Now Hiring - OROLIA - Aerospace And Defense Sales Manager, Strategic Accounts - Orolia Defense & Security in Rochester, NY

Sales Manager, Strategic Accounts

Production· Rochester, New York

Reports to: Senior Account Manager

The Opportunity:

This position will have responsibility for the Aerospace, Defense and Government (ADG) sales activity for one strategic account (Raytheon Technologies) for the full Orolia R-PNT (Resilient Positioning, Navigation, and Timing) and Simulation portfolio, including products and programs. Raytheon is a top five account for Orolia Defense & Security. As a key member of our strategic account team, you will manage existing key programs and actively pursue new opportunities and programs within the account. You will be responsible for implementing a tactical plan to achieve and exceed assigned sales targets and grow our business within this account. You will determine, establish, and manage the ideal strategy to grow and manage this account (direct, indirect, channels, reps, etc.), to ensure high quality customer relationships are developed and maintained.

Our Technology:

We’re the world leader in Resilient Positioning, Navigation and Timing (R-PNT) solutions that improve the reliability, performance, and safety of critical high-risk operations, even in GPS/GNSS denied environments. We provide virtually fail-safe GNSS and PNT solutions for military and commercial applications worldwide.

What You Bring to Orolia Defense & Security:

• Degree in a Business / Marketing or Technical/ Engineering discipline
• 3+ years of technical sales experience with relevant electronic products, ideally in defense
• Experience with Position, Navigation, Timing and/or Simulation products a plus.
• Selling to U.S. Primes (prime government contractors), DoD, Aerospace, and Defense customers
• Extensive experience managing a field sales channel, both direct and reps or distributors
• A DOD Security clearance or eligibility for clearance
• Position is based in US, Regular travel (25% to 50%) to visit customers, channel partners, various company locations and attend trade shows

What Success Looks Like:

• Manage existing programs and opportunities.
• Grow the pipeline within the account by finding new programs and opportunities. This is a true hunter sales position.
• Capitalize on and create well-executed plans to develop and increase orders in the account, consistent with company strategy.
• Consistent collaboration with Program Managers and program sales.
• Utilization of partners to optimize the channel, including training and sales support.
• Understand technology trends, relative business impacts and opportunities.
• Comprehension of assigned market dynamics, including competitive landscape, to:
  • provide product input ideas to Product Management, Marketing and Engineering
  • identify ripe target markets/applications
  • create and execute plans to penetrate account
• Develop and enhance customer relationships such that Orolia Defense & Security is viewed as a partner to our strategic customers.
• Strong Key Account management; building on existing relationships with major customers and establishing new relationships with other key customers (either directly or through team).
• Ensure timely and accurate response to customer inquiries, leads and sales opportunities.
• Reporting and orders forecasting as required for position and usage of SFDC per established procedures.
• Exceed annual order plan for account.

Knowledge, Skills & Abilities we’re looking for:

• A proven track record of exceeding sales targets
• Key Account management and experience with Raytheon Technologies is a plus
• Technical sales acumen and experience with electronic products
• Interpersonal skills to develop relationships with customers and partners
• Team player with excellent communication and presentation skills
• Self-starter, confident, committed, and enthusiastic
• Ability to take initiative, multi-task and prioritize
• Proficient in prospecting, negotiating, and closing
• Ability to proficiently use MS Office (Outlook, Word, Excel and PowerPoint)
• Experience with [please apply online]
• Forecast annual, quarterly, and monthly sales revenue
• Ability to connect with team members who are in different locations

Some of “the Good Stuff”:

• Annual Bonus Opportunity
• Medical, Dental, Vision, Health Savings Account, Flexible Spending Account
• Paid Time Off
• 401k Retirement Program with Employer Match
• Gym Membership Reimbursement
• Tuition Reimbursement Program
• Employee Career Development
• Flexible working arrangements
• Excellent culture

See our Social Media Pages:

Website – [please apply online]

LinkedIn [please apply online]

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About Orolia Defense and Security

In early 2019, Orolia Defense & Security spun off as a separate entity from its parent company Orolia, with the mission of providing resilient Positioning, Navigation and Timing (PNT) solutions and custom engineering services to U.S. Government agencies, U.S. Defense organizations, and their contractors.

In August of 2019, Orolia Defense & Security acquired Talen-X, a U.S. company specializing in advanced GNSS (Global Navigation Satellite System) Simulation solutions and Interference, Detection, and Mitigation (IDM) technologies. Talen-X's portfolio was an ideal fit and has helped to enhance Orolia's overall offerings. The acquisition enabled Talen-X's existing resources, operations and capabilities to be scaled and accelerated to better support the warfighter. Read the press release here.

Orolia Defense & Security operates as a proxy-regulated company, Free of Foreign Ownership, Control, or Influence (FOCI). As such, Orolia Defense & Security is approved to work on the full spectrum of U.S. Government classified and unclassified projects and is positioned to support strategic partnerships in the development of key PNT technologies for the defense market.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.