Business Development Manager/Account Manager - Air Traffic Control Systems

Rohde & Schwarz is seeking an Account Manager / Business Development Manager to grow its Air Traffic Control and mission-critical communications business across North America. The role develops new opportunities, manages strategic customer relationships, leads sales and capture activities, and expands market presence with aviation, government, airport, and industry customers.

Responsibilities:

• Develop and execute account strategies to grow contracts, revenue, profit, and market share
• Identify, qualify, and capture new business opportunities within civil and federal Air Traffic Control and defense Air Traffic Control/Air Defense ecosystems
• Build and maintain strong customer relationships with key stakeholders and decision-makers
• Build and maintain relationships with potential industry partners, trade associations, and other influential stakeholders that can be leveraged to advance strategic goals
• Expand existing accounts while developing new strategic customer engagements
• Manage the sales cycle and capture process from opportunity identification through contract award
• Maintain an accurate pipeline, forecasts, and customer activity reports within CRM tools
• Collaborate with engineering, product management, program management, and executive leadership to develop winning solutions
• Represent Rohde & Schwarz at customer meetings, industry events, and trade shows
• Achieve annual sales and business growth objectives

Requirements:

• Bachelor's degree in Business, Engineering, Technology, Aviation, or a related field; equivalent military or operational experience will be considered
• 5+ years of sales, business development, or account/program management experience in aviation, defense, telecommunications, or mission-critical communications
• Strong understanding of Air Traffic Control communications systems, including Voice Communication Systems (VCS) and HF/VHF/UHF radio communications
• Experience working with the FAA, DoW, government agencies, prime contractors, or system integrators
• Knowledge of Federal acquisition and procurement processes
• Proven ability to develop customer relationships and win complex technical sales opportunities
• Excellent communication, presentation, negotiation, and leadership skills
• In order to be considered, candidates must reside in the US and be a U.S. citizen capable of receiving a US Government security clearance or public trust
• Experience with Air Traffic Control and Air Defense communication systems and business needs
• Existing relationships with FAA, DoW, airport authorities, major primes, or other ATC related customers
• For this particular role, we appreciate a pro-active individual, with extensive domain knowledge and proven ATC/AD market awareness
• Preferably with relevant experience working close to one of our potential customers' operational environments (e.g., ATCO, FSS, etc.)