Senior Account Manager, Aerospace & Defense

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Propel the sales of RTI Connext DDS software and services to both existing and prospective Aerospace and Defense clients within the West territory, with a particular emphasis on UAS throughout the nation.

• Showcase and sell RTI software and engineering services in collaboration with the Field Application Engineer.

• Actively seek new business through cold calls, partner networking, and participation in relevant trade events.

• Organize and conduct onsite meetings with customers to grasp their technical and business challenges.

• Work alongside Engineering and Product & Markets teams to craft software solutions.

• Engage with decision-makers and influencers effectively.

• Onboard and integrate new clients while nurturing existing relationships with the Services team.

• Establish trustworthy relationships and serve as the primary contact for customers.

• Manage discussions regarding pricing, licensing, and negotiations.

• Enhance retention, pursue upsells, and ensure customer satisfaction.

• Collaborate with Marketing on seminars, lunch-and-learns, and other events within the territory.

• Forecast and monitor territory metrics.

• Finalize business deals and achieve sales objectives.

⛳️ Requirements

• Over 10 years of professional experience, including a minimum of 5 years in selling high-end technology software solutions to R&D and engineering teams.

• Proficient hunting and prospecting abilities.

• Capacity to foster strong relationships and gain trusted advisor-level credibility.

• Excellent listening and communication skills.

• Experience in a collaborative, team-oriented sales environment.

• Proven track record in developing new leads, following up, qualifying prospects, and targeted account selling both in-person and over the phone.

• Familiarity with Salesforce.com.

• Consistent history of meeting or surpassing assigned sales quotas.

• Preferred but not mandatory experience in the UAS market.

• Background in selling to system integrators, defense, and government is advantageous.

• Experience in middleware or communication infrastructure is a plus.

• Willingness to travel within the territory is essential.

• Secret Clearance is a bonus.

• Proven success using a consultative, solutions-driven sales methodology.

• U.S. Citizenship is mandatory.

• A BS or higher degree in engineering or computer science is preferred but not required.

🏝️ Benefits

• Flexible working schedule.

• Remote working options available.

• Home Office Stipend to support the costs of working from home.

• Flexible Paid Time Off.

• “Real Vacation Bonus,” an extra incentive for taking more than a week of uninterrupted vacation.

• Annual bonus based on personal and company performance.

• Additional prizes and awards.

• Opportunities for career advancement and development.

• Resources and tools necessary for success.

• A positive, supportive, and diverse work environment.

• Team outings, team-building events, and activities.