Job Description
Position Overview
The Strategic Account Manager is responsible for driving revenue growth, expanding key relationships, and managing a portfolio of strategic accounts within the military, defense, and aerospace sector.
This role focuses on delivering surge protection, RF protection, and power quality solutions that safeguard mission-critical systems from lightning, transients, electromagnetic interference (EMI), and high-altitude electromagnetic pulse (HEMP) events across power, data, and communication networks.
The ideal candidate will operate as a trusted advisor to defense contractors, system integrators, and government agencies, helping design and deploy solutions that ensure system resilience, signal integrity, and operational continuity in highly demanding environments.
Key Responsibilities
Own and grow strategic relationships across:
Defense contractors (prime + sub-prime)
Government agencies (DoD, federal programs)
System integrators and C4ISR partners
Drive revenue by identifying and closing opportunities across:
Surge protection systems (AC, DC, and data line)
RF surge protection for antennas, radios, and communication systems
Power distribution units, cabinets, and ruggedized enclosures
EMI/EMC and EMP/HEMP protection solutions
Position solutions that protect:
Command, control, communications, and intelligence systems (C4I/C4ISR)
Tactical and fixed communication networks (radio, SATCOM, antenna systems)
Radar, sensor, and surveillance platforms
Ground-based and mobile military infrastructure
Lead complex, consultative sales cycles including:
Technical discovery and mission requirement alignment
Solution positioning focused on resilience, survivability, and compliance
Pricing strategy, capture support, and contract negotiation
Partner cross-functionally with:
Engineering and product teams (solution design and customization)
Operations and supply chain
Executive leadership
Collaborate with OEM and defense partners to deliver integrated solutions across:
Power systems
RF and communication networks
Hardened infrastructure environments
Develop account plans, pipeline forecasts, and execute against revenue targets
Stay current on defense and industry trends including:
Electromagnetic threats (EMP / HEMP / EMI)
Military standards (MIL-STD, ruggedization requirements)
Secure communications and signal integrity
Infrastructure hardening and resilience
This role is sitting remotely in the DMV area and makes between 125-145K + uncapped commission
We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.
Required Skills & Experience
Required Skills & Experience
5–10+ years of experience in strategic or enterprise technical sales
Ability to travel 50-75% of the time
Existing rolodex of clients in the military, defense, and aerospace sector
Proven experience selling into:
Military, defense, aerospace, or federal/government markets
Experience selling engineered or technical solutions such as:
Surge protection devices (SPD)
RF / antenna / communication system components
Power infrastructure or ruggedized systems
Demonstrated success managing:
Large, complex defense accounts
Long-cycle, specification-driven sales
Strong understanding of:
Defense procurement cycles and contracting processes
Mission-critical communication systems (RF, SATCOM, wireless)
Impact of surge, EMP, and electrical disturbance on system reliability
Ability to engage and influence:
Engineers and program managers
Procurement and contracting officers
Executive and technical leadership
Nice to Have Skills & Experience
Preferred Qualifications
Experience with:
RF systems, antennas, and communication infrastructure
Surge protection, power quality, and EMP mitigation
Familiarity with:
MIL-STD requirements (e.g., EMP/HEMP, EMI/EMC compliance)
Grounding, shielding, and hardened system design
Defense communication platforms (radio, SATCOM, radar, UAVs)
Background selling into:
Defense contractors (Raytheon, Lockheed, Northrop, etc.)
Federal programs or mission-critical systems
Benefit packages for this role will start on the 1st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.