Major Account Manager

Teradyne’s Defense and Aerospace Division is the leading provider of high-performance test systems, subsystems, instruments and service for the defense and aerospace markets. Our test products are used to ensure the readiness of military and commercial aerospace electronics systems. New programs, such as tactical aircraft and missile systems, as well as upgrade programs, continue to fuel the demand for high performance test systems in this market.

Job Title: Sales Engineer / Major Account Manager

Teradyne’s Defense and Aerospace Division is the leading provider of high-performance test systems, subsystems, instruments and integrated solutions for the defense and aerospace markets. Our Test Solutions are used to ensure the readiness of military and commercial aerospace electronics systems. New programs, such as tactical aircraft and missile systems, as well as upgrade programs, continue to fuel the demand for high performance test solutions in this market.

Organization & Role

The Teradyne Defense and Aerospace Sales team is looking for a highly-motivated, energetic, driven Sales Professional who will help achieve bookings targets for our products, services and solutions enabling increases in our market share.  We are looking for someone who can manage and support a major DOD Prime Contractor with highly complex needs for quality solutions. With our customers, quality and schedule are paramount to their success.

Responsibilities

Management of all activities related to gaining market share and meeting sales quota including identifying and qualifying opportunities, engaging customer in discovery process through business discussions, managing the competitive sales process, alignment of Teradyne's Defense and Aerospace product roadmaps, forecasting, and quoting and supporting a large DOD Prime Contractor:

• Manage 6+ months sales process for projects that take 1-3 years to complete
• Developing and maintaining relationships at all levels with customers
• Organize and lead the field team for regular customer discovery and collaboration meetings
• Develop/customize and present PowerPoint slides with articulate messaging of Teradyne's products and solutions specific to customer requirements
• Lead the integrated customer team to agree on a Statement of Work that incorporates all commitments for execution into a purchase order
• Manage an action plan for each identified project leading to a timely proposal and customer order
• Responsible for all aspects of complex proposal preparation

Basic Qualifications & Skills

• 5+ years of experience in selling complex systems and solutions to government primes contractors or the direct DOD.
• Proven track record in achieving/exceeding sales and market share targets.  
• Solid experience in building and managing a major sales account.
• Understands sales as a process (i.e. Miller - Heiman or similar methodologies)
• Experience in business discovery and evaluation in technology, semiconductors, circuit card and/or box manufacturing and test using capital equipment systems / complex solutions.
• Significant experience in creating and leading a team to proactively manage customer relationships. Direct sales management experience a plus.
• Exceptional leadership and management skills and the ability to motivate, develop, and inspire the team while creating a highly empowered organization
• Skills in proactively defining and overcoming obstacles or escalate to management in order to meet project deadlines.
• Willingness to travel as needed.  Typically 30-50%.

Nearest Major Markets: Dallas, Atlanta, and Phoenix (Other possible areas Chicago or Denver)

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ITAR Restriction: All candidates for this ITAR restricted position must be one of the following: US Citizen or U.S. Permanent Resident, Asylee, Refugee or otherwise lawfully admitted under an amnesty program.

FOUO Designation:  This position may require access to work under Federal Contracts under the "For Official Use Only" designation, and as such, you may be limited to access such programs if you are not a US citizen or if you have dual citizenship.

The above listed position may involve access to export controlled technology and may be subject to export licensing requirements prior to employment.