What are the responsibilities and job description for the Business Development Manager position at Edge Case Research?
Business Development Manager ECRM
Make autonomy safer
At Edge Case Research we aim to make autonomy safer. We provide safety engineering services and develop software solutions that define, measure, and communicate the safety of complex, robotic, or autonomous systems. We support our customers to identify and address hazards and risks, and to create a safety argumentation towards customers, public, investors, Department of Defense, authorities, technical inspection companies and many others. Our ECR client base spans diverse markets such as trucking, automotive, mining, defense, insurance, and aerospace and our customer base includes the majority of the US AV trucking industry plus customers in Europe and Asia.
ECR was founded by recognized world leaders in autonomy safety. Our experts are writing the standards, developing products, and providing safety engineering expertise that will deploy innovation safely.
Company Values:
- Smart
- Helpful
- Friendly
Business Development Manager:
ECR is expanding our Sales Team. The Business Development Manager is responsible to further grow our portfolio of Customers in the commercial and defense sector. They will work closely with colleagues in the ECR Defense team, safety engineers and product managers to consistently deliver the products and services we value. The Business Development Manager will also work closely with the leadership team to ensure our clients’ needs are met, market trends are recognized and feedback is provided back to ECR to develop and update our growth strategies. If you have experience in the autonomous vehicle market or safety engineering, we are interested in hearing from you!
Responsibilities:
Sales execution
- Prepare and deliver technical presentations explaining products or services to existing and prospective customers.
- Understand customer requirements and collaborate with ECR teams to offer tailored services to win customer projects and subscription business
- Become a core commercial client contact also during project execution
- Prepare sales reports by collecting, analyzing, and summarizing sales information to include engineering and application trends.
- Identify new potential customers to engage with through existing relationships as well as writing proposals to relevant projects.
- Meet and exceed sales targets related to revenue and strategic goals.
Strategic development
- Build and maintain strong relationships with key stakeholders on client side and to other influencers / market players / Partners, to be on top of customer requirements and industry trends
- Contribute to software product development by providing customer feedback and trends analysis to the product development team
- Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options and courses of action, and implementing directives.
- Provide clarity on priorities, planning for growth, identifying critical opportunities for expansion, and developing actionable short mid and long term plans with achievable metric-based milestones.
Requirements:
- Authorization to work in the United States is a precondition of employment. ECR will not consider candidates who require sponsorship for a work-authorized visa.
- Experience working in the AV Industry
- Strong ability to create relationships with Customers, Partners, Stakeholders
- Strong in-person and remote presentation skills.
- Ability to relay technical information to non-technical customers.
- Experience in developing value propositions for emerging technologies.
- Empathy for customer pain points and the entrepreneurial mindset to swiftly identify and implement creative solutions to resolve these pain points.
- Bachelor’s or higher Degree in a technical or business-related field or equivalent experience.
- Experience leading and maintaining trust in a fast-growing startup.
- Customer centricity
- Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups.
- 5 years of experience in sales of engineering services or software products.
- Smart, helpful, friendly, and effective communication style.
- Occasional travel to engage with clients, prospects, and to attend conferences.
Nice To Have:
- Background in the US defense industry and/or knowledge of DoD procurement processes.
- existing network in AV Industry and / or aviation, missile, or maritime system developers or acquirers.
- Background in forming defined product requirements derived from customer discovery.
- Familiarity with common sales tools to research opportunities, manage prospective clients, and conduct competitive analysis.
- Experience with Export Controlled projects and ITAR policies.
- Familiarity with safety standards such as UL4600.
Location:
- Headquarters: Pittsburgh, Pennsylvania.
- US-based remote opportunity will be considered.
Benefits & Perks:
- Health, dental and vision insurance with majority of premiums covered
- Employee stock option plan
- Paid parental leave
- Retirement plan with company match
- Generous paid vacation and sick time
- Group life insurance
- Flexible working hours with work from home options to support work/life balance
Edge Case Research is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees’ talents and supports an environment that is inclusive and respectful.
