[Remote] Key Account Manager - Defense Sector

Note: The job is a remote job and is open to candidates in USA. ADLINK Technology designs and manufactures embedded computing hardware for industrial automation, robotics, autonomous vehicles, healthcare, intelligent transportation, and defense-related markets. The Key Account Manager will manage existing defense clients, develop new business opportunities, build strategic account relationships, drive sales pipelines, negotiate long-term agreements, and align embedded computing solutions with Military, Aerospace, and Government program requirements.

Responsibilities

• Develop and execute customer engagement strategies that maximize ADLINK’s value proposition within the Military, Aerospace, and Government sectors
• Identify and prioritize target accounts in defense programs, aerospace integrators, and government technology initiatives
• Build and maintain a strong sales opportunity pipeline with consistent focus on exceeding quotas
• Proactively pursue new opportunities in both new and existing accounts, emphasizing long-term program value creation
• Create and maintain strategic account plans that deepen customer intimacy and align with customer mission objectives
• Align ADLINK’s rugged embedded computing, GPU, COTS systems, and defense-grade solutions (including CPCI, VPX, and SWaP-C optimized platforms) with program requirements
• Serve as the primary business interface between ADLINK and COTS/ODM defense customers, ensuring responsiveness, credibility, and trust
• Develop and strengthen executive and cross-functional relationships within customer organizations to expand influence and account growth
• Lead Master Supply Agreement (MSA) and long-term program negotiations to secure mutually beneficial outcomes
• Collaborate with ADLINK’s internal teams—Sales Operations, Marketing, Technical Program Management, and Engineering—to execute strategies and deliver results
• Ensure compliance with U.S. export control regulations, including ITAR and EAR, in all customer engagements, proposals, and business activities
• Represent ADLINK at defense and aerospace industry events, conferences, and tradeshows

Skills

• Bachelor's degree in Business Administration, Engineering, or related field; or equivalent training/experience in high-technology or defense-related industries
• Minimum 5+ years of sales/account management experience within the Defense, Aerospace, or Government technology sectors
• Proven track record selling complex hardware/embedded computing solutions to COTS and ODM defense contractors, aerospace integrators, or government agencies
• Strong understanding of DoD acquisition cycles, defense contracting processes, and program capture strategies
• Experience managing a mix of strategic and proactive account activities, including prospecting, qualifying, developing, and closing
• Familiarity with ITAR and U.S. export control regulations
• Excellent communication, presentation, and negotiation skills
• Highly organized, proactive, and able to manage multiple priorities in a fast-paced environment
• Self-starter with a hunter mentality; competitive, accountable, and adaptable
• Customer-centric, consultative, and passionate about delivering excellence in sales and service
• Eligibility for U.S. Security Clearance (Secret or higher preferred)

Benefits

• Medical, Dental, and Vision Insurance
• Life, AD&D, Short Term Disability, and Long-Term Disability insurance
• 401k retirement plan
• HSA, Health Care FSA and Dependent Care FSA
• Vacation and Sick Leave
• Paid holidays

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