Sales Solution Architect

This position requires that you must be a US Citizen for consideration and meet all Federal Contractor employee requirements.  Nomad GCS does not support the H1B Visa for this position.

Position:           Sales Solution Architect
Division:           Business Development / Customer Success
Department:     Sales & Marketing
Status:              Full-Time

Overview: Nomad Global Communications Solutions is a leading provider of communication and response products serving a wide variety of customers. Our purpose is to be the solution when every minute matters. We seek a candidate that is self-inspired to learn and demonstrates a high degree of customer service, subject matter expertise, while positively contributing to our team.

The Sales Solution Architect plays a pivotal role in strategic solution development across all Nomad market segments. We seek a candidate that provides subject matter expert (SME) in all vertical markets, representing Nomad externally through knowledge and technical expertise.

This role works closely with their reporting Manager, Solution Sales Operations, and Proposals Team to identify, qualify, and pursue high-value opportunities, as well as develop and maintain long-term relationships with key decision-makers, understanding their mission to position Nomad’s solutions.

ESSENTIAL FUNCTIONS / RESPONSIBILITY:

Accountabilities

• Technical Accuracy: Accountable for the technical accuracy of all sales proposals they contribute to under the minor supervision of the Strategic Sales Manager.
• Compliance and Approval: Accountable for ensuring all technical proposals meet internal and external compliance with written and verbal customer requirements. Ensuring that the solution that is being proposed has been signed off on by the various engineering departments.

• Product Knowledge: SME of Nomad’s standard product offerings and their construction methods.
• Business To Government Procurement: Advanced understanding of the methods government customers uses to purchase assets and how it relates to the products Nomad offers and how Nomad positions itself in the market.

Strategic Support

• Strives to understand customer mission and how Nomad’s solution can help them complete their mission. Must seek to understand through travel, questions, and research. Use this understanding and apply it both in the solution and written proposal with recommended options and/or upgrades that are mission relevant.
• Provide the strategic technical guidance to the Applications Engineer for the development of an end-to-end solution system that encompasses physical structure, product platform, mission specific technology, power requirements, communication systems, and AV systems.
• Oversee the development of solution costing and creating a price-to-win strategy utilizing knowledge of competitors, contract/award type, any known customer budget, and product market value.
• Proactively researches and analyzes industry trends, emerging technologies, and market directions to gain a deep understanding of customer mission challenges. Leverages this knowledge to design and present mission-driven solutions that address customer needs and enhance operational effectiveness, anchoring to the five strategic pillars of Safety, Security, Simple, Reliability, and Speed.
• Continuously monitor and analyze competitors, including their strengths, weaknesses, and market positioning, and core technologies and differentiators. Leverage this insight to develop and communicate technically differentiated value propositions that strategically position our solutions in a proposal response. 

• Demonstrate a strong aptitude for learning, business acumen, and a track record in mechanical/electrical/IT engineering, all essential for providing strategic and persuasive influence in developing mission driven solutions

 People

• Identify, cultivate, and sustain relationships with existing and potential clients, understanding their roles, responsibilities, and organizational influence, ensuring quality client interactions. Develop technical trust with the customer through knowledge and experience of industry related missions, to strengthen the understanding of opportunities and drive business growth.

• Technical proposal response quality and accuracy, post-sale technical strategy and negotiation success rate.

• Develop and maintain a deep understanding of internal Nomad departments and personnel, including their roles in customer experience and project execution, to ensure effective collaboration and successful project outcomes. Maintaining a consistent meeting cadence with Engineering, Project Management, and Production Leads to ensure the latest technical insights are learned and applied to all future sales engineering outputs.
• Mentoring of Applications Engineers.

• Serve as a Nomad ambassador, consistently embodying the company’s values and vision in all interactions to build trust and strengthen the Nomad brand.

Process & Reporting

• Execute Nomad’s structured sales process, as defined in the Sales Field Guide, to drive sales success and deliver a 'Frictionless Customer Experience,' including:

• Educating yourself to gain a deep understanding of customer mission, needs, and challenges. Educating the customer on Nomad’s solution to meet customer mission needs.
• Understand and validate customer requirements, CSE/GFE equipment, to develop mission-driven solutions that align with Nomad standards of process, manufacturing, and project flow.
• Collaborate with Mechanical/Electrical/IT Engineering to propose mission-driven solutions that align with customer mission, budget, and Nomad standards.
• Review technical portion of all customer RFP/RFQ/RFI/Salient Requirements to:
  • Identify any errors, discrepancies, validity, and/or desired customer outcome in RFP/RFQ/RFI/Salient Requirements.
  • Provide feedback and strategic action plan and response to address errors, discrepancies, and/or desired outcome in technical response, defined by specifications, compliance matrix, and/or engineered drawings.
  • Interpret RFP/RFQ/RFI requirements and produce a compliant solution with a price-to-win strategy. Create a compliance matrix to track and ensure compliance with the work produced by the Applications Engineer.
  • Produce strategic Q&A inputs to drive desired technical outcomes.
• Manage workload of technical requests with shifting prioritization to ensure specification and engineered drawing turnaround timelines meet KPIs defined by Strategic Sales Manager.
• Use Nomad historical pricing, competitor analysis, and Nomad’s desired profit margins to provide a price-to-win strategy based on project costs.

• Strong knowledge and understanding of Nomad’s products, with an ability to present to customers at tradeshows, customer demos, and field exercises.

• Ability to support tradeshow and marketing events.

BASIC KNOWLEDGE DESIRED:

• Knowledge of MIL-STD’s and ICD-705 preferred.
• Knowledge of EMI/RF Shielding preferred.
• Knowledge of Shipley Associates sales capture process desired.
• Experience with Business – to – Government sales.
• Understand the significance of Nomad Core Values and embodies them in all aspects of their work.
• Excellent verbal and written communication skills, ability to clearly articulate complex/technical information.
• Ability to quickly shift priorities as needed.
• Effective product, segment, and solution selling knowledge.
• Competition and market knowledge.
• Strong time management skills.
• Ability to influence others.
• Creative, out-of-the-box thinker.
• Willingness and ability to ask "why."

PHYSICAL DEMANDS:

• Ability to stand and sit for extended periods.
• Manual dexterity to operate office equipment.
• Occasionally lift and/or move up to 20 pounds.

• Travel up to 20% of the time to support marketing objectives, attend seminars, promotions, customer demonstrations, customer facing project kickoffs, in-person project scope meetings.

WORKING ENVIRONMENT:

• Professional office environment with regular interaction with guests, clients, team members, and vendors.
• Typical indoor manufacturing environment. Noise level is usually moderate. Safety glasses and closed-toe shoes are required when on the production floor.
• Everyday workwear must be business casual/smart casual and appropriate for the office environment.
• Subject to temperatures fluctuations if/when job duties require time on the production floor.

QUALIFICATIONS & EXPERIENCE:

• Bachelor’s degree in engineering, marketing, business administration or similar.
• CAD experience desired.
• 3-5 years of documented technical solutioning experience. Successful experience in consulting/educating technical concepts to both technical and non-technical customers.
• Evidence of CRM use and adherence desired.
• Valid driver's license with a clean driving record.
• Have or ability to obtain a US passport.
• Ability to pass Federal background check to obtain Secret Clearance.

 Nomad GCS is an equal opportunity employer, (EOE,) and voluntarily follows affirmative action guidelines. As an equal opportunity employer, Nomad GCS does not discriminate in its employment decisions on the basis of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable state and local laws.