Account Manager, Unmanned Solutions

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, Unmanned Solutions. You would be responsible for executing the business development and capture strategy for TrellisWare’s unmanned solutions market in alignment with the company’s strategic and marketing goals. This role will focus on expanding the adoption of TrellisWare resilient communications technologies across unmanned aircraft systems, uncrewed ground vehicles, maritime and subsurface platforms, autonomous systems, and associated command-and-control applications.

Maintaining strong visibility in the sales development process and effectively qualifying and prioritizing opportunities will be key to success in this role. Responsibilities will include identifying new opportunities, developing and maintaining relationships with customers and partners, validating customer funding, identifying contract vehicles, understanding buying trends across customer segments, and providing useful market information back to TrellisWare to inform market expansion, product development, 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 involving established TrellisWare products, modules, licenses, and integrated solutions within the unmanned systems market.

Encourages new and innovative use cases for TrellisWare offerings across unmanned and autonomous platforms.

Drives overall market interest in TrellisWare technology to meet company strategic objectives, including opportunities involving partner products that generate license, module, and radio revenue.

Identifies and leads capture efforts, including customer and opportunity cultivation, internal opportunity summaries, sales presentations, demonstrations, proposal writing, and costing inputs based on customer requirements and known budget constraints.

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

Analyzes and articulates new business and market opportunities in terms of market size, priority customer segments, key platform manufacturers and integrators, required partnerships, and strategies to secure anchor customers.

Identifies key conferences, trade shows, technical demonstrations, and industry events. Works with Marketing on required messaging, company participation, and staffing.

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

Builds relationships with unmanned platform manufacturers, autonomy providers, systems integrators, government program offices, research organizations, and end users.

Interacts with and presents to customers at various levels, ranging from technical stakeholders and operators to senior decision-makers and acquisition leadership.

Identifies opportunities and potential competition, documents key customer requirements obtained from meetings with customers and decision-makers, and validates those requirements against internal product development initiatives.

Coordinates customer demonstrations, platform integration activities, and events with the Field Service team and other internal stakeholders.

Identifies and submits customer bailment requests for equipment loans.

May participate in product-level training and product demonstrations, including basic field operation, platform integration discussions, and basic application troubleshooting.

Works with Marketing and Product Managers to articulate emerging customer requirements, integration challenges, and concerns related to TrellisWare products and the broader unmanned systems market.

Provides market feedback regarding platform size, weight, power, throughput, latency, network resi…