Government Sales Specialist

Summary

Job Description: Government R&D Contracts Sales / Rainmaker
Company: International Electronic Machines Corporation
Location: Troy, NY - Onsite
Role Type: Full-Time, Senior Business Development / Sales Leadership

International Electronic Machines Corporation is seeking a high-performing R&D Sales Rainmaker to lead the identification, pursuit, proposal development, and closing of new funded research and development contracts.
This is not a passive sales role. We are looking for a driven, technically curious, commercially aggressive professional who can create opportunity pipelines, build agency and customer relationships, shape R&D opportunities around IEM's core technical strengths, and close funded contracts that support company growth.
The successful candidate will help position IEM for sustained growth by building a structured, marketing-driven R&D sales process rather than simply reacting to incoming opportunities. The role requires a blend of business development, government contracting awareness, technical sales judgment, proposal leadership, customer relationship management, and high-level contract/project follow-through.
Primary Performance Objectives
The R&D Sales Rainmaker will be expected to:
1. Build a Marketing-Driven R&D Sales Pipeline
Identify opportunity clusters that align with IEM's technical capabilities, strategic priorities, and existing work. Develop a proactive sales approach based on targeted customers, agencies, programs, and technical domains.
The goal is to generate synergistic R&D contract opportunities where the technical and business value strengthens IEM's long-term position.
2. Achieve New R&D Contract Sales Goals
Lead the full R&D sales cycle, including:

Lead generation through agency outreach, industry contacts, PR, advertising, cold and warm calls, conferences, and direct customer engagement
Opportunity qualification and prioritization
Development of customer relationships
Coordination of proposal responses with engineering, management, and other internal departments
Customer visits, presentations, technical discussions, and site visits
Proposal preparation, submission, and follow-up
Closing funded R&D contracts

The target objective is to help achieve approximately $4 million in newly funded R&D contract awards over the annual performance period, reviewed on a six-month basis.
3. Maintain Strong Sales Metrics and Management Communication
Create and maintain a disciplined reporting routine for:

Sales forecasts
Active opportunity pipeline
Proposal status
Purchase order and contract status
Customer follow-ups
Win/loss debriefs
Strategic opportunity tracking

The successful candidate must keep management informed through routine, scheduled updates and clear performance metrics.
4. Serve as a Strong Customer Interface
Represent IEM professionally with government agencies, commercial R&D customers, strategic partners, and external collaborators.
This includes responding to customer issues, communicating IEM's position clearly, recommending practical solutions, and maintaining productive customer relationships before and after contract award.
5. Support R&D Contract and Project Management
Provide high-level contract and project follow-through after award, including:

Contract review support
Proposal-to-contract transition
Contract modifications and extensions
Customer follow-up after project start
Coordination with internal project execution teams
Occasional support for payment or accounts receivable follow-up when needed

The role is sales-led, but the ideal candidate understands that R&D contract success depends on strong handoff, customer confidence, and continued relationship management after the sale.
6. Position R&D Sales for Long-Term Growth
Develop new channels, agency relationships, customer contacts, alliances, and technical opportunity areas consistent with IEM's growth plan.
Expected activities include:

Establishing at least two new agency or customer contacts per month
Improving proposal hit rate
Reusing prior work and technical assets where appropriate
Identifying opportunities that can produce reusable prototypes or platform technologies
Supporting IEM's long-term growth through strategic, synergistic R&D sales

Ideal Candidate Profile
The ideal candidate will have:

Proven success selling or capturing funded R&D contracts
Experience with government agencies, federal/state R&D programs, SBIR/STTR-style opportunities, or technology development contracts
Strong ability to find, shape, and close opportunities rather than simply respond to published solicitations
Ability to understand technical products, engineering concepts, prototypes, and development programs
Excellent written and verbal communication skills
Proposal development experience
Strong customer-facing presence
Ability to work with engineers, executives, customers, and contracting personnel
Disciplined use of CRM, pipeline tracking, forecasting, and sales metrics
Persistence, creativity, and strong follow-through

Preferred Background
Experience in one or more of the following areas is highly desirable:

Transportation technology or Railroad systems
Machine vision
Sensors and instrumentation
Wireless monitoring systems
Defense, infrastructure, or industrial automation markets
Government-funded technology development
Applied technology research commercialization
Innovative technical proposal development

Success Measures
Success in this role will be measured by:

Newly funded contracts signed and awarded
Total new R&D contract dollar value
Quality and strategic fit of new opportunities
Proposal volume and proposal success ratio
Customer relationship growth
Number of new agency/customer contacts developed
Strength and accuracy of the opportunity pipeline
Regularity and usefulness of management reporting
Contribution to IEM's long-term technical and business growth

Compensation
Compensation will be competitive and may include a base salary plus performance-based incentives tied to funded R&D contract awards, strategic customer development, and achievement of sales objectives.
How to Apply
Qualified candidates (only US Citizens or Green Card holders) should submit a resume and a brief cover letter describing:

Prior experience selling, capturing, or developing funded R&D contracts
Examples of customers, agencies, or technical markets previously served
Experience with proposal development and contract closing
Demonstrated ability to generate new opportunities from the ground up

This is a senior growth role for a true R&D sales rainmaker - someone who can create opportunities, build relationships, and convert technical capability into funded contracts.

Job Description

Job Description: Government R&D Contracts Sales / Rainmaker
Company: International Electronic Machines Corporation
Location: Troy, NY - Onsite
Role Type: Full-Time, Senior Business Development / Sales Leadership

International Electronic Machines Corporation is seeking a high-performing R&D Sales Rainmaker to lead the identification, pursuit, proposal development, and closing of new funded research and development contracts.
This is not a passive sales role. We are looking for a driven, technically curious, commercially aggressive professional who can create opportunity pipelines, build agency and customer relationships, shape R&D opportunities around IEM's core technical strengths, and close funded contracts that support company growth.
The successful candidate will help position IEM for sustained growth by building a structured, marketing-driven R&D sales process rather than simply reacting to incoming opportunities. The role requires a blend of business development, government contracting awareness, technical sales judgment, proposal leadership, customer relationship management, and high-level contract/project follow-through.
Primary Performance Objectives
The R&D Sales Rainmaker will be expected to:
1. Build a Marketing-Driven R&D Sales Pipeline
Identify opportunity clusters that align with IEM's technical capabilities, strategic priorities, and existing work. Develop a proactive sales approach based on targeted customers, agencies, programs, and technical domains.
The goal is to generate synergistic R&D contract opportunities where the technical and business value strengthens IEM's long-term position.
2. Achieve New R&D Contract Sales Goals
Lead the full R&D sales cycle, including:

Lead generation through agency outreach, industry contacts, PR, advertising, cold and warm calls, conferences, and direct customer engagement
Opportunity qualification and prioritization
Development of customer relationships
Coordination of proposal responses with engineering, management, and other internal departments
Customer visits, presentations, technical discussions, and site visits
Proposal preparation, submission, and follow-up
Closing funded R&D contracts

The target objective is to help achieve approximately $4 million in newly funded R&D contract awards over the annual performance period, reviewed on a six-month basis.
3. Maintain Strong Sales Metrics and Management Communication
Create and maintain a disciplined reporting routine for:

Sales forecasts
Active opportunity pipeline
Proposal status
Purchase order and contract status
Customer follow-ups
Win/loss debriefs
Strategic opportunity tracking

The successful candidate must keep management informed through routine, scheduled updates and clear performance metrics.
4. Serve as a Strong Customer Interface
Represent IEM professionally with government agencies, commercial R&D customers, strategic partners, and external collaborators.
This includes responding to customer issues, communicating IEM's position clearly, recommending practical solutions, and maintaining productive customer relationships before and after contract award.
5. Support R&D Contract and Project Management
Provide high-level contract and project follow-through after award, including:

Contract review support
Proposal-to-contract transition
Contract modifications and extensions
Customer follow-up after project start
Coordination with internal project execution teams
Occasional support for payment or accounts receivable follow-up when needed

The role is sales-led, but the ideal candidate understands that R&D contract success depends on strong handoff, customer confidence, and continued relationship management after the sale.
6. Position R&D Sales for Long-Term Growth
Develop new channels, agency relationships, customer contacts, alliances, and technical opportunity areas consistent with IEM's growth plan.
Expected activities include:

Establishing at least two new agency or customer contacts per month
Improving proposal hit rate
Reusing prior work and technical assets where appropriate
Identifying opportunities that can produce reusable prototypes or platform technologies
Supporting IEM's long-term growth through strategic, synergistic R&D sales

Ideal Candidate Profile
The ideal candidate will have:

Proven success selling or capturing funded R&D contracts
Experience with government agencies, federal/state R&D programs, SBIR/STTR-style opportunities, or technology development contracts
Strong ability to find, shape, and close opportunities rather than simply respond to published solicitations
Ability to understand technical products, engineering concepts, prototypes, and development programs
Excellent written and verbal communication skills
Proposal development experience
Strong customer-facing presence
Ability to work with engineers, executives, customers, and contracting personnel
Disciplined use of CRM, pipeline tracking, forecasting, and sales metrics
Persistence, creativity, and strong follow-through

Preferred Background
Experience in one or more of the following areas is highly desirable:

Transportation technology or Railroad systems
Machine vision
Sensors and instrumentation
Wireless monitoring systems
Defense, infrastructure, or industrial automation markets
Government-funded technology development
Applied technology research commercialization
Innovative technical proposal development

Success Measures
Success in this role will be measured by:

Newly funded contracts signed and awarded
Total new R&D contract dollar value
Quality and strategic fit of new opportunities
Proposal volume and proposal success ratio
Customer relationship growth
Number of new agency/customer contacts developed
Strength and accuracy of the opportunity pipeline
Regularity and usefulness of management reporting
Contribution to IEM's long-term technical and business growth

Compensation
Compensation will be competitive and may include a base salary plus performance-based incentives tied to funded R&D contract awards, strategic customer development, and achievement of sales objectives.
How to Apply
Qualified candidates (only US Citizens or Green Card holders) should submit a resume and a brief cover letter describing:

Prior experience selling, capturing, or developing funded R&D contracts
Examples of customers, agencies, or technical markets previously served
Experience with proposal development and contract closing
Demonstrated ability to generate new opportunities from the ground up

This is a senior growth role for a true R&D sales rainmaker - someone who can create opportunities, build relationships, and convert technical capability into funded contracts.