Abaco Systems is a global leader in modular, high performance, open architecture, standards-based rugged embedded computing for the most demanding applications in defense and industry. Our products and solutions are found in high-profile military/aerospace sea, land and air programs, plus commercial and industrial organizations in which rugged reliability is mission critical.
As a Regional Sales Manager (RSM), you will strategize and execute plans to meet and surpass Abaco’s growth targets. Your foremost duty will be to proactively seek out and cultivate new business opportunities. This involves leveraging existing accounts for incremental growth while actively hunting for and nurturing relationships with new customers in the United States. You will utilize your knowledge and experience within the Aerospace & Defense market sectors to drive sales and growth across a diverse landscape in line with Abaco’s revenue and profit growth strategies. You have will experience capitalizing on the second-source opportunities to displace incumbent competitors; seizing on sales opportunities and increasing our market presence and market share. The RSM will have existing relationships with key industry Primes and will aggressively work to develop new pipeline opportunities within the industry segments in which we operate. The RSM will demonstrate excellent commercial and technical sales skills and be proficient with strategic sales and business development methodologies, including engagement with relevant stakeholders up to the C level.
Essential Duties and Responsibilities:
- Develop new accounts and expand existing relationships for all products in the Abaco embedded product portfolio.
- Work with the Director of Sales to develop sales strategies that capture Abaco business from key customers to leveraging Abaco’s commercial open architecture computing and rugged embedded electronic systems to meet targeted growth objectives through share gain or New Product development initiatives.
- Work collaboratively with Sales peers, Business Development and Product Management groups to identify target accounts and programs to pursue for new military and aerospace business.
- Cultivate connections with key strategic customers; fostering strong partnerships that drive sustained sales.
- Effectively communicate the features and benefits of Abaco products to prospective customers and sell on value and differentiation.
- Work collaboratively with external customers and internal departments such as engineering and product management to shape a product development roadmap that is highly attuned to customer needs; ensuring a competitive edge and bolstering market share.
- Work closely with customers in the qualification and solution generation stage of program development with the objective of being part of the customer’s specification and subsequent request for quotation.
- Provide input and participate in selected tradeshows, technology days and industry events.
- Capture customer requirements and qualify opportunities to build business.
- Drive new Design Wins to ensure long-term revenue growth for Abaco in the Military/Aerospace, Commercial and Industrial segments.
- Work closely with and provide direction for Inside Sales Representatives and channel partner team members.
- Maintain a detailed CRM database to help the executive team make data driven decisions by logging all calls, emails, and meeting notes, tracking down closed/loss reasons, developing strategies to minimize lost opportunities, and sharing best practices with the executive team and peers
Education and Experience:
- Bachelor's degree in Engineering or significant experience in technical sales.
- 8-10 years of experience in a technical sales and/or business development focused on the sale of complex components into major contractors.
- Minimum 5 years’ experience selling through contract award, high value embedded solutions or equivalent technologies, into aerospace and defense, industrial and/or commercial applications.
- Technical background with sales and or business development experience focused on sale of complex components at a major contractor.
- Experience in working with customers at all levels within an organization.
- Strong communicator with excellent presentation skills.
Qualifications:
- Technical knowledge of Embedded Computing market and technologies, including SBC’s, DSP, RF, Switches, Multi-processors, I/O, Video/Graphics, Avionics, High Performance Embedded Solutions & Systems.
- Knowledge of COTS technologies including VME, VPX, CPCI, PMC, XMC, switched fabrics and real-time Operating Systems.
- Working knowledge of typical embedded military applications such as radar, sonar, C4ISR, mission computing, targeting/tracking, electronic warfare, communications, and EO/IR.
- Understanding of developing rugged military systems with a demonstrated history of selling complex hardware/software and systems.
- Must be adept at technically presenting the capabilities of all products to an engineering audience.
- Proven track record of meeting or exceeding annual revenue and sales targets with the ability to influence, cultivate and secure new business with customers.
- Experience working with channel partners.
- Ability to work as a member of a cross-functional, multi-disciplinary integrated account and opportunity capture team within a matrixed organization.
- Possession of excellent analytical and problem solving skills.
- Excellent communications skills (both verbal and written), influential and collaborative skills.
- Action oriented self-starter – takes responsibility for decisions, actions & results.
- Strong ability to thrive under pressure, manage multiple tasks and meet deadlines.
- Knowledge of Salesforce or other similar CRM tools.
Abaco is a Department of Defense (DoD) supplier and as such employees may work with or be exposed to export controlled information and/or information that has been designated as classified information. This information may only be seen or handled by US citizens or qualified permanent residents or those with proper clearances.
