Now Hiring - Edge Case Research - Construction Repair And Maintenance Services Account Manager- Defense in Pittsburgh, PA

Enabling Warfighter Safety

At Edge Case Defense (ECD), we enable our customers to assure the safety of complex
systems for real world deployment to warfighters. We provide safety engineering services and
develop products that define, measure, and communicate the safety of complex, robotic, or
autonomous systems. ECD is the defense division within Edge Case Research (ECR). Founded
in 2014, our ECR client base has spanned diverse markets such as automotive, mining,
defense, insurance, and aerospace. ECR was founded by recognized world leaders in
autonomy safety. Our experts combine for over 200 years of software-intensive system safety.
We are writing the standards, developing products, and providing safety engineering expertise
that will deploy innovation safely.

Account Manager:
ECD is expanding our Business Development team. The Account Manager will work closely
with our team of safety engineers and product managers to consistently deliver the products
and services we value. The Account Manager will report to the Director of Defense Sales and
will work closely with the leadership team to ensure our clients’ needs are met. If you have
experience in DoD weapons and platforms or safety engineering, we are interested in hearing
from you!

Responsibilities:

• Prepare and deliver technical presentations explaining products or services to existing and prospective customers.
• Collaborate with sales teams to understand customer requirements and provide sales support.
• Identify current and future customer service requirements by establishing personal rapport with potential and actual customers and others in a position to understand
• service requirements.
• Prepare sales reports by collecting, analyzing, and summarizing sales information to include engineering and application trends.
• Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options and courses of action, and implementing directives.
• Provide clarity on priorities, planning for growth, identifying critical opportunities for expansion, and developing actionable plans with achievable metric-based milestones.
• Meet and exceed sales targets related to revenue and strategic goals.
• Contribute to software product development by providing customer feedback and trends analysis to the product development team.
• Build and maintain strong relationships with key stakeholders, including clients, partners, and vendors.
• Identify new potential customers to engage with through existing relationships as well as writing proposals to relevant programs.
• Create and scope proposals in conjunction with the customer and other ECR personnel.
• Engage with Other Transaction Authority consortia to identify projects of interest.

Requirements:

• Authorization to work in the United States is a precondition of employment. ECD will not consider candidates who require sponsorship for a work-authorized visa.
• Background in the US defense industry and/or knowledge of DoD procurement processes.
• Experience working in the aviation, missile, or maritime system domains.
• Strong ability to create relationships with U.S. Government, DoD, and defense contractor clients.
• Strong in-person and remote presentation skills.
• Ability to relay technical information to non-technical customers.
• Experience in developing value propositions for emerging technologies.
• Empathy for customer pain points and the entrepreneurial mindset to swiftly identify and
• implement creative solutions to resolve these pain points.
• Bachelor’s Degree in a technical or business-related field or equivalent experience.
• Experience leading and maintaining trust in a fast-growing startup.
• Customer focus.
• Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups.
• 5 years of experience in sales of engineering services or software products.
• Smart, helpful, friendly, and effective communication style.
• Occasional travel to engage with clients, prospects, and to attend conferences.

Nice To Have:

• Significant existing network of aviation, missile, or maritime system developers or acquirers.
• Background in forming defined product requirements derived from customer discovery.
• Familiarity with common sales tools to research opportunities, manage prospective clients, and conduct competitive analysis.
• Experience with Export Controlled projects and ITAR policies.
• Familiarity with MIL-STD-882E, JSSSEH, ARP 4754/4761, DO178, or AOP 52 safety standard

Location:

• Headquarters: Pittsburgh, Pennsylvania.
• US-based remote opportunity will be considered.

Benefits & Perks:

• Health, dental and vision insurance with majority of premiums covered
• Employee stock option plan
• Paid parental leave
• Retirement plan with company match
• Generous paid vacation and sick time
• Group life insurance
• Snacks and coffee provided at Pittsburgh and Munich offices
• Flexible working hours with work from home options to support work/life balance

Edge Case Research is an Equal Opportunity Employer. We do not discriminate on the basis of
race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or
mental disability, national origin, veteran status or any other basis covered by appropriate law.
ECR values all employees’ talents and supports an environment that is inclusive and respectful.

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