Business Development Manager/Account Manager - Air Traffic Control Systems

Sales and Product Management

Business Development Manager/Account Manager - Air Traffic Control Systems

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City/region Nationwide (USA) Entry level Professionals Employment Type Full-time Ref. Number 17483

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Recently named by Newsweek as one of the Best American Mid-Sized Workplaces in 2026, Rohde & Schwarz North America is actively seeking an experienced Account Manager / Business Development Manager to drive growth of our Air Traffic Control (ATC) and mission-critical communications business across North America. This role is responsible for developing new business opportunities, managing strategic customer relationships, and expanding market presence within the FAA, Department of War, aviation authorities, airports, and key system integrators. The successful candidate will combine business development, account management, and technical sales expertise to deliver solutions that help customers modernize critical communications infrastructure, improve operational resilience, and achieve mission success.

Your tasks

• Develop and execute account strategies to grow contracts, revenue, profit, and market share.
• Identify, qualify, and capture new business opportunities within civil and federal Air Traffic Control and defense Air Traffic Control/Air Defense ecosystems.
• Build and maintain strong customer relationships with key stakeholders and decision-makers.
• Build and maintain relationships with potential industry partners, trade associations, and other influential stakeholders that can be leveraged to advance strategic goals.
• Expand existing accounts while developing new strategic customer engagements.
• Manage the sales cycle and capture process from opportunity identification through contract award.
• Maintain an accurate pipeline, forecasts, and customer activity reports within CRM tools.
• Collaborate with engineering, product management, program management, and executive leadership to develop winning solutions.
• Represent Rohde & Schwarz at customer meetings, industry events, and trade shows.
• Achieve annual sales and business growth objectives.

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Your qualifications

• Bachelor's degree in Business, Engineering, Technology, Aviation, or a related field; equivalent military or operational experience will be considered.
• 5+ years of sales, business development, or account/program management experience in aviation, defense, telecommunications, or mission-critical communications.
• Strong understanding of Air Traffic Control communications systems, including Voice Communication Systems (VCS) and HF/VHF/UHF radio communications.
• Experience working with the FAA, DoW, government agencies, prime contractors, or system integrators.
• Knowledge of Federal acquisition and procurement processes.
• Proven ability to develop customer relationships and win complex technical sales opportunities.
• Excellent communication, presentation, negotiation, and leadership skills.
• Ability to travel up to 50% throughout North America, with occasional international travel.
• In order to be considered, candidates must reside in the US and be a U.S. citizen capable of receiving a US Government security clearance or public trust Preferred Qualifications
• Experience with Air Traffic Control and Air Defense communication systems and business needs.
• Existing relationships with FAA, DoW, airport authorities, major primes, or other ATC related customers.
• For this particular role, we appreciate a pro-active individual, with extensive domain knowledge and proven ATC/AD market awareness.
• Preferably with relevant experience working close to one of our potential customers' operational environments (e.g., ATCO, FSS, etc.)

Interested?

We are looking forward to receiving your application!

The total compensation for this position is $193K-$230K. Total compensation includes base salary, variable pay (when applicable) plus benefits. The range is determined by the position, geographic location and level. Individual pay within the range is determined by several factors including location, education or training, relevant work history, sales incentive structure and job-related skills.

Rohde & Schwarz is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age or any other characteristic protected by law.

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Rohde & Schwarz is a global technology company with approximately 14,000 employees and three divisions: Test & Measurement, Technology Systems and Networks & Cybersecurity. For 90 years, the company has been developing cutting-edge technology, pushing the boundaries of what is technically possible and enabling customers from various sectors such as business, government and public authorities to maintain their technological sovereignty.

Our offer

• Flexible working hour models

• Training & continuing education

• Privately owned company

• Promoting innovation

• Long-term & attractive work environment

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