Key Account Manager – Strategic Government/Military Programs (NDT + RVI) at Wabtec

Position Overview The Key Account Manager – Strategic Military Programs is responsible for identifying, developing, and capturing large-scale U.S. Department of Defense (DoD) procurement programs across the company’s NDT and RVI product lines. This role focuses exclusively on enterprise-level military acquisition opportunities, including centralized procurement initiatives, multi-site equipment deployments, IDIQ and multi-year contract vehicles, and program-wide standardization efforts. The position does not manage local or individual base-level purchases. The successful candidate will serve as the company’s lead strategist for large US military program capture, driving long-term, high-value contracts deployed across multiple commands, installations, or global locations. Reports To: Director of Key & Strategic Accounts Department: Evident Sales TNM Americas Essential Duties and Responsibilities Strategic Program Capture • Identify and qualify large-scale military procurement programs aligned with company capabilities. • Develop and execute structured capture plans for enterprise-level opportunities. • Position NDT and RVI solutions for inclusion in standardized military programs. • Lead long-cycle opportunity management from early identification through award.  Technical Expertise • Advanced knowledge of Non-Destructive Testing (NDT) technologies including Phased Array Ultrasonic Testing (PAUT), Ultrasonic Testing (UT), Eddy Current Testing (ECT/ECA), and Radiographic Testing (RT) as applied to military airframe manufacturing, depot-level maintenance, and long-term sustainment programs. Ability to align Evident Solutions with military technical orders (TOs), program specifications, and acquisition requirements to support enterprise-level standardization initiatives.   • Strong knowledge of Remote Visual Inspection (RVI) and video borescope technologies used in military engine and airframe manufacturing, MRO, and sustainment environments. Capable of positioning solutions within large-scale procurement programs that require multi-site deployment, configuration control, training scalability, and lifecycle support planning.   • Ability to translate operational inspection requirements into acquisition-level value propositions, influencing centralized program offices and procurement authorities to adopt standardized NDT and RVI solutions across commands or platforms.   • Experience supporting evaluation trials, technical validations, and qualification processes necessary for inclusion in military program specifications or approved equipment lists. • Strong understanding of how inspection technologies integrate into broader sustainment strategies, readiness objectives, and long-term lifecycle cost considerations within DoD environments.  • Keep current on market trends, technological advancements and competitive solutions.  Contract & Acquisition Strategy • Develop strategies for IDIQ, BPA, GSA, and multi-year contract vehicles • Coordinate proposal development and bid submissions in partnership with cross-functional teams • Ensure compliance with FAR/DFARS and other federal acquisition regulations • Manage contract lifecycle execution and expansion opportunities  Executive Engagement & Relationship Management • Establish relationships through with: • DoD program offices • Major Commands • Defense acquisition authorities • Prime defense contractors • NDT & RVI key contacts and influencers • Represent Evident at major military, defense acquisition, and procurement conferences to build relationships. • Influence centralized buying authorities and acquisition decision-makers • Position the company as a strategic, long-term program partner  Cross-Functional Leadership • Collaborate with Evident’s R&D, Product Management, Engineering, Applications, Operations, and Finance teams to align program requirements. • Coordinate large-scale deployment with Planning and Operations teams. • Partner with Sales Support resources to ensure proposal efficiency and CRM accuracy.  Forecasting & Reporting • Maintain structured pipeline management for long-cycle opportunities • Provide milestone-based forecasting tied to government procurement timelines • Deliver detailed account and capture updates to the Director of Key & Strategic Accounts, VP TNM Americas, other leadership and stakeholders as required.