# Simulation Specialist, AMER (R6171) **Company**: Shield AI **Location**: Washington, D.C. **Work arrangement**: onsite **Experience**: senior **Job type**: Full Time Employee **Salary**: USD 270,000-410,000 per-year-salary **Category**: Sales **Industry**: Defense **Apply**: https://jobs.lever.co/shieldai/374c187c-0a0e-419b-aedb-e1333c112248?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_51841301-fd0 ## Description Shield AI is seeking a Simulation Specialist to help drive growth of the Aechelon simulation portfolio across the AMER defense, aviation, and synthetic training markets. This role serves as a specialist seller and business development resource within the Go-To-Market team, partnering with sales leaders, account owners, program leadership, product, and technical teams to identify, qualify, shape, and advance simulation opportunities with U.S.-based customers, primes, simulator OEMs, integrators, and partners. The Simulation Specialist combines simulation and training market knowledge, visual systems and geospatial awareness, and disciplined commercial execution. The role requires a customer-facing professional who can translate Aechelon capabilities into mission-relevant value, support complex pursuits, and help build a credible pipeline while maintaining accurate forecasts and strong internal alignment. ## Responsibilities: - Serve as the specialist business development resource for the Aechelon simulation portfolio across assigned accounts and priority pursuits. - Partner with sales leaders, account owners, business development, program management, product, marketing, contracts, and technical teams to identify, qualify, and advance simulation opportunities. - Support achievement of annual sales goals by helping develop new customers, partners, and opportunities aligned with current and planned product offerings. - Maintain visibility into a two-year sales forecast and opportunity funnel, including named programs, estimated value, budget timing, customer stakeholders, procurement path, technical fit, competition, risks, and next steps. - Actively pursue new customers and partners outside Aechelon's traditional customer base while supporting existing customer relationships. - Participate in customer meetings, capability discussions, demonstrations, trade events, and follow-up actions to progress opportunities. - Articulate Aechelon's simulation value proposition in a clear, mission-relevant, and customer-oriented manner. - Help connect customer requirements to product capabilities and coordinate technical support for demonstrations, solution definition, and pursuit shaping. - Manage or support preparation of customer-facing materials, presentations, proposals, quotations, white papers, and competitive positioning. - Provide regular opportunity updates and reports to senior management, including pipeline status, forecast changes, customer engagement activity, and support needs. - Contribute market, customer, and competitive insight to improve messaging, campaign focus, product positioning, and win probability. - Drive disciplined follow-up across active opportunities and ensure internal stakeholders are aligned on priorities, owners, schedules, and customer commitments. - Exercise sound commercial judgment, protect Aechelon from poorly scoped commitments, and avoid overpromising on technical, schedule, or contractual matters. ## Customer and partner engagement: - Build trusted working relationships with U.S.-based defense, government, aviation, simulation, prime contractor, OEM, and integrator stakeholders. - Support account strategy and opportunity planning for assigned customers and pursuits. - Represent Aechelon professionally in customer briefings, industry events, demonstrations, and partner discussions. - Understand customer budgets, constraints, operational needs, and training objectives in order to focus the team on value-added opportunities. ## Cross-functional alignment: - Partner closely with GTM, Product, Marketing, Programs, Contracts, Finance, Engineering, and Operations to support simulation growth initiatives. - Translate field feedback into actionable input for messaging, enablement, product positioning, demos, and campaign planning. - Support operating cadence, forecast reviews, opportunity reviews, and pursuit coordination as needed. - Ensure customer engagement plans, demonstration requests, proposal support, and internal actions are clearly communicated and tracked. ## What success looks like (1st year): - Develops strong fluency in Aechelon's simulation, geospatial, visual, sensor, and defense training value proposition. - Builds a prioritized AMER territory and account plan covering target customers, primes, OEMs, integrators, programs, partners, and near-term opportunities. - Creates and maintains a qualified pipeline with realistic opportunity values, budget timing, customer stakeholders, incumbent competitors, procurement paths, technical fit, and next steps. - Improves Aechelon visibility through customer engagement, events, demonstrations, partner discussions, and professional follow-up. - Advances multiple opportunities into active customer evaluation, demonstration, RFI, RFP, proposal, quotation, capture, or teaming stages. - Provides strong specialist support to sales and business development teams for Aechelon-related customer discussions, positioning, and pursuits. - Clearly connects simulation capabilities to training, rehearsal, readiness, mission outcomes, and customer value. - Maintains disciplined forecasts, timely CRM or reporting updates, and clear internal coordination across active pursuits. ## Required qualifications: - 5+ years of experience in simulation, sales, business development, capture support, account management, overlay sales, or related customer-facing roles. - Experience supporting or driving complex technology sales in enterprise, government, defense, aerospace, simulation, training, or mission-systems environments. - Demonstrated ability to identify and qualify new business opportunities, manage key accounts or pursuits, and contribute to sales targets. - Strong communication, presentation, public speaking, active listening, and interpersonal skills. - Commercial acumen and ability to position technical solutions in terms of customer value, mission relevance, and operational outcomes. - Strong analytical, problem-solving, negotiation, organizational, and follow-through skills. - Ability to work cross-functionally, influence stakeholders, and manage multiple active opportunities and customer needs. - Familiarity with Microsoft Office tools, including Word, Excel, PowerPoint, and Project or equivalent planning tools. - Bachelor's degree in business, engineering, aviation, defense, a technical field, or equivalent practical experience preferred. - Prefer software engineering experience related to training simulation. - Must be eligible to work in the United States and meet company, customer, and program access requirements as applicable. - Ability to comply with applicable export-control, security, confidentiality, and customer-site requirements. ## Preferred qualifications: - Experience in simulation and training, visual systems, geospatial databases, mission rehearsal, sensor simulation, autonomy, aerospace, or defense technology. - Experience building relationships with partners, contractors, end users, primes, simulator OEMs, and systems integrators. - Experience supporting proposals, quotations, demos, technical evaluations, capture efforts, or large business opportunities. - Respected network or credibility within the simulation and training industry. - Familiarity with ISO 9001:2015 quality management systems or experience operating in a quality-driven defense/aerospace environment. - Experience in a specialist seller or overlay role supporting sales leaders and account teams. ## Skills ### Required - simulation - sales - business development - communication - analytical skills - problem-solving - negotiation - organizational skills - Microsoft Office ### Nice to have - software engineering - training simulation - visual systems - geospatial databases - mission rehearsal - sensor simulation - autonomy - aerospace - defense technology --- Source: [Apply at jobs.lever.co](https://jobs.lever.co/shieldai/374c187c-0a0e-419b-aedb-e1333c112248?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)