Overview

Job Description: Government R&D Contracts 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: 1. 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 strengthens IEM's long-term position. 2. 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 newly funded R&D contract awards over the annual performance period, reviewed on a six-month basis. 3. 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. 4. 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. 5. 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. 6. 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 hi