Senior US Sales Account Manager – Aerospace Software Tools

What will you love about being a Senior Sales Account Manager?

Rapita Systems is looking for an experienced Senior Sales Account Manager to join our sales team in the USA. You will work with some of the leading names in the aerospace, defense and space industries, helping them to build safer software with the Rapita Verification Suite (RVS), used for DO-178C verification, and MACH178, our solution for multicore certification to A(M)C 20-193 and CAST-32A.

This is a role where you can make a real difference to the growth of the company. You will enjoy:

• Selling innovative software verification tools and engineering services for technically challenging, safety-critical systems
• Helping our customers solve problems in avionics software: meeting DO-178C objectives up to DAL A, qualifying tools under DO-330, and certifying multicore systems to A(M)C 20-193 / CAST-32A
• Building long-term relationships with engineers and managers at major aerospace, defense and space companies
• Working closely with expert engineering, marketing and business development teams who will support you in every opportunity
• Representing Rapita at trade shows, conferences and customer sites across the US
• Flexible working, with a mix of home working and travel

What will you be doing?

As a Senior Sales Account Manager, you will be responsible for growing sales into the US market – primarily aerospace and defense, including eVTOL/UAM and UAV, and other markets as opportunities arise. Working as part of our international sales team, you will be:

• Owning and exceeding an annual sales quota
• Finding and closing high-value opportunities for RVS (RapiTest, RapiCover, RapiTime), MACH178 and related support and services
• Understanding each customer's certification challenges – DO-178C (up to DAL A), DO-330 tool qualification and multicore certification (A(M)C 20-193 / CAST-32A) – and matching them with the right tools and services
• Creating and maintaining strong customer relationships, ensuring our customers achieve exceptional results
• Producing technical and commercial proposals with help from our engineering teams
• Communicating with engineers, representing customer requirements and coordinating delivery of those requirements
• Maintaining an accurate pipeline, forecast and bookings in Salesforce and remaining active in customer projects throughout each engagement
• Working with marketing and business development teams to generate leads and identify new opportunities
• Providing input to the marketing team for sales collateral and media engagement
• Identifying and nurturing key partnerships with companies offering complementary products and services
• Taking part in customer-facing events such as trade shows and conferences

What would make you great at this role?

We are looking for someone who combines proven interpersonal and sales skills with a technical background. You will need:

• 4+ years of B2B technical sales experience, with a proven track record of selling solutions in a technical environment
• A technical background, giving you the ability to understand our customers' needs and communicate our technology
• Excellent written, verbal and interpersonal skills, with the ability to talk easily with customers at all levels
• Self-motivated and comfortable owning a territory and leading deals end-to-end
• The ability to learn new concepts and ideas quickly
• A strong drive to achieve sales targets
• The right to work in the USA. Some of our work is export-controlled, so you must be a U.S. person as defined under ITAR/EAR

It would be great if you also have:

• Experience in the aerospace, defense, space, eVTOL/UAM, UAV or automotive software industries
• An established network in the US aerospace and defense software community
• Experience selling to defense primes or DoD programs, including familiarity with FAR/DFARS contracting
• Experience selling software development or verification tools, such as functional testing, structural coverage (MC/DC) or timing analysis tools
• Familiarity with DO-178C (including DAL A), DO-330 tool qualification, multicore guidance (A(M)C 20-193 / CAST-32A) or ISO 26262, and with software verification, safety and certification
• Experience with sales and marketing tools such as Salesforce