Federal Sales Account Manager

Job Description

Job Description

Job Title: Federal Sales Account Manager

Company: One Stop Systems, Inc. (NASDAQ: OSS)

Headquarters Location: Escondido/San Diego, CA

Why Join Us? At One Stop Systems, we are committed to innovation and excellence. Join our team and contribute to cutting-edge projects in a dynamic and supportive environment.

Company Overview:

One Stop Systems, Inc. (Nasdaq: OSS) is a San Diego-based publicly traded technology company and global leader in enterprise class compute solutions for AI/ML, sensor fusion, and autonomy at the demanding ‘edge.’ OSS designs and manufactures the highest performance compute and storage products that enable these rugged AI, sensor fusion and autonomous mobile capabilities without compromise. These hardware and software platforms bring the latest enterprise class data center performance and technology to the harsh and challenging applications, whether they are on land, sea or in the air.

OSS products include ruggedized servers, compute accelerators, flash storage arrays, and storage acceleration software. These specialized rugged and compact products are used across multiple industries and applications, including commercial autonomous applications, as well as aircraft, drones, ships, and vehicles within the defense industry.

The company has annual sales in excess of $40 million, is profitable, cash flow positive, enjoys a solid cash position without domestic debt and has target growth plans in excess of 20% a year. Our markets have significant tail winds being driven by the high priority within the DOD to add AI and/or Autonomous capabilities throughout the military theater as well as strong economic pull within the commercial segment. The market opportunity for OSS types of products is expected to grow to over $2 billion in size.

Compensation & Benefits:

• Total Estimated Compensation $180,000 - $200,000 / year (base salary plus variable compensation)

• Escondido/San Diego, CA Hybrid or Remote

• Potential for Stock Equity
• 401K Matching
• Competitive Benefits Package including Medical, Dental, and Vision

• Three weeks of PTO

• 11 Paid Holidays

Position Overview:

As the Federal Sales Account Manager, you will have direct responsibility to identify, target and close sales in the Government sectors of the DoD and Government business sectors. The position will report to the Director of Government Sales with high visibility and frequent interaction with the executive management, engineering, product marketing, and throughout the organization. The person in this role is responsible for managing the sales process from beginning to end to achieve the company’s growth objectives. As a Sales Account Mgr., you’ll own a strategic book of business, build new enterprise relationships, and expand existing accounts by pairing customer needs with OSS hardware and integrated solutions for enterprise class at the edge. The candidate will play a pivotal role in developing and executing targeted sales strategies. They should also have extensive and recent business knowledge in high-performance edge computing markets plus extensive and proven success in closing and managing key Federal accounts and facilitating internal program execution with the Product Marketing team. A successful candidate understands the business climate including technical requirements, priorities, competition, competitive dynamics, funding and acquisition process. Additionally, a successful candidate will have experience writing technical proposals, presenting technical information, and speak professionally and persuasively to all levels within the customer ecosystem.

Reporting Relationships:

The Federal Sales Account Manager reports to the Director of Government Sales.

Duties and Responsibilities:

Pre-Sales:

• Drive full-cycle sales: prospect, qualify, propose, negotiate, and close.
• Build multi-threaded customer relationships with Engineering, Procurement, Program Management and Executive stakeholders.
• Develop account plans and accurate pipeline/forecasting in CRM (Salesforce).
• Lead RFx responses with support from Engineering, Program Management and Product Marketing.
• Shape opportunities by translating technical requirements into value and ROI.
• Represent OSS at customer meetings, demos, tradeshows and industry events.
• Develop and implement strategic sales plans and campaigns to drive results in respective market segments.
• Identify opportunities to grow and shape the organization with the VP and Director of Government Sales to best address target markets.
• Communicate potential new business opportunities and challenges with cross-functional project teams.

Sales Process:

• Leads and implements the Sales process including Opportunity Identification & Qualification, Stage/Gate reviews, Business Case, Proposal Response and SalesForce CRM Management.
• Works closely with Sales, Product Marketing, Operations, Engineering and Executive Mgmt. teams to win strategic programs and facilitate consistent program execution.
• Responsible for end-to-end management of customer accounts and opportunities to achieve target sales, margin, and growth objectives.
• Generates and develops new targeted business to meet specified sales goals.
• Create customer proposals with the Product Marketing team to win new OEM business.
• Facilitates the negotiation of client contracts and work agreements.
• Delivers sales presentations to key clients.
• Meets with clients in-person to maintain relationships, conduct negotiations and close deals.
• Maintains and nurtures existing client relationships with the largest and most complex accounts.

Post-Sale:

• Prepares periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.
• Meets production goals and controls expenditures of specified region to conform to budgetary requirements.
• Provide information feedback to the OSS executive-level management for future product and technology development.
• Provides consistent and immediate feedback to Reps and/or Account Executives. regarding their performance and provides coaching to help them achieve their goals.
• Performs other related duties as assigned by management.

Qualifications:

• Minimum of 10 years of recent sales or business development experience serving Government clients with technically complex products.
• Client hunting and time management acumen to drive sales growth.
• Significant customer centric focus and a history of strong client relationships.
• Current high-level (program manager and above) contacts at 5 or more of the following organizations:
  • Lockheed Martin
  • BAE
  • Northrop Grumman
  • General Dynamics
  • Boeing
  • L3-Harris
  • Thales
  • Leidos
  • Bell/Textron
  • ARL
  • AFRL
  • NRL
  • ONR
• Experience selling to customer and potential customer engineers, senior executives, and program managers.
• Demonstrated ability to balance multiple priorities and operate successfully in high pace environment.
• Understanding of the financial and business side of the sales process.
• The necessary skills, experience, and knowledge to identify, create strategies to engage, propose and close large customer opportunities.
• Ability to engage and drive programs effectively with company HQ staff members while either on-site or remote.
• US Citizenship is required due to security clearance requirements for this role.
• BS (or higher) in technical discipline or Business-related degree or equivalent experience; MBA preferred.
• Must have a home office with closable door and limited distractions during the entire business day.
• Travel 50-60% of the time in the region including day-to-day sales calls and participation in trade shows.
• Ability to manage multiple initiatives concurrently.
• Strong collaboration skills. Ability to form collaborative relationships with lead engineers, engineering managers, program managers and senior managers at all customer sites. A team builder and leader.

Competencies:

• Clear Communication Clear and effective written and verbal communication skills with the ability to deliver the appropriate level of detail.
• Develop Relationships Has the ability to develop relationships with co-workers and to contribute to group solutions.
• Good Judgement Exercise good business judgment and make good decisions and notifies management of issues and concerns.
• Positive Attitude Positive attitude with ability to work independently as well as collaboratively across all departments within the OSS Company.
• Budget Works with the company's budgetary guidelines while minimizing expenses and maximizing cost efficiency.
• Adapt Flexibility to adapt to changing market conditions and sales strategies.
• Company Goals Understands Company and department goals and objectives, and how you contribute.
• Strong Organizational Skills Strong organizational, delegation and follow-through skills.
• Sales Skills Understands marketplace, works to meet prospect/customer needs, effective closing techniques.

Physical Demands:

• Occasionally required to stand.
• Occasionally required to walk.
• Occasionally required to sit.
• Continually required to utilize hand and finger dexterity.
• Occasionally required to climb, balance, bend, stoop, kneel or crawl.
• Continually required to talk or hear.
• Continually utilize visual acuity to operate equipment, read technical information, and/or use a keyboard.
• Occasionally required to lift/push/carry items up to 25 pounds.

Equal Opportunity Employer/Veterans/Disabled

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.