Account Manager - Direct Sales Gov/Military

NAL Technologies

Account Manager - Direct Sales Gov/Military

NAL Technologies (Naltec), located in Manassas, VA, provides world class advanced Iridium satellite modems, tracking terminals, and handsets—from design through integration—for the defense, research and commercial sectors. Our products are best in class and used daily, across the globe, in a wide range of applications including asset tracking, search and rescue, remote sensing, and command/control of ground, maritime, and airborne platforms. With the recent merger adding Blue Sky Network’s Sales, Services, Products, and Customer Support with our outstanding internal engineering and product development capabilities, our product offerings are constantly maturing and expanding to drive the leading edge of capabilities for our customers.

Naltec is seeking a results-driven Account Manager - Direct Sales Gov/Military to join our Team focused on government and military sales markets both in the US and International markets for our satellite communication solutions. This role reports to the Sr. Director (Head of Sales) on our executive team and is ideal for someone who thrives on building strong relationships, closing complex deals, and serving as the voice of the customer in the development of next-generation communication solutions.  The successful candidate will be able to provide examples of a strong background in identifying customer needs, develop an intimate understanding of Naltec existing hardware, service, and SaaS platform capabilities, and drive a solution-based sales process that meets/exceeds customer expectation.

Key Responsibilities:

•    Solidify and expand relationships with existing key government and military accounts.

•    Proactively identify, pursue, and close new business opportunities within the public sector.

•    Serve as a strategic liaison between customers and internal teams, delivering insights that drive product enhancement and the development of evolving solutions.

•    Clearly articulate sales opportunities, including strategic approach, timelines, and win themes, to maximize success.

•    Collaborate closely with product development, engineering, and internal sales teammates to uncover and solve customer pain points.

Required Qualifications:

•    5–7 years of experience in satellite communications and/or government/military sales or business development.

•    Minimum of 4 years of military experience, or a 4-year bachelor's degree from an accredited college or university in Business, Marketing, Engineering, or Finance, or an equivalent combination of education and experience.

•    Proven ability to build and manage relationships with government and military stakeholders.

•    Proven track record in meeting established sales goals with little to no supervision

•    Strong communication and presentation skills, with the ability to convey technical solutions to non-technical audiences.

•    Willingness and ability to travel and attend offsite meetings 35–50% of the time.

•    Self-motivated and goal-oriented, with a track record of meeting or exceeding sales targets.

•    Ability to effectively translate knowledge of the defense industry and new technology trends into satellite solutions for customers

•    Excellent problem-solving skills and the ability to understand customer needs which typically go beyond commercial off the shelf solution, communicate the need collaboratively, and facilitate the complex cycle to deliver a unique solution that meets customer expectation.

Naltec is an Equal Opportunity Employer. Due to the nature of the work and the environment in which it is performed, US Citizen with active security clearance.

Preferred Qualifications/Skills:

•    Proficiency in Microsoft Office tools (Word, Excel, PowerPoint, Outlook).

•    Experience using CRM systems and managing a sales pipeline.

•    Active US government security clearance

•    Excellent writing and communication skills with experience presenting to government and industry executive decision makers

Essential Duties and Responsibilities:

•    Establish and execute a personal “laser-focused” individual sales plan each year

•    Grow the opportunity pipeline through high-frequency active prospecting within the existing government-military sector as well as adjacent markets/customers (enterprise & NGOs)

•    Meet and exceed individual revenue targets for the month/quarter/year by capitalizing on an active pipeline and the ability to close high-value sales

•    Conduct well-structured customer calls and visits focused on understanding their needs and developing the background to propose the right product mix

•    Establish and maintain long lasting key account relationships

•    Conduct industry research in support of strategic sales plans

•    Monitor market for need to modify pricing to meet sales objectives and profit goals

•    Create and make sales presentations to existing and new accounts

•    Attend and coordinate trade shows

•    Travel with little or no supervision, as much as 50%.

Other Responsibilities:

•    Manage large accounts using excellent project management skills

•    Complete timely and succinct trip and status reports

•    Assist and provide input with sales forecasting

Job Type: Full Time

Benefits offered for this role: 

• 32 PTO days annually
• Quarterly Performance Bonus Eligible 
• 401(k) with Company Match
• Medical, Dental, Vision Insurance Offered 
• Company Paid Life and AD&D insurance.
• Company Paid Disability insurance.