Technical Account Manager - Fusion

Stoke is on a mission to unlock affordable access to space with its 100% reusable rocket system, Nova. Learn more: www.stokespace.com.  

To build its next-level hardware, Stoke made a new kind of software – Fusion by Stoke Space: www.stokefusion.com. Refined by two years of Stoke’s internal adoption and more than a year of public availability, Fusion is a collaborative toolset for high-cadence engineering. Unlike classic MES and ERP systems, Fusion provides a modern cloud experience for agile, iterative hardware builds. Fusion-equipped engineering teams move fast. 

In addition to Stoke’s own use, Fusion external customers are developing lunar landers, climate tech systems, satellites, nuclear energy sites, and other incredible products in North America, Europe, and Japan. Now Stoke is expanding its commercial team to win share of the evolving market often known as “software for hardware.” 

Stoke offers the rare opportunity to grow a B2B cloud business within a breakthrough aerospace company. You will join a high-ownership, high-judgement culture that regularly sets industry milestones. Your work will help Fusion customers achieve their own critical benchmarks. 

Responsibilities 
Stoke’s Fusion software team is all-in to help our customers build amazing hardware. Our Technical Account Manager will ensure our customer relationships thrive. 

• Guide customers as they progress through onboarding and growth stages
• Facilitate rapid Fusion evaluations, ensuring trials satisfy key buying criteria
• Act as a customer point of contact and connector for requests and issues
• Expand mutual value with Fusion customers, run proposals to increase Stoke revenue
• Deliver content, training, and best practices to customers to encourage adoption
• Co-own contracting, from day-to-day user growth to new product introductions
• Recommend third-party solutions for Fusion integration such as PLM or Requirements
• Manage communications to rollout new features, systems, roadmaps, events
• Know our customers: departments, user growth rates, competitive tools, budgets
• Host training, business reviews, and community development activities 

Qualifications
Heads up – this job needs you to love hardware! Ideally, you’ve been involved in the development, rollout, or sales of new hardware or related technologies. 

• History of producing high-value customer relationships – the kind that grow deals bigger while making frictions smaller
• 5+ years of B2B commercial team experience driving sales, adoption, renewals, or support of advanced technology solutions – 6 or 7 figure annual deals
• Proven ability to make decisions that foster win-win for customers and internal teams
• Thorough understanding of startup, small and midsize businesses (2-2000 employees) and their organizational traits that encourage (or discourage) change
• Experience as customer, vendor, consultant, or implementer for one or more of: CAD, PLM, MES, ERP, and/or SCM systems (with your interest to simplify all these acronyms!)
• Preferred industry experience includes aerospace, defense, climate tech, AEC, energy, robotics, or other hardware-centric markets that require constant learning
• Hands-on experience with CRM, ticketing, and/or custom tools, including the technical aptitude to continually improve and clarify customer insights
• Ability to travel up to 20% per year 

Strong Pluses for a Great Fit 
Our customers want our perspective and often our provocation. The ideal Technical Account Manager is a great listener and coach that helps customers solve old and new problems.  

• 8+ years of combined career history in sales, marketing, and/or business development
• 4+ years managing a team of direct reports
• BS or MS with an engineering, manufacturing, or operational concentration
• Project management experience, background with Atlassian tools, Trello, Office or other general-purpose software (and you know the good and the bad)
• A network within innovative engineering communities – social channels, previous customers or peers, connections to makers or inventors
• Shop floor experience, familiarity with machine tools, additive manufacturing, and/or work centers and procedures in the US or Europe
• History of collaborating with large software vendors such as Siemens, Dassault, Microsoft, AWS, Oracle, SAP, etc.
• Understanding of dual-use technologies and relevant standards (e.g. ITAR controls) 

Benefits

• Medical, dental, vision and basic life insurance
• 401(k) match
• Paid time off
• Flexible scheduling
• Equity

Compensation

Target Levels:

• Level 2 Range: $105,000 - $143,000
• Level 3 Range: $124,000 - $186,000
• Level 4 Range: $155,000 - $233,000
  
  Discretionary Performance Bonus Included