Government Contracts R&D Sales Job City of Troy New York USA,Sales

Company: International Electronic Machines Corporation

Location: Troy, NY - Onsite

Role Type: Full-Time, Senior Business Development / Sales Leadership

International Electronic Machines Corporation is seeking a high-performing R&D Sales Rainmaker to lead the identification, pursuit, proposal development, and closing of new funded research and development contracts.

This is not a passive sales role. We are looking for a driven, technically curious, commercially aggressive professional who can create opportunity pipelines, build agency and customer relationships, shape R&D opportunities around IEM’s core technical strengths, and close funded contracts that support company growth.

The successful candidate will help position IEM for sustained growth by building a structured, marketing-driven R&D sales process rather than simply reacting to incoming opportunities. The role requires a blend of business development, government contracting awareness, technical sales judgment, proposal leadership, customer relationship management, and high-level contract/project follow-through.

Primary Performance Objectives

Build a Marketing-Driven R&D Sales Pipeline

Identify opportunity clusters that align with IEM’s technical capabilities, strategic priorities, and existing work. Develop a proactive sales approach based on targeted customers, agencies, programs, and technical domains.

The goal is to generate synergistic R&D contract opportunities where the technical and business value strengthen IEM’s long-term position.

Achieve New R&D Contract Sales Goals

Lead The Full R&D Sales Cycle, Including

Lead generation through agency outreach, industry contacts, PR, advertising, cold and warm calls, conferences, and direct customer engagement
Opportunity qualification and prioritization
Development of customer relationships
Coordination of proposal responses with engineering, management, and other internal departments
Customer visits, presentations, technical discussions, and site visits
Proposal preparation, submission, and follow-up
Closing funded R&D contracts

The target objective is to help achieve approximately $4 million in new funded R&D contract awards over the annual performance period, reviewed on a six-month basis.

Maintain Strong Sales Metrics and Management Communication

Create And Maintain a Disciplined Reporting Routine For

Sales forecasts
Active opportunity pipeline
Proposal status
Purchase order and contract status
Customer follow-ups
Win/loss debriefs
Strategic opportunity tracking

The successful candidate must keep management informed through routine, scheduled updates and clear performance metrics.

Serve as a Strong Customer Interface

Represent IEM professionally with government agencies, commercial R&D customers, strategic partners, and external collaborators.

This includes responding to customer issues, communicating IEM’s position clearly, recommending practical solutions, and maintaining productive customer relationships before and after contract award.

Support R&D Contract and Project Management

Provide High-level Contract And Project Follow-through After Award, Including

Contract review support
Proposal-to-contract transition
Contract modifications and extensions
Customer follow-up after project start
Coordination with internal project execution teams
Occasional support for payment or accounts receivable follow-up when needed

The role is sales-led, but the ideal candidate understands that R&D contract success depends on strong handoff, customer confidence, and continued relationship management after the sale.

Position R&D Sales for Long-Term Growth

Develop new channels, agency relationships, customer contacts, alliances, and technical opportunity areas consistent with IEM’s growth plan.

Expected Activities Include

Establishing…