What are the responsibilities and job description for the Sales Client Partner position at Quest Defense Systems & Solutions, Inc.?
Quest Defense is an organization at the forefront of innovation and one of the world's fastest growing engineering services firms with deep domain knowledge and recognized expertise in the top OEMs across seven industries. We are part of a twenty-five-year-old company on a journey to becoming a centenary one, driven by aspiration, hunger and humility.
We are looking for humble geniuses, who believe that engineering has the potential to make the impossible, possible; innovators, who are not only inspired by technology and innovation, but also perpetually driven to design, develop, and test as a trusted partner for Fortune 500 customers.
As a team of remarkably diverse engineers, we recognize that what we are really engineering is a brighter future for us all. If you want to contribute to meaningful work and be part of an organization that truly believes when you win, we all win, and when you fail, we all learn, then we're eager to hear from you.
The achievers and courageous challenge-crushers we seek have the following characteristics and skills:
Shape the future of innovation as we tackle cutting-edge projects that make a difference. We're not just in the business of engineering—we're building a brighter future. Driven by creativity and a culture of excellence, we believe in the power of engineering to solve today's challenges and create opportunities for tomorrow. What we do matters.
Quest Defense Systems and Solutions is growing and looking to add a Sales Client Partner to drive and sustain profitable growth for our strategic accounts in Aerospace and Defense Programs.
The individual will work closely with the Strategic Client Partner and Senior Sales and Delivery Leadership Team of Quest Defense and is responsible for leading and growing the overall world-wide relationship including Revenue and Profit responsibility for the global team supporting the existing and must have accounts.
The role will entail overseeing several pursuits, mining and mapping a focused account, sector specific strategies and driving the supporting solution team to provide a credible and quality response to client's requirements.
As our Sales Client Partner, you will lead business development, scale and penetrate assigned accounts, seeding innovative ideas contributing to customers Digital/Engineering Initiatives. This Individual should have an excellent track- record of building customer relationships, consulting on Sustainable relevant solutions for customers. The individual will work closely with the Internal Leadership Team and is responsible for leading and growing the overall relationship including Revenue and Profit responsibility for the existing accounts and contributing to the overall growth and development of the Virtual Business Unit (VBU). The role will entail overseeing several pursuits, mining and mapping a focused account, sector specific strategies and driving the supporting solution team to provide a credible and quality response to client's requirements. The Client Partner will head a segment of the Virtual Business Unit (VBU) for a major Aero & Defense account and bring a focused approach towards addressing this customer's needs and strategies.
Key Responsibilities:
- Client Relationship Management: Build trust and strong partnerships with client personnel at all levels, leveraging relationships to position the company as a preferred partner.
- Business Development: Drive the opportunity management cycle (Prospect-Evaluate-Propose-Close) to grow revenue, expand into new services, and enhance account engagement through strategic and unsolicited campaigns.
- Strategic Account Planning: Develop and execute account strategies, including SWOT analysis, growth identification, and competitive reviews, to guide investment and resource allocation.
- Customer Engagement and Communication: Conduct regular customer reviews, deliver branded communications, and ensure proactive and transparent communication aligned with client needs.
- Solution Selling: Collaborate with delivery teams to propose tailored solutions, leveraging cross-sell and up-sell opportunities to enhance customer value.
- Account Operations and Governance: Oversee the entire account lifecycle, including strategic pricing, proposal development, forecasting, and billing rate negotiations to ensure profitability and operational excellence. Partner with Delivery management to achieve goals and support strategic initiatives.
- Team Leadership and Development: Lead sales and delivery teams in a matrixed environment, fostering collaboration, guiding professional growth, and aligning efforts to strategic objectives.
- Market and Revenue Strategy: Analyze competitive landscapes, structure large deals, and drive revenue growth through strategic investments, pricing strategies, and innovative business models.
- Expanding Client Partnerships: Identify opportunities to expand into new geographies, divisions, or services, ensuring alignment with the client's evolving needs and strategic goals.
Qualifications:
- 10 years in sales, relationship, or account management, managing accounts worth $8–$10M in the Aerospace or Defense Industry.
- Bachelor's Degree (MBA or advanced account management training preferred).
- Strong engineering and digital solutions knowledge, including product life-cycle expertise.
- Experience/Familiarity with lifecycle engineering services, including embedded software and systems engineering, firmware, mechanical and structural design and analysis, manufacturing and software/hardware support.
- Domain knowledge in domains such as Aerosystems (Nav, Avionics, braking, power, mission computers) Aero Engines (controls, HMS, sensors), and Aircraft and Spacecraft (HMS, system integration, etc.).
- General knowledge of Commercial and Mil Standards such as DO-178, DO-278, DO-254, Mil Std 882, ARINC 652, FACE, and MOSA.
- Experience with 3rdparty outsourcing and Supply Chain/Vendor Management Systems
- Proven experience in business development, proposal creation, and leading cross-functional teams.
- Expertise in selling processes, pricing, negotiation, and long-term contract agreements.
- Established relationships with senior/mid-level technical managers and decision-makers.
- US Citizenship Requirement
Skills and Competencies:
- Results-driven, analytical, and self-motivated with the ability to work independently.
- Decisive thinker with strong networking and relationship-building abilities.
- Demonstrated ability to thrive in a highly competitive environment, consistently outperforming goals and delivering results with a winning attitude.
- Excellent leadership, communication, and interpersonal skills; effective in executive-level presentations.
- Proficient in strategic planning, CRM tools, and sales strategy execution.
- Maintains focus and persistence in challenging situations, with a track record of overcoming obstacles to achieve success.
- Ability to gather information, accurately assess situation and next steps, then lead, coordinate, and leverage internal resources to advance potential customer solutions.
- Familiarity working with global remote teams and offshore delivery models.
Why Work With Us
We are a family-like-company. We are collaborative. We believe in embracing change. We believe in doing consistent good work. Our company culture sets us apart from others, as well as:
- 401k with Employer-Match Contributions
- Medical, Vision, Dental, and Life coverage
- Disability Benefits
- Generous compensation structure
- Next Generation / Cutting Edge Technology Projects
- Collaborative Culture
- Flexible, Friendly and Fun work environment
Physical Requirements & Work Environment:
Work Environment: Primarily office-based, requiring on-site presence at the customer facility for 40 hours per week.
Task Allocation: Extensive telephone, video conferencing and computer work in alignment with industry regulations and procedures.
Schedule Flexibility: Flexibility to accommodate business deadlines, including occasional early or late hours.
Workweek: Typically follows a 40-hour workweek, with core (required) hours from 9 AM to 4 PM.
Transportation: Capability to use personal transportation to work at customer locations.
The physical demands described herein represent those necessary to perform the essential functions of this role successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
Hartford, CT and Dallas, TX Must be local to the area or willing to relocate
Quest Defense provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
