Principal, Business Development - Tactical Comms (UAE)

Overview

Job Description

Essential Functions

• Identify, plan and execute campaign strategies to create a permissive environment for the capture of Middle East, Central Asia and Africa opportunities.
• Ensure that assigned regions meet Orders commitments to the S2 Sector.
• Perform continuous scanning of the market to gather trends - customer needs, budget allocations, market size and competitive dynamics to develop short and long-term business plans and strategies to meet S2 international growth objectives.
• Direct the development of short and long-range objectives aligned with the rest of the organization and recommends goals to higher management. Advise higher management on status or action required in connection with existing and potential sales programs.
• Work collaboratively with the regional sales team members to prospect, develop and capture near-term and long-term S2 international growth opportunities in the region.
• Lead Capture team on key pursuits.
• Support the regional sales team with the go-to-market strategy, including the appointment/renewal of local consultants, dealers and representatives (CDR) and local teaming agreements.
• Advise regional sales team and ensure adherence to the Common Capture Management Process, including hosting of prospect meetings, tracking the progress of key pursuits, and ensuring gate reviews are completed as appropriate.
• Act as the bridge between the S2 businesses and regional sales team to coordinate various BD activities, including the coordination for tradeshows, demonstrations, trials, industry days and customer visits.
• Act as S2 Subject Matter Expert (SME) to pitch S2 solutions at various customer touchpoints including customer meetings, tradeshows, demonstrations, trials, industry days and customer visits.
• Provide feedback of market trends/customer needs to Product Management for future product improvement opportunities.
• Work with S2 business and regional sales team to develop localization strategies for the region.
• Perform analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, marketing practices and trends, and prepares forecasts and recommendations.
• Develop and disseminate information on a continuous basis to all pertinent parties concerning the fulfillment of BD goals and objectives.
• Establish and maintain key international business contacts critical to successful business development.
• Requires frequent international travel to support customer meetings, demonstrations, tradeshows, etc., within assigned region(s)

Qualifications

• Requires mastery level knowledge within a specific technical area or multiple job areas. Viewed as an expert and/or resource within the field by peers in and outside the organization. Bachelor’s Degree and a minimum of 12 years of prior relevant experience. Graduate Degree and a minimum of 10 years of prior related experience. In lieu of a degree, minimum of 16 years of prior related experience.
• In-depth knowledge of International defense & security technical and mission requirements and acquisition processes
• Understand maritime, manned and unmanned, requirements with a strong understanding of requirements
• Fluent in English; Arabic fluency highly preferred
• Demonstrated knowledge of current military hardware, software open architecture initiatives, and industry/technology trends in tactical missions

Preferred Additional Skills

• Proven ability to develop/enhance customer intimacy
• Ability to work well with customers at both technical and executive levels; includes communicating system concepts to both highly technical and non-technical audience
• Excellent presentation skills and ability to develop effective working relationships with Regional Sales Managers, Engineering, Program Management, external customers, and internal customers across Segments/Sectors
• Possess strong communication, presentation, negotiation, collaboration and cross functional leadership skills