Senior Account Manager, Special Programs

Senior Account Manager, Special Programs

Reston, Virginia;
Southern Pines, North Carolina

Trellis Ware launched in 2000 and has grown into a worldwide leader in advanced wireless communication solutions, ranging from small‑form‑factor radio products to fully integrated systems.

Our Business Development team is seeking a Senior Account Manager, Special Programs
. The role involves executing business development and capture strategies that align with Trellis Ware’s strategic and marketing goals. Successful execution requires maintaining clear visibility into the sales process and effectively qualifying and prioritizing opportunities to drive contract awards and market expansion.

Team success is built on cohesiveness, morale, self‑improvement, and talent development. All team members contribute to delivering excellence, pushing boundaries, and empowering one another.

• Meet business development objectives for contract awards for established company products.
• Drive overall market interest in Trellis Ware technology to meet strategic objectives for both company and partner products, generating license and module revenue.
• Identify and lead capture efforts, including customer/opportunity cultivation, opportunity summarizing for internal review, sales presentations & demonstrations, proposal writing, and costing inputs based on known customer budget limits.
• Interface with customers and internal management on new opportunities, maintaining a 3× target pipeline on a rolling 12‑month basis and an actionable 6‑month forecast.
• Analyze and articulate new business/market opportunities in terms of market size, key customer accounts needed to launch the market, and strategies to secure those customers.
• Identify key conferences and trade shows, collaborating with Marketing to develop messaging and staffing the event.
• Develop and manage relationships between the company and target customer offices from initial contact through fulfillment.
• Interact and present to customers at various levels.
• Identify opportunities & potential competition, document key customer requirements from meetings with decision makers, and validate with internal product development initiatives.
• Participate in product summary‑level training and product demonstrations, including basic field operation and application troubleshooting.
• Work with Marketing and Product Managers to articulate emerging customer requirements and concerns related to the product line.

• Four‑year technical degree or military service/sales track record experience equivalent.
• At least ten (10) years overall experience in the field and five (5) years related experience in the identified market or technology segments.

• Deep understanding of the military communications markets, especially Special Operations, Intelligence Community, related agencies, integrators, and partners. A proven track record of business development success in these segments is preferred.
• Ability to comprehend complex signal processing and engineering concepts at a level sufficient to explain them to customers in simple, understandable terms.
• Support marketing, sales, and business development pursuits as needed.
• Expertise in drafting product and application proposals, quotes, market analysis, sales projections, and key account planning.
• Familiarity with design, manufacturing, testing, and sales procedures for volume handheld and embedded radio products.
• Familiarity with wide‑band networked military and commercial communication products and government contracting is a significant plus.
• Work independently, demonstrate initiative, and collaborate with engineering, product management, and development teams.
• Build long‑term relationships with internal and external customers.
• Demonstrate strong documentation skills and proficiency with PC office applications.
• Strong analytical and problem‑solving skills.

• Frequently sit, stand, walk, use hands to fingers, handle or feel, reach within arm’s length, stoop, kneel, and crouch, talk and hear.
• Regularly required to sit for extended periods and use office equipment such as PC, printer, telephone,…