The American Institute of Aeronautics and Astronautics (www.aiaa.org) in Reston, VA seeks a Client Executive and Sales Capture Manager who will be responsible for developing sales opportunities with aerospace companies. Reporting to the Director, Revenue Development, you will be tasked with growing the relationship between AIAA and its corporate members and customers. You will grow engagement and deepen relationships with employees of existing corporate members; maintain and grow the recurring annual dues of corporate customers and drive sales of other AIAA products (including event sponsorships, exhibits and advertising). This requires a thorough understanding of the Institute’s broad range of products, services, events, strategic investments, staff and procedures.
AIAA has a Flexible Workplace, where staff work primarily remote, but are required to attend meetings in the office and collaborate in person as needed. Candidates must reside in the Washington, DC metro area.
Basic Purpose:
- Meet or exceed key order and revenue targets as assigned.
- Aid in the identification, qualification, assessment, and development of business opportunities, by performing market research, including analysis of customer budgets.
- Development of creative value propositions and business cases for customers based on their needs or market feedback to uniquely position AIAA to capture new opportunities.
- Implement the win strategy, customer engagement strategy and translate into a capture and proposal development plan.
- Execute capture activities to gain and maintain stakeholder (senior management, partners, and teammates) buy-in, support, and commitment of resources required to successfully shape, respond to, and win business with new and existing customers.
- Coordinate and manage capture activities, reviews, and customer briefings.
- Design and implement strategic account plans that expands the customer relationship and maximizes revenue capture securing buy-in from team and Institute leadership
- Ensure revenue growth across AIAA product lines by meeting or exceeding sales targets for corporate membership, product sponsorship, exhibitions, and advertising
- Develop, maintain, and expand a pipeline of prospective customers for assigned customer segments
- Successfully articulate the AIAA value proposition for each product and customer segment
- Provide customers high value through a combination of off-the-shelf and custom opportunities
Accountabilities:
- Develop a growth strategy focused both on financial gain and customer satisfaction
- Assess, clarify, and validate customer needs on an ongoing basis
- Create actionable and implementable customer roadmaps for assigned corporate members.
- Conduct research to identify new markets and customer needs
- Arrange business meetings with prospective clients
- Promote the company’s products/services addressing or predicting clients’ objectives
- Prepare sales contracts ensuring adherence to established guidelines
- Keep accurate records of sales, revenue, invoices, within AIAA’s information technology system.
- Provide trustworthy feedback and after-sales support
- Build long-term relationships with new and existing customers
Position Dimensions:
- Enlists the support of Sales Team, implementation resources, service resources, and other operations and fulfillment resources as needed
- Coordinates Institute executive leadership involvement with customer management as necessary
- Coordinates closely with sales team and other customer interfaces closely to ensure customer satisfaction and problem resolution
- Work closely with Revenue Development, Community and Partnership Engagement Team, Forum Program Executives, Marketing, Communications, Sales Operations to ensure that integrated promotional packages are developed and implemented appropriate customer segment
- Attend and participate in planning and review meetings with various internal teams for products and offerings
- Travel required approximately 10-15% travel, predominantly domestic and mostly weekdays.
- Local travel as needed.
- Occasional client support and entertainment outside of normal working hours.
Requirements/Qualifications:
- Bachelor’s degree required, Business or Marketing background preferred, or an equivalent combination of education and experience
- Requires a minimum of 6 years direct and indirect sales experience or account management, preferably in a trade show, media, or trade association market
- Excellent demonstrated ability to build strong, long-term relationships that satisfy customers through engagement and negotiation
- Demonstrated ability to communicate clearly and concisely with senior executive and C-level customers
- Demonstrated ability to develop and implement new programs and services tailored to market demographic or business segment
- Strong attention to customer and product detail
- Strong personal engagement skills whether in person, phone, or online platforms
- Experience with CRM required, Netforum, HubSpot or Salesforce a plus
- Demonstrated experience developing and achieving short- and long-term sales strategies
- Aerospace and Defense industry knowledge experience, a plus
- Ability and motivation to expand and evolve industry knowledge of targeted market demographics, their customers, their desired expansion/growth plans, and business needs
- Trade or professional association experience, a plus
- Curiosity and energy to explore adjacent markets
- Self-confidence, well-spoken with a quick ability to adapt
- Competency making decisions with imperfect and incomplete information
- Can interpret, condense, and present findings to audiences with variable skill sets and experience levels
- Must be available to travel as necessary
About AIAA
AIAA’s purpose is to ignite and celebrate aerospace ingenuity and collaboration, and its importance to our way of life. AIAA is the world’s largest technical society dedicated to the global aerospace profession. We are comprised of individual and corporate members from around the world. AIAA carries forth a proud tradition of more than 80 years of aerospace leadership.
Working at AIAA
AIAA offers a strong compensation package for this position, which includes base salary and a discretionary bonus. Our benefits are highly competitive and include medical, dental and vision insurance with dependent coverage; 403(b) plan with an employer contribution and match; generous paid leave and holiday schedule.
AIAA
Related jobs:
Parabolic Microphone Operator – Live Football Production
Job Description
Capture the energy of professional football from field level as a Parabolic Microphone Operator in Kansas City, Missouri. This live sports production opportunity involves using a wired parabolic microphone dish to pick up natural sounds from the field and enhance the broadcast experience. The operator will work along the sideline or endline, following the flow of the game and directing the microphone toward key moments of action. Candidates should understand football, have strong situational awareness, and be prepared for a physically active role that requires extended periods of standing and movement outdoors.
Job Responsibilities
- Operate a wired parabolic microphone during live football coverage
- Capture natural on-field sounds for the sports production
- Follow game action while working from designated sideline or endline areas
- Direct the microphone toward relevant plays and activity on the field
- Adjust positioning as the action moves throughout the game
- Maintain awareness of players, officials, crew members, and equipment
- Coordinate with the audio and production teams during live coverage
- Remain focused and physically active for extended periods
Requirements
- Must live within 65 miles of the event site in Kansas City, Missouri
- General understanding of football and the flow of live game action
- Physically capable of standing and moving for long periods
- Comfortable operating audio equipment in an active stadium environment
- Strong attention, awareness, and ability to react as plays develop
- Prepared to work outdoors in varying weather conditions
- Reliable and professional in a fast-paced live production setting
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected candidate
Parabolic Microphone Operator – College Football Production
Job Description
Step onto the sidelines of a live college football production in Austin, Texas, as a Parabolic Microphone Operator. This field-based audio role is responsible for capturing the sounds of the game with a wired parabolic microphone dish, helping create an immersive experience for viewers. The operator will track plays from the sideline or endline, adjusting position and microphone direction as the action develops. Candidates should have a solid understanding of football, excellent awareness around an active field, and the physical endurance to remain standing and mobile for long periods. Outdoor conditions are part of the role, and a set day may be scheduled before game day.
Job Responsibilities
- Operate a wired parabolic microphone dish during live college football coverage
- Capture game action, field sounds, and other relevant live audio
- Track developing plays while working from the sideline or endline
- Position the microphone toward key areas of action throughout the game
- Move safely and efficiently within assigned field-level areas
- Maintain awareness of players, officials, equipment, and production personnel
- Coordinate with the audio and live production crew as needed
- Stay focused and engaged throughout extended periods of coverage
Requirements
- Must live within 65 miles of the event site in Austin, Texas
- General knowledge of football and the ability to follow game action
- Physically capable of standing and moving for extended periods
- Comfortable handling production equipment in a fast-paced environment
- Strong situational awareness while working near an active field
- Able to work outdoors in varying weather conditions
- Dependable and professional throughout the live production
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected candidate
Parabolic Microphone Operator – College Football Event
Job Description
A live college football production in College Station, Texas, is hiring a Parabolic Microphone Operator to help capture the sounds and atmosphere of the game from field level. Using a wired parabolic microphone dish, the operator will follow plays from the sideline or endline and position the equipment toward key areas of action. This role requires someone who can stay engaged with the game, react quickly as plays develop, and remain physically active throughout the production. Candidates should be prepared to work outdoors in changing weather conditions, with a possible set day before game day.
Job Responsibilities
- Operate a wired parabolic microphone during live college football coverage
- Capture natural field sounds and game-day audio for the production
- Follow the action from assigned sideline or endline positions
- Aim and adjust the microphone as plays move across the field
- Stay aware of players, officials, equipment, and other production personnel
- Respond quickly to the changing pace and direction of the game
- Work closely with the production crew to support successful live coverage
Requirements
- Must live within 65 miles of the event site in College Station, Texas
- General understanding of football and game flow
- Ability to follow and anticipate fast-moving plays
- Physically fit and able to stand and move for extended periods
- Comfortable operating audio equipment near the field of play
- Able to work outdoors in varying weather conditions
- Reliable, focused, and comfortable working in a live sports production environment
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected
Parabolic Microphone Operator – College Football Event
Job Description
Be part of the action at a live college football production in Lexington, Kentucky. A Parabolic Microphone Operator is needed to capture the authentic sounds happening across the field using a wired parabolic microphone dish. Throughout the game, the operator will work from the sideline or endline, tracking plays and directing the microphone toward key moments as they unfold. This hands-on sports production position is well suited for someone with football knowledge, strong situational awareness, and the stamina to stay on their feet throughout extended coverage. Outdoor work and a possible set day before the game should be expected.
Job Responsibilities
- Operate a wired parabolic microphone dish during live football coverage
- Capture field audio that enhances the overall sports broadcast
- Track the movement of plays from the sideline or endline
- Direct the microphone toward relevant action as the game develops
- Maintain awareness of players, officials, crew members, and equipment
- Follow instructions and coordinate with the live production team
- Stay focused and mobile throughout extended periods of coverage
Requirements
- Must live within 65 miles of the event site in Lexington, Kentucky
- General understanding of football and game flow
- Ability to anticipate and follow fast-moving plays
- Physically capable of standing and moving for extended periods
- Comfortable operating equipment near an active field of play
- Able to perform duties outdoors in varying weather conditions
- Dependable, attentive, and professional in a live sports environment
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected
Parabolic Microphone Operator – College Football Event
Job Description
Join a live sports production crew in Gainesville, Florida, and help bring the sounds of college football directly to the broadcast. The Parabolic Microphone Operator will work along the sideline or endline, using a wired parabolic microphone dish to follow the action and capture authentic sounds from the field. Success in this role requires attention to the flow of the game, the ability to react quickly as plays develop, and enough physical stamina to stay active for extended periods. Candidates should also be prepared for outdoor working conditions and a possible set day before game day.
Job Responsibilities
- Operate a wired parabolic microphone during live college football coverage
- Capture on-field audio and natural game sounds for the production
- Follow plays from assigned sideline or endline positions
- Adjust microphone direction as the action moves across the field
- Stay alert to players, officials, and production activity while working near the field
- Coordinate with production and audio crew members as needed
- Remain active and focused throughout extended periods of game coverage
Requirements
- Must live within 65 miles of the event site in Gainesville, Florida
- General understanding of football and how the game progresses
- Ability to track and anticipate fast-moving action
- Physically able to stand and move for long periods
- Comfortable working with audio equipment in a live stadium environment
- Prepared to work outdoors in varying weather conditions
- Reliable and attentive in a fast-paced sports production setting
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected candidate
Parabolic Microphone Operator – College Football Event
Job Description
Help capture the intensity and atmosphere of live college football as a Parabolic Microphone Operator in Tuscaloosa, Alabama. Working near the field, this production crew member will operate a wired parabolic microphone dish and track the action from the sideline or endline to capture natural game sounds. This opportunity is ideal for someone who understands football, stays focused in a fast-moving environment, and is comfortable remaining on their feet for long periods. Work will take place outdoors in varying weather conditions, with a possible set day before game day.
Job Responsibilities
- Operate a wired parabolic microphone during live college football coverage
- Capture natural field and game sounds for the production
- Track plays while moving along assigned sideline or endline areas
- Aim the microphone toward the action as plays develop
- Maintain awareness of players, officials, equipment, and surrounding activity
- Collaborate with the production crew throughout the event
- Remain active and attentive during extended periods of coverage
Requirements
- Must live within 65 miles of the event site in Tuscaloosa, Alabama
- General knowledge and understanding of football
- Able to follow fast-moving game action and anticipate developing plays
- Physically capable of standing and moving for extended periods
- Comfortable operating equipment in an outdoor stadium environment
- Able to work in varying weather conditions
- Reliable, focused, and professional during live sports production
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected candidate
Parabolic Microphone Operator – College Football Event
Job Description
Bring the energy of live college football to audiences by joining an event production crew in Baton Rouge, Louisiana, as a Parabolic Microphone Operator. This role focuses on capturing the sounds that make game-day coverage feel immersive, using a wired parabolic microphone while tracking plays from the sideline or endline. The ideal candidate understands football, can anticipate where the action is headed, and has the stamina to remain active throughout the event. The position takes place outdoors and may include a set day before the game.
Job Responsibilities
- Operate a wired parabolic microphone to capture live football field audio
- Follow game action from designated sideline or endline positions
- Direct the microphone toward plays to capture clear, relevant sounds
- Stay alert and responsive as action moves across the field
- Coordinate with audio and production crew members during the event
- Handle extended periods of standing and movement throughout coverage
- Perform assigned duties safely in changing outdoor weather conditions
Requirements
- Must live within 65 miles of the event site in Baton Rouge, Louisiana
- General understanding of football and live game action
- Physically capable of standing and moving for extended periods
- Comfortable operating equipment while navigating sideline areas
- Able to work outdoors in varying weather conditions
- Strong focus, situational awareness, and reliability in a live production environment
Compensation
- Paid opportunity; rate and compensation details will be discussed with selected
Parabolic Microphone Operator – College Football Event
Job Description
A college football event in Atlanta, Georgia, is seeking a Parabolic Microphone Operator to support live sports audio production. The operator will use a wired parabolic microphone dish to capture general field sounds while moving along the sideline or endline and following the action. This live sports production role requires strong awareness of the game, physical stamina, and the ability to work outdoors in varying weather conditions. A possible set day may take place before game day.
Job Responsibilities
- Operate a wired parabolic microphone during a live college football event
- Capture clear, engaging sounds from the field of play
- Move along the sideline or endline while following game action
- Position the microphone toward active areas of play
- Maintain focus and awareness throughout extended periods of coverage
- Work collaboratively with the live event production and audio crew
- Perform production duties outdoors in varying weather conditions
Requirements
- Must live within 65 miles of the event site in Atlanta, Georgia
- Physically fit and able to stand for extended periods
- Comfortable moving along the field while operating audio equipment
- Able to work outdoors in changing weather conditions
- General understanding of football and the ability to follow game action
- Reliable and professional in a fast-paced live sports production environment
Compensation
- Paid opportunity; compensation details will be discussed with selected candidate
Parabolic Microphone Operator – College Football Event
Job Description
A college football event in Atlanta, Georgia, is seeking a Parabolic Microphone Operator to support live sports audio production. This event crew role involves using a wired parabolic microphone dish to capture authentic sounds from the field of play. The operator will move along the sideline or endline, following the action and positioning the microphone toward active areas of play. Candidates should be comfortable working outdoors, standing for extended periods, and adapting to changing weather conditions. A possible set day may take place before game day.
Job Responsibilities
- Operate a wired parabolic microphone during a live college football event
- Capture clear and dynamic sounds directly from the field of play
- Move safely along the sideline or endline while following game action
- Position and point the microphone toward active areas of play
- Remain focused and attentive throughout extended periods of live coverage
- Coordinate effectively with the event production and audio crew
- Perform production duties outdoors in varying weather conditions
Requirements
- Must live within 65 miles of the event site in Atlanta, Georgia
- Physically able to stand and move for extended periods
- Comfortable carrying and operating production equipment along the field
- Able to work outdoors in changing weather conditions
- Strong awareness and ability to follow fast-paced sports action
- Dependable, professional, and comfortable working as part of a live production crew
Compensation
- This is a paid opportunity; compensation details will be discussed with selected candidate
Parabolic Microphone Operator – Sports Production
Job Description
A live sports production is seeking a Parabolic Microphone Operator in Tallahassee, Florida. This field audio role involves operating a wired parabolic microphone dish to capture authentic sounds from the field of play. The operator will move along the sideline or end line, follow game action closely, and direct the microphone toward key moments. This sports production position requires physical stamina, strong game awareness, and the ability to work outdoors in changing weather conditions.
Job Responsibilities
- Operate a wired parabolic microphone dish during a live sports production.
- Capture clear on-field and sideline audio throughout the game.
- Move along the sideline or end line while following live game action.
- Direct the microphone toward important plays and key moments.
- Anticipate game action to capture engaging live sports audio.
- Work effectively with the production crew in a fast-paced stadium environment.
Requirements
- Physically fit and able to stand and move for extended periods.
- General understanding of the sport being covered.
- Ability to anticipate plays and closely follow live game action.
- Comfortable working outdoors in changing weather conditions.
- Strong focus, awareness, and reliability during live sports production.
Compensation
- Compensation details not provided
Parabolic Microphone Operator – Sports Production
Job Description
A live sports production is seeking a Parabolic Microphone Operator in Berkeley, California. This field audio role involves operating a wired parabolic microphone dish to capture authentic sounds from the field of play. The operator will move along the sideline or end line, follow game action closely, and direct the microphone toward key moments. This sports production position requires physical stamina, strong game awareness, and the ability to work outdoors in changing weather conditions.
Job Responsibilities
- Operate a wired parabolic microphone dish during a live sports production.
- Capture clear on-field and sideline audio throughout the game.
- Move along the sideline or end line while following live game action.
- Direct the microphone toward important plays and key moments.
- Anticipate game action to capture engaging live sports audio.
- Work effectively with the production crew in a fast-paced stadium environment.
Requirements
- Physically fit and able to stand and move for extended periods.
- General understanding of the sport being covered.
- Ability to anticipate plays and closely follow live game action.
- Comfortable working outdoors in changing weather conditions.
- Strong focus, awareness, and reliability during live sports production.
Compensation
- Compensation details not provided
Parabolic Microphone Operator – Sports Production
Job Description
A live sports production is seeking a Parabolic Microphone Operator in Nashville, Tennessee. This field audio role involves operating a wired parabolic microphone dish to capture authentic sounds from the field of play. The operator will move along the sideline or end line, follow game action closely, and direct the microphone toward key moments. This sports production position requires physical stamina, strong game awareness, and the ability to work outdoors in changing weather conditions.
Job Responsibilities
- Operate a wired parabolic microphone dish during a live sports production.
- Capture clear on-field and sideline audio throughout the game.
- Move along the sideline or end line while following live game action.
- Direct the microphone toward important plays and key moments.
- Anticipate game action to capture engaging live sports audio.
- Work effectively with the production crew in a fast-paced stadium environment.
Requirements
- Physically fit and able to stand and move for extended periods.
- General understanding of the sport being covered.
- Ability to anticipate plays and closely follow live game action.
- Comfortable working outdoors in changing weather conditions.
- Strong focus, awareness, and reliability during live sports production.
Compensation
- Compensation details not provided
