Federal Sales Account Manager

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 execu…