Note: The job is a remote job and is open to candidates in USA. Communications & Power Industries (CPI) is a global manufacturer of electronic components and subsystems, seeking a Senior Sales Account Manager to drive revenue growth across their defense portfolio. The role involves owning strategic accounts, leading capture efforts on complex programs, and expanding relationships within the Department of Defense ecosystem.
Responsibilities
- Own and execute account and capture strategies for assigned DoD and Tier 1 defense accounts
- Identify, qualify, and mature a pipeline of strategic opportunities aligned to CPI’s power electronics portfolio
- Lead full lifecycle capture efforts—from early customer engagement and requirements shaping through contract award and production ramp
- Establish and expand executive-level relationships with key stakeholders across defense primes, integrators, and program offices
- Influence specifications and drive design-in positioning on next-generation platforms (radar, EW, communications, and power systems)
- Develop and execute win strategies, including pricing, competitive positioning, and proposal leadership in coordination with engineering and operations
- Deliver accurate pipeline visibility, revenue forecasts, and capture status to senior leadership
- Navigate DoD acquisition processes, aligning pursuits with program timelines, funding cycles, and procurement pathways
- Support resolution of critical customer escalations to protect and expand account value
Skills
- U.S. Citizenship (required)
- Active Secret clearance or ability to obtain and maintain clearance
- Bachelor's degree in business, engineering, or a related field
- Proven track record of winning new business and closing complex, multi-million-dollar deals within the DoD and/or Tier 1 defense contractors
- Demonstrated success in capture management, account growth, and pipeline development
- Strong understanding of DoD acquisition processes, including FAR/DFARS and program lifecycles
- Experience managing long sales cycles and multi-year pursuits
- Ability to influence senior stakeholders and decision-makers across technical and executive levels
- Willingness and ability to travel up to 50% domestically
- Background in power electronics, RF power amplifiers, high-voltage systems, or mission-critical electronics
- Experience supporting radar, electronic warfare (EW), or communications programs
- Established relationships within Tier 1 primes or DoD program offices
- Strong command of sales performance metrics, pipeline analytics, and capture discipline
Benefits
- Health and wellness programs
- Career development
- Generous retirement savings plan with company match
Company Overview
Communications & Power Industries (CPI) is a world leader in large aperture antennas, components and systems, manufacturing advanced high-power and high-frequency technologies and systems that power critical government and commercial applications worldwide. It was founded in 1948, and is headquartered in Palo Alto, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.cpii.com/.