Job Description

Position Overview

Position based remotely anywhere in U.S.

The Key Account Manager – Strategic Military Programs is responsible for identifying, developing, and capturing large-scale U.S. Department of Defense (DoD) procurement programs across the company’s NDT and RVI product lines.

This role focuses exclusively on enterprise-level military acquisition opportunities, including centralized procurement initiatives, multi-site equipment deployments, IDIQ and multi-year contract vehicles, and program-wide standardization efforts. The position does not manage local or individual base-level purchases.

The successful candidate will serve as the company’s lead strategist for large US military program capture, driving long-term, high-value contracts deployed across multiple commands, installations, or global locations.

Reports To: Director of Key & Strategic Accounts
Department: Evident Sales TNM Americas

Essential Duties and Responsibilities

** Strategic Program Capture**

• Identify and qualify large-scale military procurement programs aligned with company capabilities.
• Develop and execute structured capture plans for enterprise-level opportunities.
• Position NDT and RVI solutions for inclusion in standardized military programs.
• Lead long-cycle opportunity management from early identification through award.

Technical Expertise

• Advanced knowledge of Non-Destructive Testing (NDT) technologies including Phased Array Ultrasonic Testing (PAUT), Ultrasonic Testing (UT), Eddy Current Testing (ECT/ECA), and Radiographic Testing (RT) as applied to military airframe manufacturing, depot-level maintenance, and long-term sustainment programs. Ability to align Evident Solutions with military technical orders (TOs), program specifications, and acquisition requirements to support enterprise-level standardization initiatives.

• Strong knowledge of Remote Visual Inspection (RVI) and video borescope technologies used in military engine and airframe manufacturing, MRO, and sustainment environments. Capable of positioning solutions within large-scale procurement programs that require multi-site deployment, configuration control, training scalability, and lifecycle support planning.

• Ability to translate operational inspection requirements into acquisition-level value propositions, influencing centralized program offices and procurement authorities to adopt standardized NDT and RVI solutions across commands or platforms.

• Experience supporting evaluation trials, technical validations, and qualification processes necessary for inclusion in military program specifications or approved equipment lists.

• Strong understanding of how inspection technologies integrate into broader sustainment strategies, readiness objectives, and long-term lifecycle cost considerations within DoD environments.

• Keep current on market trends, technological advancements and competitive solutions.

Contract & Acquisition Strategy

• Develop strategies for IDIQ, BPA, GSA, and multi-year contract vehicles
• Coordinate proposal development and bid submissions in partnership with cross-functional teams
• Ensure compliance with FAR/DFARS and other federal acquisition regulations
• Manage contract lifecycle execution and expansion opportunities

Executive Engagement & Relationship Management

• Establish relationships through with:
  • DoD program offices
  • Major Commands
  • Defense acquisition authorities
  • Prime defense contractors
  • NDT & RVI key contacts and influencers
• Represent Evident at major military, defense acquisition, and procurement conferences to build relationships.
• Influence centralized buying authorities and acquisition decision-makers
• Position the company as a strategic, long-term program partner

Cross-Functional Leadership

• Collaborate with Evident’s R&D, Product Management, Engineering, Applications, Operations, and Finance teams to align program requirements.
• Coordinate large-scale deployment with Planning and Operations teams.
• Partner with Sales Support resources to ensure proposal efficiency and CRM accuracy.

Forecasting & Reporting

• Maintain structured pipeline management for long-cycle opportunities
• Provide milestone-based forecasting tied to government procurement timelines
• Deliver detailed account and capture updates to the Director of Key & Strategic Accounts, VP TNM Americas, other leadership and stakeholders as required.

Qualifications

Required Qualifications

• Bachelor’s degree in Business, Engineering, or related field (or equivalent experience)
• 7–10+ years’ experience selling into or strategic involvement with U.S. DoD or defense prime contractor environments
• Experience managing or knowledge of IDIQ, GSA, or multi-year contract vehicles
• Strong knowledge of FAR/DFARS compliance
• Demonstrated ability to navigate complex, multi-stakeholder acquisition processes
• Strong strategic planning and negotiation skills

Preferred Qualifications

• Experience selling technical or industrial equipment solutions
• Knowledge of inspection technologies, maintenance programs, or lifecycle support environments
• Experience supporting multi-location or global equipment deployments
• Active security clearance (if applicable)

Key Competencies

• Strategic thinking and long-range planning
• Capture management expertise
• Executive-level communication skills
• Government procurement process knowledge
• Cross-functional collaboration
• Financial acumen and contract negotiation skills
• Resilience in long sales-cycle environments

Performance Expectations

** Success in this role will be measured by:**

• Large program contract awards secured
• Total multi-year contract value generated
• Enterprise-level deployment penetration
• Win rate on centralized procurement opportunities
• Forecast accuracy and pipeline discipline

Work Environment & Travel

• Travel required (~50%) depending on program engagement
• Attendance at military installations, program offices, and industry events as required

Position Compensation

• Compensation for this role will be commensurate with experience. The total expected compensation is $175-$225K range, which includes base salary (or annualized hourly compensation) and commission incentives.

**Many Evident positions are located at export-control-restricted work locations or require access to export-controlled information. To be considered for these positions, you must be a U.S. Persons. If hired, you must be able to provide valid proof of such status.
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Additional Information

Our job titles may span more than one career level. The total expected compensation is $175-$225K range, which includes base salary (or annualized hourly compensation) and commission incentives. The actual salary offered to a candidate may be influenced by a variety of factors, such as: training, transferable skills, work experience, education, business needs, market demands and work location. The base pay range is subject to change and may be modified in the future. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com. Other benefit offerings for this role may include annual bonus, if eligible.

What could you accomplish in a place that puts People First?

At Wabtec, it’s not just about a job - it’s about the impact you make. When our people come together, we’re Expanding the Possible by continuously improving what we do and how we do it - for our clients and each other.

If you’re ready to revolutionize how the world moves for future generations, Wabtec is the place for you.

Who are we?

Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services for the freight and transit rail sectors. Drawing on more than 150 years of experience, we are leading the way in safety, efficiency, reliability, innovation, and productivity. Whether it’s freight, transit, ports, logistics, mining, industrial, or marine, our expertise, technologies, and people together – are accelerating the future of transportation. With roots that date back to George Westinghouse, Thomas Edison, and Louis Faiveley, Wabtec has always built technologies and implemented solutions for a variety of sectors that are critical to meeting the needs of customers and governments alike.

Our global team of about 30,000 employees worldwide delivers performance that moves the world forward. We’re lifelong learners, obsessed with better. Learn more at www.WabtecCorp.com.

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We believe the best ideas come from a mix of experiences and backgrounds. At Wabtec, we strive every day to create a place where everyone belongs. We’re building a culture where leadership, inclusion and your unique perspective fuel progress.

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