Job Details

Overview

Job Title: Strategic Account Manager (SAM)

Reports To: Vice President, Commercial Operations

Location: Remote proximity to assigned customer(s) preferred (Tucson, AZ)

Role Summary / Purpose Statement:

The Strategic Account Manager (SAM) serves as the trusted, primary interface with key customers, including U.S. Department of Defense agencies, prime contractors, and other strategic accounts. The SAM builds deep, long-term relationships and ensures customer needs are translated into executable internal commitments that drive satisfaction and growth. This role is critical to improving customer intimacy, eliminating fractured customer interactions, and creating a unified, customer-focused engagement model. The SAM anticipates customer needs, captures demand signals, influences requirements, and ensures the organization delivers on its commitments.

Note: This description reflects the responsibilities and requirements for the position as described by the employer.

Key Responsibilities

• Capture demand signals and forecasts to inform pipeline and resource planning.
• Shape requirements and influence specifications during early engagement.
• Lead customer Q&A, pricing discussions, and proposal clarifications in partnership with Proposal and Pricing teams.
• Serve as primary escalation point of contact for assigned accounts.
• Partner with Program Managers to balance customer commitments with delivery feasibility.
• Act as the voice of the customer across the organization, advocating for needs while balancing business interests.
• Track, report, and continuously improve account performance, including revenue, profitability, customer satisfaction, and contract execution.

Core Competencies & Skills

• Relationship and trust building in defense environments.
• Customer advocacy and negotiation skills.
• Strategic account planning and growth mindset.
• Commercial and technical fluency to bridge customer and internal teams.
• Risk awareness and anticipation of customer or delivery challenges.

Critical Behaviors

• Prioritizes customer intimacy while protecting company interests.
• Anticipates and surfaces customer needs/issues before they escalate.
• Partners cross-functionally with Program Management, Operations, Engineering, and Contracts.
• Communicates clearly and transparently with both customers and internal stakeholders.
• Operates with integrity and ensures compliance with FAR/DFARS, ITAR, and all applicable government contracting requirements.

Success Measures

• Forecast accuracy within 10% of assigned customers.
• ?90% customer satisfaction score in account-specific surveys.
• Zero surprise escalations not pre-flagged to leadership.
• Growth in share of wallet or follow-on awards within 2 years.
• On-time delivery (OTD) performance for assigned accounts.

Qualifications

Must-Have

• Bachelors degree in business, engineering, or related field.
• 8+ years of proven experience in account management, business development, or related role within the defense or aerospace industry.
• Demonstrated success managing relationships with U.S. Department of Defense agencies and/or prime contractors.
• Strong understanding of the U.S. defense acquisition process, contracting vehicles, and regulatory requirements (FAR/DFARS, ITAR).
• Exceptional interpersonal and communication skills, with the ability to build trust and influence across multiple levels.

Preferred

• Masters degree in business, engineering, or related field.
• Experience with complex capture strategies, early requirement shaping, and multi-year account planning.
• Familiarity with CRM systems and pipeline forecasting tools.
• Track record of delivering account growth (expansions, follow-on awards, or increased share of wallet).

Compliance & Culture

• Ensure all customer engagements and transactions comply with applicable regulations, including ITAR, FAR/DFARS, and other U.S. government contracting requirements.
• Maintain the highest standards of ethical conduct and integrity in all dealings with customers and partners.
• Actively model and reinforce Ralliant/PacSci EMC cultural attributes: We Win as One Team, We Unlock Growth, We Deliver with Discipline, and We Learn by Doing.

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Ralliant Corporation Overview

Ralliant is an independent public company driving innovation in precision technology. We empower engineers to bring next-generation breakthroughs to life with high-performance instruments, sensors, and subsystems that fuel mission-critical advancements across industries.

Equal Opportunity Employer

Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. We are also committed to providing reasonable accommodations for applicants with disabilities. If you need a reasonable accommodation during the employment process, please contact ...@Ralliant.com.

About PacSci EMC

Pacific Scientific Energetic Materials Company (PacSci EMC) provides energetic materials, devices, and subsystems for military and commercial applications, with engineering and manufacturing capability in Arizona and California.

Bonus or Equity: This position is eligible for bonus as part of the total compensation package.

Pay Range

126,700.00 - 235,300.00 (local currency)

ITAR Compliance

The essential duties of this position require adherence to U.S. Government export control regulations. Candidates must be U.S. Persons or be prepared to obtain necessary export authorizations. Ongoing employment is dependent upon obtaining the appropriate government export authorizations.