Senior Account Manager, USSOCOM

TrellisWare Technologies; Nashville (TN); On-site; USD 120,000 - 160,000; Full time

Job summary

TrellisWare Technologies seeks a Senior Account Manager for USSOCOM to drive business development and capture strategies. You will identify opportunities, build customer and partner relationships, and manage proposals and costing inputs.

Expect travel and close collaboration with product teams to align markets with company goals. Required is a deep understanding of military comms markets, ability to articulate complex concepts, and a track record of successful defense contracting.

Qualifications

• Deep understanding of military communications markets and key customers.
• Ability to explain complex signal processing to customers clearly.
• Experience drafting proposals and quotes; market analysis and account planning.
• Familiarity with defense contracting and government processes.

Responsibilities

• Meet business development objectives for contracts and established products.
• Drive market interest to meet strategic objectives and revenue.
• Lead capture efforts from cultivation to proposal and costing inputs.
• Maintain a rolling 12-month 3x pipeline and 6-month forecast.
• Develop relationships with customers, offices, and partners.
• Present to customers at various organizational levels.

Skills

Military sales

Account management

Opportunity identification

Proposal writing

Market analysis

Customer relationships

CRM systems

Salesforce

Education

4-year technical degree

Military service/sales track record

Tools

CRM systems

Salesforce

Job description

TrellisWare launched in 2000 with an innovative culture striving to push technological boundaries in the area of wireless communications. We are now a worldwide leader in highly advanced algorithms, waveforms, and communications systems that range from small form factor radio products to fully integrated solutions.

At TrellisWare, we connect passion with purpose and together we make an impact- on our careers, our company, and the world. And you can too. If you love to innovate and collaborate in a dynamic environment where boundaries are being pushed, you belong at TrellisWare. Where the opportunity to serve is not a challenge but a gift.Where you’re never going alone. Because there’s too much at stake to go solo.

Our Business Development Team is seeking a Senior Account Manager, USSOCOM. This position is responsible for executing the business development and capture strategy for the company in line with TrellisWare’s strategic and marketing goals. Being able to maintain very good visibility into the sales process and qualifying/prioritizing opportunities will be key to success for this role. Responsibilities will include identifying new opportunities, developing and maintaining relationships with customers and partners, validating customers’ funding, identifying contract vehicles, understanding buying trends within different customer segments, and providing useful market information back to TrellisWare to determine market expansions/contractions and new product introductions.

Enhancing cohesiveness and maintaining team morale is a responsibility of all our team members, as is the ambition for self-improvement and talent development. Through this dedication to unity and professional advancement, each team member is directly impacting the successful outcome of TrellisWare’s deliverables and setting the tone for our core values of delivering excellence, pushing boundaries, and empowering people.

The essential duties and responsibilities include:

• Meets 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.
• Performs other duties as assigned.
• Develops relationships with team members built on trust and respect.

Education and work experience requirements are:

• 4-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

To be considered for this position, you would need to meet, at a minimum, the knowledge, skills, and abilities listed here:

• 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 strong written and verbal communication skills.
• Strong collaborative drive and interpersonal skills.
• Strong initiative, proactive work ethic and prioritization skills.
• Trustable judgement and analytical problem-solving skills.
• Effective execution and decision making.
• Champion of change and promotes innovation.

The physical demands described here represent those that must be met in order to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable those with qualified disabilities.

• 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.
• Willing and able to travel internationally within the Asia-Pacific region up to 50% of the time, with occasional trips to North America or other international destinations.

Additional requirements are:

• An active Secret security clearance (or higher) with the ability to obtain a Top Secret with SCI eligibility. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

Note: Many of TrellisWare's positions require a security clearance or the ability to obtain one. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

Disclaimers

• The above statements are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Nothing in the job description restricts the company's right to change, assign, or reassign duties and responsibilities at any time for any reason.
• As part of our onboarding process, we conduct background checks, where legally permitted and appropriate for the role, in accordance with applicable laws, regulations, and privacy requirements.

TrellisWare Technologies, Inc. is an EEO/AA/Disability/Vets Employer.

Check out the Careers page for more information about working at TrellisWare Technologies.