Senior Account Manager, Aerospace & Defense

Real-Time Innovations (RTI); Tacoma (WA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible schedule

Remote work stipend

Vacation bonus

Job summary

Real-Time Innovations (RTI) is seeking a seasoned Sr. Account Manager to drive sales of RTI Connext DDS software and services to Aerospace and Defense customers across the West territory, with nationwide UAS focus.

You will manage the full sales cycle, build executive relationships, and expand the existing installed base. Ideal candidates bring 10+ years in software sales to R&D/engineering teams, a proven consultative approach, and familiarity with Salesforce.

Qualifications

• 10+ years of professional experience selling high-end software to R&D/engineering teams.
• Strong hunting and prospecting skills.
• Ability to build trusted advisor relationships.

Responsibilities

• Present and sell RTI software and engineering services to current and potential customers within the assigned territory.
• Seek new business in key industries, primarily UAS, through prospecting and events.
• Plan, schedule meetings and consult with customers onsite to understand problems.
• Develop software solutions with RTI Engineering and Product staff.
• Communicate with decision makers and influencers.
• Onboard and grow new customers with Services team.
• Forecast and track territory metrics.
• Meet sales goals by closing business in the territory.

Skills

10+ years experience selling software

Hunting and prospecting

Relationship building

Excellent communication

Salesforce.com

Education

BS or higher in engineering or CS

Tools

Salesforce.com

Job description

Are you an enthusiastic, talented, and experienced Sr. Account Manager (AM) with a passion for bringing products to the market that truly make a positive impact in the world? Are you interested in the opportunity to grow a customer base of innovative engineers with interesting technical challenges?

RTI is looking for an experienced Sr. Account Manager to drive sales of our Connext DDS software and services to existing and new Aerospace and Defense customers within the West territory with a focus on Unmanned Aerial Systems (UAS) nationwide. Our ideal candidate has experience selling high-end software solutions to product development teams. The territory consists of the CA, OR, NV, AZ, HI, and nationwide for UAS applications. We would like someone that has experience, expertise, and connections in Aerospace and Defense (A&D) and preferably UAS. As an integral member of the field sales team you will use your knowledge and experience in the defense market, excellent technical sales and support track record to focus on acquiring new customers while retaining and growing the existing installed base of customers. You will manage all aspects of the sales process including lead management, qualification, evaluation, close, account management, and exceeding quota in this rapidly growing industry. Check out this blog to see what an AM at RTI does!

What You’ll Do

• In partnership with the Field Application Engineer, present and sell RTI software and engineering services to current and potential customers within the assigned territory


• Seek new business proactively in key industries, primarily UAS, through prospecting, cold calling, networking with partners and exhibiting at relevant trade events


• Plan, schedule meetings, and consult with customers onsite to understand their technical and business problems and challenges


• Work with RTI Engineering and Product & Markets staff to develop software solutions


• Communicate with decision makers and influencers


• Work with the Services team to onboard and integrate new customers and develop existing customer relationships


• Build trust-based professional relationships with key decision makers and be the primary point of contact


• Conduct all business discussions with the customer, including pricing, licensing and negotiations


• Drive customer retention, upsells, and customer satisfaction


• Work with Marketing to plan and conduct key events (seminars, lunch & learns) in the assigned territory


• Forecast and track key territory metrics


• Meet sales goals by closing business in the assigned territory

What We’re Looking For

• 10+ years of professional experience with at least 5 years selling high-end technology software solutions to R&D and engineering teams


• Strong hunting and prospecting skills


• Demonstrated ability to build solid relationships and attain trusted advisor level credibility


• Strong listening and communication skills to build rapport with prospects and current customers


• Excels working in a collaborative, team-based selling environment


• Experience developing new leads, lead follow-up, qualification and targeted account selling in person and by phone


• Uses tools like Salesforce.com to maximize productivity and efficiency


• Track record of meeting sales quota consistently success achieving or exceeding assigned quota


• BS or higher in engineering or computer science is preferred


• UAS market experience is preferred but not required


• Experience selling to system integrators defense and government preferred


• Background in middleware or communication infrastructure is a plus


• Travel within the territory is required


• Secret Clearance a plus


• Demonstrated success using a consultative, solutions oriented sales approach


• US Citizenship required *Due to applicable laws, government regulations and contract specifications, we are required to fill this position only with an individual who qualifies as a \"U.S. Citizen\".

What We Offer You

• Flexible working schedule.


• Remote working + Home Office Stipend to cover the costs of working from home.


• Flexible Paid Time Off + “Real Vacation Bonus,” an additional bonus for taking more than 1-week of uninterrupted vacation.


• Annual bonus based on individual and company performance + other prizes and awards.


• We recognize employees for their achievements, offer great opportunities for career growth and development, and provide the tools they need to succeed.

How Is Life At RTI

• We have been certified as a Great Place to Work for seven consecutive years both in Spain and the US. In addition, we were listed as one of the Best Companies for Women to Advance.


• We live and work by our core values, which emphasize excellence, teamwork, and reaching your potential. Our motto is “Enjoy the journey,” above all we must enjoy what we do and have fun at work. At RTI, you will work in a positive, supportive, diverse environment with a team that truly cares about you.


• We are defined by our “Working as One” culture and truly care about team’s interaction. That is why we plan trips for teams to get together in person, enjoy fun team-building activities and events, and feel more connected.

What We Do

Real-Time Innovations (RTI) is the data-streaming company for intelligent distributed systems. RTI Connext® software is the critical nervous system for over 2,000 designs across Aerospace and Defense, MedTech, Automotive, and Robotics. Connext is the only real-time data streaming platform that can both control demanding physical systems and integrate them with cloud applications. RTI helps organizations develop, deploy, and scale intelligence and physical AI from edge to cloud, faster. RTI Runs a Smarter World™. Learn more at www.rti.com.

RTI is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age status as a protected veteran, or status as a qualified individual with disability.

For more information about how we collect and use your data, please see our Privacy Notice for US Job Applicants and Employees.