Business Development Solutions Architect

Orolia Government Systems, Inc. · Rochester, New York
Department Orolia Government Systems, Inc.
Employment Type Permanent Full Time
Minimum Experience Experienced


Global Collaboration:  We pride ourselves on personal excellence through global collaboration, communication and team achievement!

Fun:  We are at our best having fun and we bring the best out of each other.

Innovation: We love to develop and implement creative solutions!

Commitment:  We persevere in all situations.

Agility: Our business, strategies and our people are ready to adapt to evolving needs of our markets.

Continuous Improvement: We are curious, and we always demonstrate the desire to improve results and challenge the status quo. 


What you’ll be doing as a Business Development Solutions Architect with Orolia Defense & Security:

As a Business Development Solutions Architect you will be responsible for leading the pursuits of new Government and DoD projects in the area of Positioning, Navigation, and Timing in addition to driving the growth of the business to support Orolia Defense & Security and the Orolia sales goals.  This role will have a special focus on U.S. classified and sensitive pursuits. 


Responsibilities include:

Develop new Government and DoD business, directly with the Government and indirectly through large system integrators such as Lockheed Martin, Boeing, General Dynamics, Raytheon, Northrop Grumman, L3Harris, BAE Systems, etc.

Drive business and technical relationships and close business at a rapid rate by helping to define, identify, and pursue key opportunities

Establish deep business and technical relationships through your knowledge of the customer’s mission and Orolia’s capabilities

Have day-to-day interactions with Government agencies and large system integrators

Have a business background that enables them to drive engagement and interact at senior military levels

Have a technical background that enables them to easily interact with customers’ systems engineers, hardware/electrical/software engineers, and other technical staff members

Have a demonstrated ability to think strategically about the customers’ mission, technical challenges, CONOPS, with the ability to build and convey compelling value propositions of Orolia capabilities

Write proposals, RFI responses, whitepapers, etc.

Generate engineering cost estimates and work breakdown structures to support internal cost and price reviews

Travel within the U.S. extensively to meet with customers


Knowledge, Skills & Abilities We’re Looking For:

Sales “closer”, knowing what it takes to develop and win new business

Executive Speaking and Presentation Skills – white board, small and large group presentations in person and via phone/video calls; high degree of comfort speaking with C-level executives, senior military officers, and senior technical staff members; demonstrable ability to communicate effectively with both technical and non-technical individuals.

Demonstrable Strong customer focus, ownership, urgency and drive

Demonstrated ability to adapt to new technologies and learn quickly

Self-motivated, and ability to self-prioritize effectively to achieve goals

High level of skill communicating effectively across internal and external organizations, both verbally and in writing

Expert in Sales Development, Prospecting, Qualifying, Negotiating, and Understanding informal decision making structures especially within C-Level and senior military officer relationships

Proficient in Positioning, Navigation and Timing technologies or some other high tech industry

Proficient in SalesForce CRM or equivalent, and Microsoft Office suite

Ability to travel

Ability to have fun!


5+ years of quota-carrying sales experience in a technical market

3+ years selling to the DoD and/or to DoD large system integrators

Demonstrable knowledge of U.S. Government and U.S. Defense funding and acquisition process

Bachelor’s degree or equivalent (engineering or technical degree highly preferred)

MBA or Master’s degree in an engineering or technical field preferred


Why Orolia?


Orolia is an international high-tech company dedicated to improving the safety, compliance and efficiency of its global customers’ remote operations by providing them business solutions and services based on the most advanced positioning, navigation, timing, sensing, information, and communications technologies. At Orolia, we continuously look to go “Beyond the Frontier” in everything that we do. As an organization, we strive to be the market leader and look for employees who have the same passion for their personal careers. If you love working in a multicultural environment where being the best is encouraged, Orolia is the employer for you.

Orolia believes that success in the global marketplace requires a variety of perspectives and individual experiences. At Orolia, we understand, appreciate and strive for new and different thoughts and ideas. A high degree of employee involvement, lifelong learning and diversity are permanent items on the agenda throughout the entire organization.

Please note this description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Orolia is an equal opportunity employer who does not discriminate based on race, color, citizenship, religion, gender, sexual orientation, national origin, age, disability, veteran’s status or any protected category.  We encourage veterans and people with disabilities to apply.

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  • Location
    Rochester, New York
  • Department
    Orolia Government Systems, Inc.
  • Employment Type
    Permanent Full Time
  • Minimum Experience