EMEA A&D Account Manager / Technical Sales Engineer

This is an exciting and rewarding opportunity to maintain and develop +$20M business for Vicor in Europe in the Aerospace & Defence market, selling Vicor’s well-known performance leading technology focusing on key customer engagements while utilising our channel partner. We are looking for someone having 3-5 years of business development or selling experience ideally in the Aerospace and Defence market utilizing Distribution Business Partner. We look for an individual being motivated to work across Europe being comfortable dealing with industry leading power technology having a significant competitive advantage.

The Role

In this role, you will be an integral part of Vicor’s European team, proactively driving program development and the supported sale of Vicor power solutions through our valued distribution network, into defence OEM accounts and their associated eco-system of connected businesses throughout your assigned customer base in Europe. You will work closely with the customers to understand their technical requirements and business needs, and leverage your expertise in Aerospace & Defence market to identify the right R&D partner recommending tailored solutions that address their challenges and drive business development for the organisation. The person must be able to articulate Vicor technology and product positioning to both business leaders and technical users. He is responsible for actively driving and managing the opportunity identification, and driving the stages of the sales process, working in conjunction with channel partner, the field application engineers and operations as the key advisor and advocate for the responsible perimeter.

Key Responsibilitie

Identify and qualify opportunities within the Aerospace & Defence assigned T100 customer

 Building knowledge of the defence market, the key customer and their applications are essential for success, existing relationships are critical at key customers targeted for penetration, ability to interface with all levels of management

 Ability to develop a business growth strategy with the set of assigned customers aligned with Vicor’s strengths and potential, set a course of action and set activities in place to support it, driving Vicor’s growth in this segment

 Conduct 1 st presentations highlighting and promoting the capabilities of our A&D products

 Engage with customers to understand their technical requirements and trigger potential customized solutions that meet their needs in combination with appropriate business cases

 Enable technical support throughout the sales process by engaging as well with field application engineers, from initial contact to post-sale application support

 Build and maintain strong relationships with customers and distributors to ensure high levels of customer satisfaction and drive sustainable business

 Stay up-to-date on industry trends and emerging technologies in A&D to effectively position our offerings in the market Requirements

 University degree in Engineering, or equivalent field

 Demonstrated Account sales experience as well in dealing with Channel Partners

 1 st experience in Aerospace and Defence customers in Europe

 Demonstrated knowledge and use of applicable sales automation tools (Salesforce or equivalent)  Demonstrated experience in technical sales or engineering roles, preferably in power conversion

 Excellent communication and presentation skills, with the ability to articulate technical concepts to both technical and non-technical audiences

 Demonstrated ability to build and maintain relationships with customers and internal stakeholders

 Self-motivated and results-oriented, with a proven record of meeting or exceeding sales targets  Fluency in English (essential), additional European language(s) beneficial

 Extensive European travel (up to 50%)

 Full Driving license

What We Offer

 Opportunities for professional growth within a rapidly expanding business unit of Vico

 Competitive salary and bonus scheme

 Based at, or near to Vicor’s location in Milan (Italy)

 Holidays: Italy - in accordance with local law

 Company car included

Vicor is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment regardless of race, colour, religion, sex, national origin, disability, protected veteran status, or any other characteristic protected by law.

About Vicor

Vicor Corporation designs, manufactures and markets innovative, high performance modular power components, from bricks to semiconductor-centric solutions, to enable customers to efficiently convert and manager power from the wall plug to the point-of-load. Complementing an extensive portfolio of patented innovations in power conversion and power distribution with significant application development expertise, Vicor offers comprehensive product lines addressing a broad range of power conversion and management requirements across all power distribution architectures, including CPA, DPA, IBA, FPA, and CBA. Vicor focuses on solutions for performance-critical applications in the following markets: enterprise and high performance computing, telecommunications and network infrastructure, industrial equipment and automation, vehicles and transportation and aerospace and defence electronics.