Job Description
The
Principal Market Development Manager is responsible for driving strategic growth within their customer accounts. This highly outbound, business development-focused role is designed to uncover, develop, and close new opportunities by going deep and wide within assigned customers. While there is some ongoing account management involved, the primary goal is to expand relationships, open new doors, and position DornerWorks as a key embedded software and electronics partner across business units, programs, and decision makers. This role is ideal for a commercially minded, technically fluent professional who excels at creating growth strategies, navigating complex organizations, and delivering value-driven solutions in collaboration with various department teams.
What DornerWorks Has To Offer You - Diverse, engaging, collaborative and challenging work.
- Continuous learning. Work in diverse markets, technologies, and products.
- Work remote, hybrid from home or in-person, while doing what you love.
- Competitive compensation and benefits.
- ESOP Company – 100% employee owned.
- Flex Fridays – you want an extra 26 days off? Compressed work week, with the opportunity to take every other Friday off and flexible hours.
- Healthy work/life balance. At DornerWorks’ that is not just an empty slogan; it is one of our core values.
- A collaborative and supportive team, where you will work with other outstanding technical minds.
- Organized social events, both onsite and virtual. We promise you’ll have fun!
What You Will Be Doing - Lead outbound business development efforts within assigned top-tier accounts, identifying untapped opportunities and building relationships with new stakeholders across business units and functions.
- Develop deep understanding of customer industries, product roadmaps, and emerging needs to proactively position DornerWorks for future programs.
- Build multi-threaded relationships by engaging engineering, program management, procurement, and executive-level contacts.
- Own and drive pursuit strategies, from lead identification through opportunity qualification, proposal development, and deal closure.
- Collaborate closely with technical teams to align solutions with customer priorities and differentiate DornerWorks in competitive environments.
- Maintain complete, accurate, and timely documentation of all activities, contacts, and opportunities in the CRM system to ensure organizational visibility and forecasting integrity.
- Own the full business development process from lead identification through close, ensuring opportunities are not “kicked over the fence,” but strategically handed off with context, engagement, and continuity.
- Create and maintain strategic growth plans for each assigned account, including target programs, expansion pathways, and revenue projections.
- Manage a set of account management responsibilities, ensuring smooth transitions from business development to execution and supporting long-term relationship health.
- Take ownership of customer onboarding, setup, and administrative requirements ensuring a smooth experience by understanding and managing each account’s processes, portals, documentation, and compliance expectations.
- Deliver accurate forecasting by maintaining CRM data, tracking pipeline progression, and identifying risks and gaps.
What We Need From You - A Bachelor’s degree in Business, Engineering, or a related technical field required.
- 8+ years in business development, strategic account growth, or technical sales roles, preferably in embedded systems, engineering services, or adjacent technology fields.
- Proven success developing large, complex customer accounts through outbound engagement and long-cycle relationship building.
- Strong understanding of embedded systems, software/firmware development, or technical solution sales.
- Highly comfortable initiating outreach, crafting tailored value propositions, and engaging in strategic discussions with senior technical and commercial stakeholders.
- Proficient in CRM tools and opportunity planning methodologies.
- Excellent communication, persuasion, and storytelling skills.
- Strategic thinker who thrives in a proactive, autonomous environment.
- Strong business acumen with ability to link technical capability to customer value and competitive differentiation.
- Unrestricted right to work in the US without requiring sponsorship.
DornerWorks is an equal opportunity employer and participates in the E-Verify program. EEO/M/F/Disabled/Veteran DornerWorks believes a diverse workplace yields better ideas and outcomes and we are committed to promoting diversity of experience, perspectives, and capabilities. Each individual makes a unique contribution to our company. We recognize that diversity is critical to our success. DornerWorks proudly supports a culture of inclusion that encourages a work environment that honors diverse opinions. Employees can thrive here, and know their individual skills, abilities and viewpoints are honored. This facility operates under International Traffic in Arms Regulations (ITAR), and therefore, any person hired must demonstrate with verifiable documentation that they are either: (i) a U.S. Citizen; (ii) an active Green Card Holder; or (iii) a “Protected Person” as defined by 8 U.S.C. 1324 (b)(a)(3).
Job Tags
Remote work, Flexible hours,