Account Manager, Unmanned Solutions

Our Product Sales Team is seeking an Account Manager, Unmanned Solutions, Netherlands. You would be responsible for executing international business development and capturing strategy for the company in line with TrellisWare's strategic and marketing goals. A strong understanding of European markets and the sales process, and an ability to qualify/prioritize opportunities, will be keys to success for this role. Additional responsibilities include identifying and vetting new opportunities, developing and maintaining relationships with European 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.

 

The essential duties and responsibilities include:

• Strategy: Develops and executes the international business development strategy in line with strategic and marketing goals.

• Identifies new opportunities and acquisition programs.
• Analyzes and articulates new business/market opportunities in terms of market size, growth trends, and competition.
• Leads initiatives to develop new markets in line with strategic goals.
• Presents strategy and activity updates to senior leadership.

• Sales & Business Development: Identifies and manages sales channels and customer relationships.

• Develops marketing messaging for conferences, trade shows, and advertising campaigns / publicity in line with strategic focus.
• Provides sales leadership for named accounts and/or territories.
• Meets business development objectives for contract awards for established TrellisWare and vendor partner products.
• Maintains a 3x target pipeline on a rolling 12-month basis and actionable 6-month forecast.
• Identifies and leads capture efforts, to include product demonstrations, customer meetings, proposal writing, and costing inputs based on internal TWT requirements and customer budgets.
• Develops and maintains relationships with customers and vendor partners at various levels from initial contact through fulfillment.
• Identifies and attends key conferences and trade shows.

• Product Development: Articulates customer requirements to inform product development

• Identifies current and emerging requirements for new products, based on market trends, competition, and customer requirements.
• Provides feedback from customers / end-users on TWT and competitive products.
• Documents the key customer requirements obtained from end-users and decision makers, and validates with internal company product development initiatives.
• Represents international business development in internal meetings with Product Development team.

 

Education and work experience requirements are:

• Four-year technical or business degree, or military service/sales track record experience equivalent.
• Defense signals (radio communications) background required. At least fifteen (15) years overall experience in the field and ten (10) years related experience in the market or technology segments identified.
• At least ten (10) years of experience working with foreign military customers.
• Track record in identifying funding opportunities, customer cultivation, winning jobs, and exceeding expectations.
• Defense signals (radio communications) background required.
• Former military experience preferred but not required.
• Experience with, or knowledge of, TrellisWare radios and waveforms preferred but not required.

 

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

• 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 international 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 international 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 is a significant plus.
• Familiarity with wideband networked military and commercial communication products 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.
• Demonstrates strong written and verbal communication skills.

 

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 5 kilograms, frequently lift and/or move up to 12 kilograms, and occasionally lift and/or move up to 23 kilograms.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

 

Additional requirements are:

• Must be an EU resident.
• Must speak at least one European language besides English.
• Must have ability to travel 50% of the time.

 

Employment terms and requirements include:

• This is a full-time position approved for remote work within the Netherlands, except when travel is required for business purposes. Employees must reside in the Netherlands and have the legal right to work in the Netherlands throughout their employment.
• Due to collaboration requirements with our U.S. Pacific Time headquarters, this role may require working hours outside standard local business hours.