Account Manager - Eastern US in Portland at Curtiss-Wright

Date Posted: 2/14/2021

Job Snapshot

Job Description

Pacific Star Communications, a Curtiss-Wright company, designs, manufactures, and integrates hardware and software systems that enable rapid deployment of enterprise-class communications anywhere in the world. Intuitive and wizard-based, IQ-Core Software simplifies setup and enables management of these complex deployed networks by users with limited training. Our systems are used in mission-critical environments including military and disaster recovery - that demand the highest possible levels of quality.

We are looking for an Account Manager to drive revenue growth and account penetration into the US Army operational community and end-users in the Eastern United States for our Tactical Communications products.

Your Challenge: 

  • Increase revenue and gross margin for a portfolio of PacStar products into the Army or other accounts as assigned within the territory.
  • Owns sales process from prospecting to closure.
  • Establish a trusted partner relationship with customer at all influence and decision-making levels.
  • Drive the sales of selected PacStar manufactured products/services, integrated solutions, and selected manufacturers' products/services, through advanced solutions selling techniques.
  • Develop strategic account plans and drive the strategies through tactical implementations and effective communications with the PacStar Inside Sales group and support engineering and customer service personnel and organizations.
  • Manage accounts and transactions across multiple customer locations and operating organizations within the territory.
  • Work closely with the PacStar Army team to ensure effective nationwide account management, where appropriate.
  • Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses, and other performance metrics.
  • Provide account leadership on the development of responses to RFP's, RFI's, and unsolicited proposals.
  • Stay abreast of developing and leading-edge solutions, products and services.
  • Provide responsive, timely and thorough resolution of customer escalations.
  • Demonstrate understanding of key business drivers for customers (understand their business).
  • Implement strategic and consultative selling methodologies to drive revenues.
  • Conduct regularly scheduled territory /account reviews with Sales Management.
  • Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required.
  • Travel regularly within your territory establishing a schedule of sales calls to existing and new customers.
  • Involvement in account-specific Trade Shows and other functions deemed to be in the best interest of developing business within your account plan.

Your Expertise:

  • 5+ years' successful sales and account management experience selling into Federal/DoD accounts, preferably the United States Army.
  • Direct Army experience in communications (ie served in US Army) can substitute for selling experience.
  • Proven track record of quota achievement and / or successfully meeting mission requirements is required.
  • Working knowledge of Federal contracting processes
  • Experience either working with / or selling VOIP, network and security products.
  • Working knowledge of voice, network, data, security products and solutions.
  • Excellent verbal, written, presentation and interpersonal skills.
  • Strong organizational and negotiation skills.
  • Ability to work well with the team.
  • Sound decision making and problem-solving capabilities.
  • Ability to present professional image of self and Company.
  • Ability to handle customer inquiries and escalations professionally.
  • Thorough knowledge of computer and related business applications including MS Office.
  • Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market.
  • Ability to travel 50% of the time.
  • Must be able self-motivate and able to organize workloads and manage all deadlines.
  • Must be able to obtain a US DoD SECRET Clearance

This position may require exposure to information which is subject to US export control regulations, i.e. the International Traffic in Arms Regulations (ITAR) or the Export Administration Regulations (EAR). All applicants must be U.S. persons within the meaning of U.S. regulations.

Curtiss-Wright values diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request. #LI-RT1


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