Account Manager, Air Defense and Fires

TrellisWare launched in 2000 with an innovative culture striving to push technological boundaries in the area of wireless communications. We are now a worldwide leader in highly advanced algorithms, waveforms, and communications systems that range from small form factor radio products to fully integrated solutions.

At TrellisWare, we connect passion with purpose and together we make an impact- on our careers, our company, and the world. And you can too. If you love to innovate and collaborate in a dynamic environment where boundaries are being pushed, you belong at TrellisWare. Where the opportunity to serve is not a challenge but a gift. Where you’re never going alone. Because there’s too much at stake to go solo.

Our Business Development Team is seeking an Account Manager, Air Defense and Fires. You would be responsible for executing the business development and capture strategy for the company in line with TrellisWare’s strategic and marketing goals. Being able to maintain good visibility into the sales development process and qualifying/prioritizing opportunities will be key to success for this role. Responsibilities will include identifying new opportunities, developing, and maintaining relationships with customers and partners, validating customers’ funding, identifying contract vehicles, understanding buying trends within different customer segments, and providing useful market information back to TrellisWare to determine market expansions/contractions and new product introductions. Enhancing cohesiveness and maintaining team morale is a responsibility of all our team members, as is the ambition for self-improvement and talent development. Through this dedication to unity and professional advancement, each team member is directly impacting the successful outcome of TrellisWare’s deliverables and setting the tone for our core values of delivering excellence, pushing boundaries, and empowering people.

The essential duties and responsibilities include:

• Meets business development objectives for contract awards with established company products.


• Encourages new and innovative use cases for the implementation of TrellisWare offerings.


• Drives overall market interest in TrellisWare technology to meet company strategic objectives for TrellisWare products as well as partner products that generate license and module revenue.


• Identifies and leads capture efforts including customer/opportunity cultivation, opportunity summarizing for internal review, sales presentations and demonstrations, proposal writing, and costing inputs based on known customer budget limits.


• Interfaces with customers and internal management on new opportunities and maintains a three-times target pipeline on a rolling twelve-month basis and actionable six-month forecast.


• Analyzes and articulates new business/market opportunities in terms of market size, key customer accounts needed to launch that market, and how to secure those customers.


• Identifies key conferences and trade shows, works with Marketing on required messaging for presence/participation, and staffing for the event.


• Develops and manages the relationships between the company and target customer offices from initial contact through fulfillment.


• Interacts and presents to customers at various levels.


• Identifies opportunities & potential competition, documents the key customer requirements obtained from meetings with key customers and customer decision makers, and validates with internal company product development initiatives.


• Coordinates customer demonstrations and events with the Field Service team.


• Identifies and submits customer bailment requests for equipment loans.


• May participate in product summary level training and product demonstrations including basic field operation and basic application troubleshooting.


• Works with Marketing and Product Managers to articulate emerging customer requirements and concerns related to the product line.


• Performs other duties as assigned.


• Develops relationships with team members built on trust and respect.

Education and work experience requirements are:

• Four-year technical degree or military service/sales/capture track record experience equivalent.


• At least ten years overall experience in the field and five years related experience in the market or technology segments identified.

To be considered for this position, you would need to meet, at a minimum, the knowledge, skills, and abilities listed here:

• Demonstrates deep understanding of the military communications markets, key customers in those market segments with an emphasis on DoW Air Defense / Fires and Army tactical and strategic commands, related agencies, and relevant integrators and partners within the space. A known track record of business development / capture management success in those market segments is preferred.


• Ability to comprehend complex signal processing and engineering concepts at the level necessary to explain them to customers in simple, understandable ways.


• Ability to support marketing, sales and business development pursuits as needed.


• Ability in drafting product and application proposals and quotes as needed as well as a proven ability to conduct market analysis, sales projections, and key account approach planning in their market area of responsibility.


• Familiarity with the design, manufacturing, testing, and sales procedures for volume handheld and embedded radio products.


• Familiarity with wideband networked military and commercial communication products and government contracting is a significant plus.


• Works independently, demonstrates initiative and interacts with a variety of engineering and product management development teams.


• Ability to build long-term relationships with internal and external customers.


• Demonstrates documentation skills and proficiency with PC office applications.


• Demonstrates strong written and verbal communication skills.


• Strong collaborative drive and interpersonal skills.


• Strong initiative, proactive work ethic and prioritization skills.


• Trustable judgement and analytical problem-solving skills.


• Effective execution and decision making.


• Champion of change and promotes innovation.

The physical demands described here represent those that must be met in order to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable those with qualified disabilities.

• Able to frequently sit, stand, walk, use hands to fingers, handle or feel, reach within hands and arm’s length, stoop, kneel, and crouch, talk and hear.


• Regularly required to sit for extended periods of time; frequently required to use office equipment such as PC, printer, telephone, etc.


• Able to regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds.


• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Additional requirements are:

• U.S. Citizenship

Note: Many of TrellisWare's positions require a security clearance or the ability to obtain one. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

Disclaimer – The above statements are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Nothing in the job description restricts the company's right to change, assign, or reassign duties and responsibilities at any time for any reason .

TrellisWare Technologies pays competitively according to the market in an individual's geographic location, in addition to their qualifications and experience. The posted range is annually and for individuals located in the San Diego, CA area.

San Diego, California Pay Range

$115,000 - $155,000 USD

*TrellisWare Technologies, Inc. is an EEO/AA/Disability/Vets Employer.*

Check out the Careers page for more information about working at TrellisWare Technologies.