Job Details

Strategic Account Manager

Reports To: Vice President, Commercial Operations

Location: Remote proximity to assigned customer(s) preferred (Tucson, AZ)

Role Summary / Purpose Statement:

The Strategic Account Manager (SAM) serves as the trusted, primary interface with key customers, including U.S. Department of Defense agencies, prime contractors, and other strategic accounts. The SAM builds deep, long-term relationships and ensures customer needs are translated into executable internal commitments that drive satisfaction and growth. This role is critical to improving customer intimacy, eliminating fractured customer interactions, and creating a unified, customer-focused engagement model. The SAM anticipates customer needs, captures demand signals, influences requirements, and ensures the organization delivers on its commitments.

Key Accountabilities:

• Capture demand signals and forecasts to inform pipeline and resource planning.
• Shape requirements and influence specifications during early engagement.
• Lead customer Q&A, pricing discussions, and proposal clarifications in partnership with Proposal and Pricing teams.
• Serve as primary escalation point of contact for assigned accounts.
• Partner with Program Managers to balance customer commitments with delivery feasibility.
• Act as the "voice of the customer" across the organization, advocating for needs while balancing business interests.
• Track, report, and continuously improve account performance, including revenue, profitability, customer satisfaction, and contract execution.

Core Competencies & Skills:

• Relationship and trust building in defense environments.
• Customer advocacy and negotiation skills.
• Strategic account planning and growth mindset.
• Commercial and technical fluency to bridge customer and internal teams.
• Risk awareness and anticipation of customer or delivery challenges.

Critical Behaviors:

• Prioritizes customer intimacy while protecting company interests.
• Anticipates and surfaces customer needs/issues before they escalate.
• Partners cross-functionally with Program Management, Operations, Engineering, and Contracts.
• Communicates clearly and transparently with both customers and internal stakeholders.
• Operates with integrity and ensures compliance with FAR/DFARS, ITAR, and all applicable government contracting requirements.

Success Measures:

• Forecast accuracy within 10% of assigned customers.
• ?90% customer satisfaction score in account-specific surveys.
• Zero "surprise escalations" not pre-flagged to leadership.
• Growth in share of wallet or follow-on awards within 2 years.
• On-time delivery (OTD) performance for assigned accounts.

Qualifications:

Must-Have:

• Bachelor's degree in business, engineering, or related field.
• 8+ years of proven experience in account management, business development, or related role within the defense or aerospace industry.
• Demonstrated success managing relationships with U.S. Department of Defense agencies and/or prime contractors.
• Strong understanding of the U.S. defense acquisition process, contracting vehicles, and regulatory requirements (FAR/DFARS, ITAR).
• Exceptional interpersonal and communication skills, with the ability to build trust and influence across multiple levels.

Preferred:

• Master's degree in business, engineering, or related field.
• Experience with complex capture strategies, early requirement shaping, and multi-year account planning.
• Familiarity with CRM systems and pipeline forecasting tools.
• Track record of delivering account growth (expansions, follow-on awards, or increased share of wallet).

Compliance & Culture:

Ensure all customer engagements and transactions comply with applicable regulations, including ITAR, FAR/DFARS, and other U.S. government contracting requirements. Maintain the highest standards of ethical conduct and integrity in all dealings with customers and partners. Actively model and reinforce Ralliant/PacSci EMC cultural attributes: We Win as One Team, We Unlock Growth, We Deliver with Discipline, and We Learn by Doing.

Ralliant Corporation Overview:

Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we're building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.

About PacSci EMC:

Pacific Scientific Energetic Materials Company (PacSci EMC), a Ralliant Corporation (NYSE: FTV) operating company, makes critical missions possible. From concept to demonstration to delivery, we provide leading-edge energetic materials, devices and subsystems for use in military and commercial applications. With engineering and manufacturing capability in Arizona and California, our associates work together to solve the toughest technical challenges with a dedication to Safety First, Quality Every TimeTM. We enable success for innumerable missions on a daily basis, impacting the lives of military personnel, law enforcement officers, commercial airline pilots, astronauts, and oil field operators. For nearly a century, PacSci EMC's experience and expertise has been relied upon in the times When Milliseconds MatterTM. For more information, go to www.psemc.com.

PacSci EMC is an equal opportunity employer. We do not discriminate against any applicant or employee on the basis of race, sex, religion, age, national origin, color, disability, or veteran status. Nonetheless, pursuant to our subcontractor status on highly sensitive national security matters, Mechanical Assemblers and all other floor personnel who frequently shift cell assignments, as well as any personnel directly working with the following contract are subject to the following contractual provision: THAAD PRIME Flowdowns (H-Clauses) H-42 FOREIGN PERSONS, paragraph D., "All employees of all entities that make up the Contractor's team, whether subcontractors, consultants, or anyone who works with or on behalf of the Contractor will be citizens of the U.S." Accordingly, only U.S. citizens will be qualified to fill these roles. We are committed to providing a workplace free of any discrimination or harassment. We all have a role in building a community where everyone belongs. Where you can speak your mind, be yourself, and feel supported. It's how we achieve more together for each other, for our customers, and for the world.

Bonus or Equity:

This position is also eligible for bonus as part of the total compensation package.

Pay Range:

The salary range for this position (in local currency) is 126,700.00 - 235,300.00

Is this role subject to ITAR?

The essential duties of this position require adherence to U.S. Government export control regulations. Accordingly, candidates must either be U.S. Persons (i.e., U.S. citizens, U.S. lawful permanent residents, or protected individuals as defined by 8 U.S.C. 1324b(a)(3)) or be prepared to collaborate with the company in securing the necessary U.S. government export authorizations. While the company encourages all interested applicants to apply, please be aware that ongoing employment is dependent upon obtaining the appropriate government export authorizations.