in TrellisWare technology to meet company strategic objectives for TrellisWare products as well as partner products that generate license and module revenue.
• Identifies and leads capture efforts including customer/opportunity cultivation, opportunity summarizing for internal review, sales presentations & demonstrations, proposal writing, and costing inputs based on known customer budget limits.
• Interfaces with customers and internal management on new opportunities and maintains a 3x target pipeline on a rolling 12 month basis and actionable 6-month forecast.
• Analyzes and articulates new business/market opportunities in terms of market size, key customer accounts needed to launch that market, and how to secure those customers.
• Identifies key conferences and trade shows, works with Marketing on required messaging for presence and participating in staffing the event.
• Develops and manages the relationships between the company and target customer offices from initial contact through fulfillment.
• Interacts and presents to customers at various levels.
• Identifies opportunities & potential competition, documents the key customer requirements obtained from meetings with key customers and customer decision makers, and validates with internal company product development initiatives.
• May participate in product summary level training and product demonstrations including basic field operation and basic application troubleshooting.
• Works with Marketing and Product Managers to articulate emerging customer requirements and concerns related the product line.

Requirements

• Four-year technical degree or military service/sales track record experience equivalent.
• At least ten (10) years overall experience in the field and five (5) years related experience in the market or technology segments identified.

Qualifications

• Demonstrates deep understanding of the military communications markets, key customers in those market segments with an emphasis on Special Operations, Intelligence Community, related agencies, and relevant integrators and partners within the space. A known track record of business development success in those market segments is preferred.
• Ability to comprehend complex signal processing 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 in drafting product and application proposals and quotes as needed as well as a proven ability to conduct market analysis, sales projections and key account approach planning in their market area of responsibility.
• Familiarity with the design, manufacturing, testing, and sales procedures for volume handheld and embedded radio products.
• Familiarity with wideband networked military and commercial communication products and government contracting is a significant plus.
• Works independently, demonstrates initiative and interacts with a variety of engineering and product management development teams.
• Ability to build long-term relationships with internal and external customers.
• Demonstrates documentation skills and proficient with PC office applications.
• Demonstrates analytical and problem-solving skills.

Benefits

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
$140,000 - $170,000 USD

Pay

The pay range for this position is annually and for individuals located in the state of Virginia.

Schedule

Regular full-time schedule.