Territory Account Manager – Defense Search
OVERVIEW
Are you looking for a new career opportunity with an exciting Defense/Aerospace company?! Then we've got the right team for you! In this role, you're responsible for the duties listed below.
Immediate opening for a Territory Account Manager in San Diego, CA who possesses:
- Bachelor's Degree is required
- 4+ years of business development experience
- Knowledge of electronic component sales or experience selling into the Aerospace and Defense industries
- Willingness to travel
Email resumes to aencarnacion@defensesearchusa.com and call 858.427.3668
FULL DESCRIPTION: The Territory Account Manager owns a defined portfolio of non-strategic customer accounts and is responsible for growing pipeline and bookings across all supported OpCos. The role focuses on uncovering new business opportunities, driving new product adoption, securing design-ins on new programs, and winning new logos within the Western territory. The Territory Account Manager manages all leads in their territory from first touch through opportunity closure, working in our sales tech stack to ensure every qualified lead and opportunity is followed up with urgency and converted to closed-won.
The selected candidate will be responsible for:
- Own a portfolio of non-strategic small and medium sized business accounts across supported OpCos and grow revenue within the western territory.
- Manage all leads in the western territory from first touch through opportunity closure in Salesforce and Salesloft, ensuring every qualified lead is worked to a clear outcome.
- Build and execute territory growth plans focused on cross selling new products, winning placement on new programs, and landing new logos.
- Identify and build relationships with key decision makers in engineering, applications, supply chain, and purchasing to secure design ins and preferred vendor positioning for the company.
- Keep all sales tech stack data (leads, contacts, accounts, opportunities, and pipeline) accurate and up to date and provide reliable territory forecasts.
- Partner with internal teams, including engineering, operations, and customer service, to meet customer requirements, resolve issues, and support account growth plans.
- Mentor Inside Sales Representatives on running effective discovery calls for incoming RFQs and cross selling at every customer touchpoint.
The selected candidate will also possess:
- Bachelor's degree and/or relevant sales experience (i.e., inside sales, account management, business development)
- Knowledge of electronic components and a basic understanding of the engineering design process.
- Strong communication skills and ability to explain technical concepts clearly to both highly technical stakeholders and non-technical audiences.
- Highly organized, self-motivated, and a strong planner; able to work effectively with and without support staff.
- Ability to influence and coordinate people who do not report directly to them, including Inside Sales, Customer Service, operations, engineering, and external reps or distributors.
- Experience working across multiple customer and sales channels, including direct customers, manufacturer representatives, and distribution partners.
- Hands-on experience with Salesforce, Salesloft, and ZoomInfo for day-to-day pipeline, lead management, and reporting.
- Willing to adjust work hours as needed to support key customers and international communication across time zones.
- Able to travel periodically to customers and Company sites (including San Diego) for meetings, reviews, and training as required.
Salary Range: $100,000 - $150,000/year + 30% bonus
For immediate and confidential consideration, please email your resume to
aencarnacion@defensesearchusa.com
or call 858.427.3668