Product Sales Manager - MOTS/COTS

Aitech Systems Ltd.; Los Angeles (CA); On-site; USD 125,000 - 165,000; Full time

Job summary

Aitech Defense Systems in the United States seeks a senior sales leader to own U.S. board-level COTS/MOTS sales, build a nationwide distributor network, and drive design-ins with defense primes.

You will collaborate with Israel presales and U.S. field applications engineers to translate customer requirements into competitive solutions, manage opportunities from qualification to closure, and guide IRAD planning.

Qualifications

• Proven sales experience selling electronic products, components or subsystems into U.S. defense and aerospace customers.
• Hands-on experience building and/or managing distributors and manufacturers’ reps in the U.S. electronics market.
• Demonstrated ability to sell technically complex products directly to engineering and system-engineering stakeholders, not only to supply chain functions.
• Familiarity and relationships with major U.S. defense primes and their supply chains.
• Proven track record in proactive account development and design-in selling, not only responding to RFQs.
• Sufficient technical understanding of embedded electronics/computing to engage credibly with engineering customers.
• This position requires use of information or access to hardware which is subject to ITAR. All applicants must be U.S. persons within the meaning of ITAR.

Responsibilities

• Build, recruit, train and actively manage a nationwide network of distributors and manufacturers’ reps.
• Own U.S. board-level COTS/MOTS sales execution, including management of Inside Sales persons.
• Proactively develop relationships with engineering managers, system architects/engineers and relevant program stakeholders at major defense primes, particularly around modernization and technology-refresh programs.
• Drive design-ins and position Aitech as a preferred board-level solution provider, while systematically expanding business within existing accounts.
• Work closely with Presales/Product teams in Israel and FAE resources in the U.S. to translate customer requirements into competitive technical solutions.
• Own opportunities from initial customer engagement and technical qualification through proposal and commercial closure.
• Support annual IRAD planning by understanding Voice of the Customer
• Communications and collaboration with Director of US Business Development

Skills

Sales experience

Account development

Technical aptitude

Stakeholder engagement

ITAR knowledge

Distributors network

Tools

VPX/OpenVPX

Job description

Aitech Defense Systems is renowned for its innovation in rugged embedded systems, designed to operate reliably in the challenging environments of military, defense, aerospace, and space applications. Founded in 1983, Aitech has a rich history of pioneering advancements such as the world’s first conduction-cooled MIL-SPEC VMEbus board and has continually evolved its product line to include state-of-the-art SBCs, GPGPU-based AI applications, and advanced cybersecurity for mission-critical systems.

Joining us means you’ll be working at the forefront of technology with projects that span across land, sea, air, and space, supporting some of the top prime contractors in the industry. This opportunity will allow you to contribute to groundbreaking projects and push the boundaries of embedded computing technology!

Key Responsibilities

• Build, recruit, train and actively manage a nationwide network of distributors and manufacturers’ reps.
• Own U.S. board-level COTS/MOTS sales execution, including management of Inside Sales persons.
• Proactively develop relationships with engineering managers, system architects/engineers and relevant program stakeholders at major defense primes, particularly around modernization and technology-refresh programs.
• Drive design-ins and position Aitech as a preferred board-level solution provider, while systematically expanding business within existing accounts.
• Work closely with Presales/Product teams in Israel and FAE resources in the U.S. to translate customer requirements into competitive technical solutions.
• Own opportunities from initial customer engagement and technical qualification through proposal and commercial closure.
• Support annual IRAD planning by understanding Voice of the Customer
• Communications and collaboration with Director of US Business Development

The expected annual salary range for this role is $125,000 - $165,000 a year.

Please note the salary information shown above is a general guideline only. Salaries are based upon candidate skills, experience, and qualifications, as well as market and business considerations.

Required Experience

• Proven sales experience selling electronic products, components or subsystems into U.S. defense and aerospace customers.
• Hands-on experience building and/or managing distributors and manufacturers’ reps in the U.S. electronics market.
• Demonstrated ability to sell technically complex products directly to engineering and system-engineering stakeholders, not only to supply chain functions.
• Familiarity and relationships with major U.S. defense primes and their supply chains.
• Proven track record in proactive account development and design-in selling, not only responding to RFQs.
• Sufficient technical understanding of embedded electronics/computing to engage credibly with engineering customers.
• This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee

Preferred Experience

• Experience selling rugged embedded computing, VPX/OpenVPX, SBCs, FPGA/GPU processing, I/O or similar board-level products.
• Experience with defense modernization and technology-refresh programs.
• Experience managing Inside Sales and/or a small sales team.
• Experience working in an international organization with engineering and product resources outside the U.S.
• Experience with a direct competitor or an adjacent embedded-electronics supplier.