Strategic Growth Customer Account Executive– Air Force - Military veterans preferred

2018-11-17
Raytheon (www.raytheon.com)
Other

/yr

  full-time   employee


Austin
Texas
United States

The The Strategic Growth Relationship Executive for the Air Force will develop long-range objectives and plans for IIS or major strategic areas by identifying internal and external strategic issues that could affect growth and profitability within IIS. Scans environment for business opportunities, maintains surveillance over market, and may perform financial analysis of acquisition candidates. The role of the Air Force Strategic Growth Customer Account Executive will develop and maintain an active strategic growth customer account plan coordinated across the IIS business and will serve as an advisor in brokering solutions to complex business problems, partner with product line executives in identifying business needs, facilitate early involvement of BD and captures to increase P-Win, partner with BD Managers, Program Managers, and Corp BD to integrate activities and strategy, act as an advisor and change agent for enterprise-wide initiatives and provide guidance to Mission Area’s regarding customer needs, be directly involved in the coordination, scheduling and messaging of IIS LT visits, strengthen IIS pipeline by identifying leads and emerging opportunities. Will be responsible for knowing what is coming out for acquisition.

Driving higher product or mission solutions - Will engage actively with the customers to understand, interpret and translate customer needs to help identify and shape solutions that are critical to driving initial interest and long-term usage of our mission solutions. Will work in tandem with our program management, solutions architects and engineering teams to ensure we are developing and providing the right solutions to meet our customers’ needs.
Manage customer relationships – Will coordinate all IIS customer visits with the Air Force customer. Will develop and maintain frequent customer contact for their respective accounts and ensure that IIS has the right level and frequency of customer contact and customer engagement.

Identifies opportunities – Will identify all potential IIS opportunities and coordinate seamless hand-off of the opportunities to the appropriate business area for accelerated pursuit where applicable. Will work closely with the customer to know customer hot buttons, customer care-about, needs and will translate active customer listening into opportunity business development process.

Contributes to the pipeline – will be assigned annual bookings goal and would be jointly responsible with Business Development Managers (BDM’s). Will be responsible for knowing what is coming out for acquisition.
Act as voice of the customer - during pursuits and color teams. Will represent the customer’s interests during pursuits, color teams and identifying opportunities within IIS.
Other responsibilities include a customer focused marketing approach to develop solutions for our customer’s concerns and may develop technology requirements.

Required Skills and Experiences:

  • 12+ years of direct Air Force customer experience and/or strategic planning/ commercial business development
  • Proven record of successfully growing a business with expanded current and new customers and markets
  • Evaluates and identifies opportunities for improvement in customer support and provides recommendations, action plans, and timelines for go to market planning
  • Oversee and drive opportunities to closure
  • International or Domestic Business Development/Capture experience
  • Experience in all phases proposal development including cost strategy & development
  • The ability to determine, through experience and professional insight, good business opportunities
  • Experience building and managing customer relationships to seek out and identify new business opportunities
  • Innovative and entrepreneurial with strong business acumen
  • Agile, commercial mindset with federal foundation & knowledge
  • Demonstrated knowledge of associate contractors and the competitive landscape
  • Excellent oral and written communication skills
  • Ability to work across organizational boundaries to influence positive outcomes/performance without “owning” all resource that affect performance
  • Excellent understanding of acquisition processes (FMS and DCS)
  • Working understanding of ITAR, Export/Import rules and regulations
  • The ability to operate independently but still retain an enterprise focus
Demonstrated networking capabilities among various communities, e.g. acquisition officials/leads in customer account areas and other government agencies.

Desired Skills and Experiences:
  • Familiarity with Raytheon businesses, policies, and practices.
  • Senior level military experience (2 Star General) or equivalent corporate business experience
  • Competitive Intelligence
  • Existing Customer Relationships
  • Ability to “Connect the dots” to understand the implications of business strategy
  • Shape and develop business direction based on forecast
  • Creative change leadership
  • Influence leaders to make effective current and future new business decisions
  • Innovative solution creation
  • Customer Engagement strategies
  • Successfully leverage the functions and program teams in a Matrix organization
  • Understand and articulate RTN Business Model and Business Value Proposition
  • Post Graduate Education (MA, MS , PhD)

Education:
Bachelor’s degree in Business Management or Engineering or other related field

Other Requirements:
  • Positions at Raytheon may require U.S. citizenship for purposes of obtaining clearances. Additional clearances may also be required from the DOD.

This position requires either a U.S. Person or a Non-U.S. Person who is eligible to obtain any required Export Authorization. 124948BR 124948

Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.