Sales Client Partner

Shape the future of innovation as we tackle cutting-edge projects that make a difference.Were not just in the business of engineeringwere building a brighter future. Driven by creativity and a culture of excellence, we believe in the power of engineering to solve todays challenges and create opportunities for tomorrow. What we do matters.

EXB Solutions (a Quest Defense Systems and Solutions company) is growing and looking to add a Sales Engagement Manager to drive and sustain profitable growth for our strategic accounts in Aerospace and Defense Programs.

This role will need to be local to the Hartford, CT area or Willing to Relocate. Due to the nature of the role US Citizenship is required.

As our Sales Client Partner, you will lead business development, scale and penetrate assigned accounts, seeding innovative ideas contributing to customers Digital/Engineering Initiatives.This Individual should have an excellent track- record of building customer relationships, consulting on Sustainable relevant solutions for customers. The individual will work closely with the Internal Leadership Team and is responsible for leading and growing the overall relationship including Revenue and Profit responsibility for the existing accounts and contributing to the overall growth and development of the Virtual Business Unit (VBU).The role will entail overseeing several pursuits, mining and mapping a focused account, sector specific strategies and driving the supporting solution team to provide a credible and quality response to clients requirements. The Client Partner will head a segment of the Virtual Business Unit (VBU) for a major Aero & Defense account and bring a focused approach towards addressing this customers needs and strategies.

Key Responsibilities:

• Client Relationship Management: Build trust and strong partnerships with client personnel at all levels, leveraging relationships to position the company as a preferred partner.
• Business Development: Drive the opportunity management cycle (Prospect-Evaluate-Propose-Close) to grow revenue, expand into new services, and enhance account engagement through strategic and unsolicited campaigns.
• Strategic Account Planning: Develop and execute account strategies, including SWOT analysis, growth identification, and competitive reviews, to guide investment and resource allocation.
• Customer Engagement and Communication: Conduct regular customer reviews, deliver branded communications, and ensure proactive and transparent communication aligned with client needs.
• Solution Selling: Collaborate with delivery teams to propose tailored solutions, leveraging cross-sell and up-sell opportunities to enhance customer value.
• Account Operations and Governance: Oversee the entire account lifecycle, including strategic pricing, proposal development, forecasting, and billing rate negotiations to ensure profitability and operational excellence.Partner with Delivery management to achieve goals and support strategic initiatives.
• Team Leadership and Development: Lead sales and delivery teams in a matrixed environment, fostering collaboration, guiding professional growth, and aligning efforts to strategic objectives.
• Market and Revenue Strategy: Analyze competitive landscapes, structure large deals, and drive revenue growth through strategic investments, pricing strategies, and innovative business models.
• Expanding Client Partnerships: Identify opportunities to expand into new geographies, divisions, or services, ensuring alignment with the clients evolving needs and strategic goals.

Qualifications:

• 10+ years in sales, relationship, or account management, managing accounts worth $8$10M+ in the Aerospace or Defense Industry.
• Bachelors Degree (MBA or advanced account management training preferred).
• Strong engineering and digital solutions knowledge, including product life-cycle expertise.
• Experience/Familiarity with lifecycle engineering services, including embedded software and systems engineering, firmware, mechanical and structural design and analysis, manufacturing and software/hardware support.
• Domain knowledge in domains such as Aerosystems (Nav, Avionics, braking, power, mission computers) Aero Engines (controls, HMS, sensors), and Aircraft and Spacecraft (HMS, system integration, etc.).
• General knowledge of Commercial and Mil Standards such as DO-178, DO-278, DO-254, Mil Std 882, ARINC 652, FACE, and MOSA.
• Experience with 3rdparty outsourcing and Supply Chain/Vendor Management Systems
• Proven experience in business development, proposal creation, and leading cross-functional teams.
• Expertise in selling processes, pricing, negotiation, and long-term contract agreements.
• Established relationships with senior/mid-level technical managers and decision-makers.
• US Citizenship Requirement

Skills and Competencies:

• Results-driven, analytical, and self-motivated with the ability to work independently.
• Decisive thinker with strong networking and relationship-building abilities.
• Demonstrated ability to thrive in a highly competitive environment, consistently outperforming goals and delivering results with a winning attitude.
• Excellent leadership, communication, and interpersonal skills; effective in executive-level presentations.
• Proficient in strategic planning, CRM tools, and sales strategy execution.
• Maintains focus and persistence in challenging situations, with a track record of overcoming obstacles to achieve success.
• Ability to gather information, accurately assess situation and next steps, then lead, coordinate, and leverage internal resources to advance potential customer solutions.
• Familiarity working with global remote teams and offshore delivery models.

Why Work With Us

We are a family-like-company. We are collaborative. We believe in embracing change. We believe in doing consistent good work. EXB houses smart, curious and passionate about making a difference people. Our company culture sets us apart from others, as well as:

• 401k with Employer-Match Contributions
• Medical, Vision, Dental, and Life coverage
• Disability Benefits
• Gym Membership
• Generous compensation structure
• Ample learning opportunities
• Significant opportunities for advancement
• Next Generation / Cutting Edge Technology Projects
• Collaborative Culture
• Remote and Hybrid Opportunities Available
• Certification Assistance Available (Approval Required)
• Flexible, Friendly and Fun work environment

EXB Solutions (EXB) is a U.S.-based engineering service company with a Fortune 100 customer base and demonstrated record of delivering cutting edge results in systems and software engineering solutions for organizations delivering mission and safety critical applications and products.EXBs organizational origins are over 24 years old and today comprises over 200 talented engineers. EXB serves the Aerospace, Defense and Medical Devices industries with systems engineering and embedded software development services for safety and mission critical applications. EXBs purpose is to help customers build high-quality software. EXBs software solutions have helped fly successful space missions, enhanced patients lives through innovative medical devices, and advanced commercial and military flight systems for safer travel and accomplishing mission objectives.

EXB Solutions understands our clients business challenges. Which is why we go beyond whats required to meet their software needs. We are a preferred and trusted supplier to technology companies. Our clients stay with us and consistently engage us on multiple engineering activities, projects and programs. What makes us different? Our engineers and our leaders!

On September 1, 2022, EXB Solutions announced it is now part ofQuest Defense, which is aQuest Globalcompany.

Learn more atwww.exbsolutions.com

Know about our work athttps://exbsolutions.com/company

EXB Solutions provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.