Job DescriptionJob Title: Direct Award Account Manager
Location: Tuscan, AZ
Security Clearance: Active DoD Secret Clearance
We are seeking a Direct Award Account Manager based in Tucson, Arizona, to provide primary support to Air National Guard Air Force Reserve Command Test Center (AATC) while also supporting other mission partners. This role will align mission needs, aircraft capabilities, and digital engineering opportunities with Omni solutions and advance SBIR Phase III and task order opportunities from initial engagement through award and growth.
Position Description (what you will do)
- Build trusted relationships with AATC and other mission partners, including mission owners, program offices, acquisition stakeholders, and industry partners; understand priorities, funding, timelines, and decision processes.
- Develop account plans for AATC and other assigned mission partners, identifying aircraft and mission needs, relevant Omni capabilities, key stakeholders, and opportunities for new work, renewals, and expansion.
- Qualify and advance opportunities by assessing mission fit, customer commitment, funding readiness, scope, and award timing; coordinate acquisition pathways with Contracts.
- Connect aircraft, test, digital engineering, and broader mission needs to Omni capabilities and the Direct Award approach; coordinate technical discussions, demonstrations, and customer follow up.
- Maintain accurate pipeline records, account activity, forecasts, and next steps across assigned mission partners; identify blockers and coordinate actions to keep opportunities moving.
- Coordinate with proposal management, technical leads, pricing, and Contracts to translate customer needs into executable proposal and award packages.
- Maintain customer continuity through award and delivery handoff; work with program managers to monitor satisfaction, address concerns, and identify additional mission needs and growth opportunities.
Requirements:
- 8 or more years of account management, business development, or capture experience, including at least 4 years supporting Federal Government customers.
- Knowledge of AATC mission, organizational structure, stakeholders, and operational and test priorities; ability to translate needs into opportunities.
- Knowledge of aircraft systems, mission capabilities, integration, modernization, and test and evaluation concepts; ability to discuss technical requirements with aviation stakeholders.
- Knowledge of digital engineering principles, including model based systems engineering, digital twins, digital threads, and lifecycle data management; ability to connect these approaches to aircraft development, integration, and testing.
- Demonstrated success building customer relationships and advancing opportunities from initial engagement through proposal and award.
- Working knowledge of federal acquisition processes, funding cycles, and contract vehicles; ability to coordinate SBIR Phase III opportunities with Contracts.
- Experience developing account plans, qualifying opportunities, maintaining CRM records, and producing credible pipeline forecasts.
- Strong communication, organization, and follow through; ability to manage several accounts and coordinate technical, proposal, pricing, and contracts teams.
- Active Dod Secret Clearance
Nice to Have:
- Direct experience growing SBIR Phase III accounts or developing task order opportunities through BOA and IDIQ vehicles.
- Established relationships with defense mission and acquisition stakeholders, with experience navigating complex customer organizations.
- Experience supporting customer requirements development, statements of work, capability briefings, and acquisition planning discussions.
- Experience expanding technology accounts through renewals, follow on work, and adoption by additional mission partners.
Our team is always hungry for more - more knowledge, more problem solving, more growth, more innovation, and, ultimately, customer success. This hunger and hustle fuel our determination to excel in everything we do. It's not just about meeting established goals; it's about exceeding them. We take immense pride in applying our expertise in cutting-edge technologies and our ability to adapt to emerging trends directly to the users in the field, as our nation's protectors deserve nothing less.
