Associate Director, Requirements and Capabilities
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Key skills for this role
About the Role
Raytheon seeks an Associate Director to grow business in Saudi Arabia, focusing on pipeline development, customer engagement, and strategy. The role requires 12+ years in business development or defense sales, with deep knowledge of KSA customer and market.
Key Skills for This Role
Responsibilities
- Partner with requirements & capabilities, product line and functional leaders to evaluate customer insights and market dynamics.
- Regularly update Raytheon stakeholders with customer needs assessments, market data, and opportunity development status.
- Understand and communicate the budgeting and requirements process for the KSA customer.
- Develop input to country strategies and drive communication of those strategies to RTN strategic business units.
- Articulate customer priorities and concept of operations to align internal priorities of RTN.
- Develop and shape new business opportunities based on customer priorities and gaps.
- Institute an internal network to enable reach back for product and service knowledge.
- Develop and maintain customer contact and engagement plans.
- Lead the conduct of RTN SA R&C staff calls and opportunity reviews.
- Organize logistics and management of outside business development consultants.
- Manage ERPM opportunities in coordination with business area capture leads and R&C ops.
- Track customer engagements and coordinate on internal visitors for KSA.
Requirements
- Bachelor’s Degree in Business, International Affairs, Engineering or other relevant discipline
- 12 years of experience with progressive leadership positions in Business Development or Defense Sales
- Experience navigating intricacies of doing business with MODEA and related services
- Demonstrated success in relationship building in the Kingdom of Saudi Arabia
- Ability to leverage customer knowledge to identify potential growth opportunities in KSA
- Understanding of the global competitive defense market within KSA
- Experience tracking financial metrics and plans
- Experience with CRMs, like Microsoft ERPM
- Fluency in spoken and written English
- Saudi national eligible to obtain any required Export Authorization
Full Job Posting
Job Summary
- This role is responsible for growing Raytheon’s business in the Kingdom of Saudi Arabia (KSA) as well as pipeline development, external customer engagement and serving as the voice of the customer to internal Raytheon stakeholders.
- This position is located in the Kingdom of Saudi Arabia and will be a member of the country team reporting to the Raytheon Director of Requirements & Capabilities.
Responsibilities to Anticipate
- Partner with requirements & capabilities, product line and functional leaders across the enterprise to evaluate customer insights and market dynamics to support the development and implementation of an enterprise wide strategy for the Royal Saudi Armed forces.
- Regularly update Raytheon stakeholders with customer needs assessments, market data, opportunity identification and development status and key pursuits and milestones.
- Understand and communicate the budgeting and requirements process for the KSA customer, including but not limited to the process steps that the customer uses.
- Develop input to country strategies, driving the development and communication of those strategies back to RTN strategic business units.
- Articulate through customer intimacy, the priorities of the customer and their concept of operations to help align internal priorities of RTN to meet the requirements of the customer.
- Based on customer priorities and gaps, develop and shape new business opportunities to aid the customer in filing the gaps in line with their priorities.
- Institute an internal network to enable reach back for product and service knowledge and support.
- Develop and maintain customer contact and engagement plans to establish a one Raytheon approach to managing the customer relationship.
- Lead the conduct of RTN SA R&C staff calls and opportunity reviews.
- Organize logistics and management of outside business development consultants.
- Manage ERPM opportunities in coordination with business area capture leads and R&C ops.
- Track customer engagements and coordinate on internal visitors for KSA.
Qualifications You Must Have
- Bachelor’s Degree in Business, International Affairs, Engineering or other relevant discipline.
- Experience navigating intricacies of doing business with MODEA, and related services.
- Ability to work effectively and efficiently in a fast paced dynamic environment with time criticality.
- Excellent written and verbal communication skills with all levels of management, and fluency in spoken and written English.
- Strong collaboration skills enabling business results working internally and externally
- Typically requires 12 years of experience with progressive leadership positions in Business Development or Defense Sales.
- Demonstrated success in relationship building in the Kingdom of Saudi Arabia.
- Ability to leverage customer knowledge to identify potential growth opportunities in KSA.
- Understanding of the global competitive defense market, including customers and industry players, within KSA.
- Experience tracking financial metrics and plans.
- Experience with CRMs, like Microsoft ERPM.
- History of providing clear direction and leading teams to success.
Qualifications We Value
- Prior military or defense market experience.
- Direct experience with MODEA, Royal military services (including MNG) and GAMI.
- Knowledge of Raytheon Technologies (RTX) products and services.
- Prior involvement with KSA MoD programs, captures, and product lines.
- Demonstrated ability to communicate directly and effectively with key decision makers.
- Experience with RTX (or equivalent) financial planning and analyses (FP&A) processes and procedures.
- Understanding of customer culture, political and military environment and cultural customs and norms of the region.
- Understanding of the procurement, fiscal and regulatory environment within the country.
Additional Details
- This position requires a Saudi Person who is eligible to obtain any required Export Authorization.
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