Government Contracts R&D Sales Rainmaker

Company:

International Electronic Machines Corporation





Location:

Troy, NY - Onsite





Role Type:

Full-Time, Senior Business Development / Sales Leadership




International Electronic Machines Corporation is seeking a high-performing

R&D Sales Rainmaker

to lead the identification, pursuit, proposal development, and closing of new funded research and development contracts.




This is not a passive sales role. We are looking for a driven, technically curious, commercially aggressive professional who can create opportunity pipelines, build agency and customer relationships, shape R&D opportunities around IEM’s core technical strengths, and close funded contracts that support company growth.




The successful candidate will help position IEM for sustained growth by building a structured, marketing-driven R&D sales process rather than simply reacting to incoming opportunities. The role requires a blend of business development, government contracting awareness, technical sales judgment, proposal leadership, customer relationship management, and high-level contract/project follow-through.





Primary Performance Objectives





The R&D Sales Rainmaker will be expected to:

• 
  Build a Marketing-Driven R&D Sales Pipeline
  
  
  
  
  

Identify opportunity clusters that align with IEM’s technical capabilities, strategic priorities, and existing work. Develop a proactive sales approach based on targeted customers, agencies, programs, and technical domains.




The goal is to generate synergistic R&D contract opportunities where the technical and business value strengthen IEM’s long-term position.

• 
  Achieve New R&D Contract Sales Goals
  
  
  
  
  

Lead The Full R&D Sales Cycle, Including

• 
  Lead generation through agency outreach, industry contacts, PR, advertising, cold and warm calls, conferences, and direct customer engagement
  


• 
  Opportunity qualification and prioritization
  


• 
  Development of customer relationships
  


• 
  Coordination of proposal responses with engineering, management, and other internal departments
  


• 
  Customer visits, presentations, technical discussions, and site visits
  


• 
  Proposal preparation, submission, and follow-up
  


• 
  Closing funded R&D contracts
  
  
  
  
  

The target objective is to help achieve approximately $4 million in new funded R&D contract awards over the annual performance period, reviewed on a six-month basis.

• 
  Maintain Strong Sales Metrics and Management Communication
  
  
  
  
  

Create And Maintain a Disciplined Reporting Routine For

• 
  Sales forecasts
  


• 
  Active opportunity pipeline
  


• 
  Proposal status
  


• 
  Purchase order and contract status
  


• 
  Customer follow-ups
  


• 
  Win/loss debriefs
  


• 
  Strategic opportunity tracking
  
  
  
  
  

The successful candidate must keep management informed through routine, scheduled updates and clear performance metrics.

• 
  Serve as a Strong Customer Interface
  
  
  
  
  

Represent IEM professionally with government agencies, commercial R&D customers, strategic partners, and external collaborators.




This includes responding to customer issues, communicating IEM’s position clearly, recommending practical solutions, and maintaining productive customer relationships before and after contract award.

• 
  Support R&D Contract and Project Management
  
  
  
  
  

Provide High-level Contract And Project Follow-through After Award, Including

• 
  Contract review support
  


• 
  Proposal-to-contract transition
  


• 
  Contract modifications and extensions
  


• 
  Customer follow-up after project start
  


• 
  Coordination with internal project execution teams
  


• 
  Occasional support for payment or accounts receivable follow-up when needed
  
  
  
  
  

The role is sales-led, but the ideal candidate understands that R&D contract success depends on strong handoff, customer confidence, and continued relationship management after the sale.

• 
  Position R&D Sales for Long-Term Growth
  
  
  
  
  

Develop new channels, agency relationships, customer contacts, alliances, and technical opportunity areas consistent with IEM’s growth plan.





Expected Activities Include

• 
  Establishing at least two new agency or customer contacts per month
  


• 
  Improving proposal hit rate
  


• 
  Reusing prior work and technical assets where appropriate
  


• 
  Identifying opportunities that can produce reusable prototypes or platform technologies
  


• 
  Supporting IEM’s long-term growth through strategic, synergistic R&D sales
  
  
  
  
  

Ideal Candidate Profile






The Ideal Candidate Will Have

• 
  Proven success in selling or capturing funded R&D contracts
  


• 
  Experience with government agencies, federal/state R&D programs, SBIR/STTR-style opportunities, or technology development contracts
  


• 
  Strong ability to find, shape, and close opportunities rather than simply respond to published solicitations
  


• 
  Ability to understand technical products, engineering concepts, prototypes, and development programs
  


• 
  Excellent written and verbal communication skills
  


• 
  Proposal development experience
  


• 
  Strong customer-facing presence
  


• 
  Ability to work with engineers, executives, customers, and contracting personnel
  


• 
  Disciplined use of CRM, pipeline tracking, forecasting, and sales metrics
  


• 
  Persistence, creativity, and strong follow-through
  
  
  
  
  

Preferred Background





Experience in one or more of the following areas is highly desirable:

• 
  Transportation technology
  


• 
  Railroad systems
  


• 
  Machine vision
  


• 
  Sensors and instrumentation
  


• 
  Wireless monitoring systems
  


• 
  Defense, infrastructure, or industrial automation
  


• 
  Government-funded technology development
  


• 
  Applied research commercialization
  


• 
  Technical proposal development
  


• 
  Contract capture management
  
  
  
  
  

Success Measures






Success In This Role Will Be Measured By

• 
  Funded contracts signed and awarded
  


• 
  Total new R&D contract value
  


• 
  Quality and strategic fit of new opportunities
  


• 
  Proposal volume and proposal success ratio
  


• 
  Customer relationship growth
  


• 
  Number of new agency/customer contacts developed
  


• 
  Strength and accuracy of the opportunity pipeline
  


• 
  Regularity and usefulness of management reporting
  


• 
  Contribution to IEM’s long-term technical and business growth
  
  
  
  
  

Compensation





Compensation will be competitive and may include a base salary plus performance-based incentives tied to funded R&D contract awards, strategic customer development, and achievement of sales objectives.





How To Apply





Qualified candidates (only US Citizens or Green Card holders) should submit a resume and a brief cover letter describing:

• 
  Prior experience selling, capturing, or developing funded R&D contracts
  


• 
  Examples of customers, agencies, or technical markets previously served
  


• 
  Experience with proposal development and contract closing
  


• 
  Demonstrated ability to generate new opportunities from the ground up
  
  
  
  
  

This is a senior growth role for a true R&D sales rainmaker — someone who can create opportunities, build relationships, and convert technical capability into funded contracts.





$95,000 - $115,000 a year based on experience




Competitive Benefit package offered




IEM is an Equal Opportunity Employer.

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