What are the responsibilities and job description for the Sales Account Management Director position at Mercury Systems?
Job Summary:
Mercury’s sales leadership team is seeking an experienced Director of Business Unit Sales to drive strategic growth, new design wins, bookings, and revenue across the Southwest and Rocky Mountains territory. This senior sales position will focus on developing and executing strategic relationships with customers requiring advanced mixed-signal and RF solutions for radar and electronic warfare applications. Revenue will be driven directly, through Strategic Accounts, and third-party channel partners. The successful candidate will be a strategic leader who can architect complex solutions, lead cross-functional teams, and drive both tactical execution and long-term business development while expanding Mercury’s market presence across the broader product portfolio.
Job Responsibilities:
Strategic Leadership:
- Develop and execute comprehensive territory sales strategy aligned with corporate objectives
- Lead and influence cross-functional teams to achieve business unit goals
- Drive strategic account planning and executive-level customer engagement
- Identify and pursue new market opportunities within the Southwest/Rocky Mountains defense and aerospace ecosystem
- Provide strategic direction and mentorship to field sales representatives and channel partners in the region
Sales Execution & Performance:
- Own and deliver annual bookings, revenue, and design win targets for the territory
- Develop, implement, and maintain a successful sales methodology cycle across the business unit
- Build and maintain a growth-oriented profitable customer base aligned with company strategic direction
- Directly manage critical strategic accounts; establish and implement short and long-term sales goals and objectives
- Analyze and evaluate the effectiveness of sales methods, costs, and results across the territory
Business Management:
- Prepare and present accurate and timely performance, pipeline, and activity reports to senior executive management
- Forecast bookings, revenue, and design win information with high accuracy
- Lead the development of complex project proposals requiring technical and business acumen
- Evaluate competitive intelligence and market dynamics; implement strategic responses
- Manage contract negotiations, pricing strategies, and deal structures for major opportunities
- Oversee sales dashboards ensuring accuracy, visibility, and actionable insights
Cross-Functional Collaboration:
- Partner with Marketing to develop sales support functions including collateral, trade shows, and webinar tools
- Collaborate with Product Management and Engineering to influence product roadmap based on customer needs
- Work with Operations and Program Management to ensure customer satisfaction and program execution
- Represent the voice of the customer to executive leadership
Required Qualifications:
- 4-year degree in Engineering, Business, or equivalent from an accredited institution; advanced degree preferred
- Typically requires a minimum of 8 years of progressive outside sales experience with demonstrated track record of exceeding quota
- Proven experience in sales leadership or director-level role managing complex, multi-million-dollar opportunities
- Experience in solution selling, both direct and indirect through channel partners
- History of building and executing strategic territory plans
- Strong understanding of mixed-signal IC architectures and applications
- In-depth knowledge of RF (Radio Frequency) design, systems, and applications
- Working knowledge of radar systems and electronic warfare (EW) applications and requirements
- Semiconductor to subsystem-level technical understanding enabling credible engagement with chief engineers and technical executives
- Ability to architect complex technical solutions addressing customer system requirements
- Expert proficiency with Salesforce CRM platform including pipeline management, forecasting, and analytics
- Highly self-driven individual with proven ability to manage large territories and complex sales cycles independently
- Demonstrated excellence in driving organizational change and communicating strategic vision
- Executive-level communication and presentation skills
- Proven competencies in structuring complex sales targets, revenue models, contract negotiations, and strategic partnerships
- Strong business acumen with P&L understanding
- Ability to obtain and maintain a DoD Secret Clearance
- Federal government, Aerospace & Defense, and/or Prime Contractor sales experience
- This position requires an active DoD Secret Clearance, or the ability to obtain one. US Citizenship is required.
Preferred Qualifications:
- An active DoD Secret Clearance
- Existing executive-level relationships within the Southwest/Rocky Mountains defense and aerospace community
- Experience with ITAR and export control regulations
- Previous experience selling into radar, EW, or signals intelligence programs
Location & Travel:
- Remote position covering Southwest United States and Rocky Mountains region
- Significant travel required throughout territory (40-60%)
- Occasional travel to corporate headquarters and customer sites nationwide