SPX Communication Technologies

SPX Communication Technologies

Account Manager / Applications Engineer

  • Fremont, CA, USA

For more than 45 years, TCI has been a market leader in the development of innovative, high-performance communications, spectrum monitoring and communications intelligence systems. TCI’s diverse experience delivers proven solutions for regulatory compliance, monitoring and security, and communications intelligence applications. With advanced spectrum mapping and analytics, data recording capabilities and precision geolocation technology, TCI systems provide vital data for government and military agencies in more than 100 countries worldwide.

Job Summary 

SPX is a diverse team of unique individuals who all make an impact.

The CommTech Group of SPX Technologies Inc is looking for an experienced Account Manager/Applications Engineer to join its growing sales organization.  This person will pursue business development initiatives and sales opportunities that will ultimately expand the scope of solutions offered by TCI’s Signal Processing business area in the Communications Intelligence (COMINT) and Intelligence, Surveillance, and Reconnaissance (ISR) markets. The position is based in Ottawa and will primarily manage the Canadian Account with the secondary role of Applications Engineering and Technical Sales support in Europe.

The selected candidate will have extensive experience of government business practices and sales to both prime contractors and military procurement agencies and in particular those of the Department of National Defense in Canada.  You will report to the BD Director for Battlespace and must be able to devote 25% of time to travel, primarily, but not limited to Canada, USA and Europe.  The candidate must have excellent relationship building and opportunity management skills, exhibit strong closing skills and be both organized and detail oriented.

What you can expect in this role:

As the Account Manager/Applications Engineer for Canada, you will be knowledgeable in defense electronics with a thorough understanding of Communications Intelligence (COMINT) and Counter Uncrewed Aerial Systems (C-UAS) while being knowledgeable of the wider applications of radio spectrum solutions to protect personnel and infrastructure such as Counter Radio Controlled Improvised Explosive Devices (RCIED’s).

While each day brings new opportunities at TCI, your core responsibilities will be:

  • Manage and grow the Canadian Department of National Defense (DND) Account and develop a wide business network to support growth in both H/VUHF COMINT and C-UAS.
  • Identify customer needs and wants and utilize this information to identify best value solutions which successfully meet the customer requirements, schedule, and budget.
  • Create and accomplish aggressive goals for engaging decision-makers within current and new client organizations throughout Canada including Tier 1/Prime/System Integrators.
  • Produce and present creative, professional presentations to clients.
  • Guide clients through the crucial decision-making process.
  • Preparing and/or approving quotes to meet the customer needs.
  • Prepare and negotiate critical proposals and financial terms with all levels of client management.
  • Expected to work within the CommTech Pursuit Order Capture (POC) process to support the BD team in developing a winning technical solution that meets the Price to Win (PtW).
  • Provide technical sales support to the European BD Team and help develop technical solutions to meet their customer’s needs.  This will include supporting customer meetings overseas.
  • In-country Customer and Technical support including Configuration Management
  • Represent the Voice of the Customer providing technical input to product development.
  • Responsibilities may also include Product Testing; In-Country User training; and review of draft manuals.

What we are looking for:

We each bring something to the table, and we are looking for someone who has:

Required Experience

  • Must be a Canadian citizen and be able to obtain Security Clearances to a minimum of Secret within the Canadian DND, and ideally Top Secret. 
  • A minimum of 10 years’ experience in COMINT and ISR related sector, ideally with user/operational experience. 
  • Entrepreneurial who understands the business drivers and the market forces of the COMINT and C-UAS markets to drive business growth.
  • A successful track record developing business opportunities with national security and homeland security organizations and Department of National Defense Agencies (e.g. DRDC, etc.)
  • Developed business with defense prime integrators managing major programs is required.
  • Demonstrated ability to identify opportunities to leverage strengths in generalized signal intercept and direction-finding applications in military and government environments.
  • Excellent verbal and written communication skills capable of engaging with engineering; the BD team; customers and users alike, regardless of the level of their post.
  • Must be independent, and able to work with the marketing, sales and proposal teams at TCI’s headquarters in Fremont, California, USA. to exceed all customer and company expectations.
  • Be able to lead on competitive intelligence, market analysis and PtW.
  • Organized with good planning skills who can execute according to the plan.
  • Understands the importance of customer affinity and their capability needs through insight and the ability to understand their doctrine and Concept of Operations (CONOPS).
  • Must be focused and organized with the ability to apply critical thinking to complex situations and make decisions.
  • An effective communicator and influencer who can empathize with customers and stakeholders.
  • Able to operate in multi-disciplinary and matrix organizations who is a team player and can operate in line with the corporate vision.

Education and Experience

  • BS Degree in Electrical engineering (or equivalent experience), and/or business degree with technical sales and proposal background, or industry experience.

Travel & Working Environment

  • Requires ability to travel within the US/Canada and Europe up to 25% of their time and sometimes at short notice.

Thank you for your interest in our company.

 

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About SPX

SPX is a diversified, global supplier of infrastructure equipment with scalable growth platforms in heating, ventilation and air conditioning (HVAC), detection and measurement, and engineered solutions. With operations in 17 countries and approximately $1.4 billion in annual revenue, we offer a wide array of highly engineered products with strong brands.

SPX Total Rewards

At SPX , what’s in it for our employees transcends market-competitive compensation and benefits. Our Total Rewards program also includes opportunities for employees’ personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.

Our Values

  • Integrity
  • Accountability
  • Excellence
  • Teamwork
  • Results

At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognize that only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.

Working at SPX

Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace. We believe in creating an inclusive work environment where employees strive to realize their fullest potential. We are an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation, national origin, gender identity, genetic information, age, disability, veteran status or any other legally protected basis.