Sr. Manager of International Business Development - Military veterans preferred
2018-12-19 Raytheon (www.raytheon.com)
Dulles Virginia United States
IIS Sr. Manager of International Business Development Raytheon Intelligence, Information and Services provides a full range of ISR, cyber-security, analytics, training, space, logistics and engineering solutions and services for the intelligence community, government defense and military organizations as well as commercial and civilian customers. Our capabilities and products range through the following areas of expertise:
Intelligence, Surveillance and Reconnaissance (ISR)
Logistics and Engineering Solutions
Weather and Environmental
Job Description: The individual will report to the Sr. Director of International Business Development and will be responsible for building relationships with senior customers and achieving the company’s business goals in Europe. The individual will be responsible for supporting business pursuits, and identifying new business opportunities, aligned with the company’s strategy for growth. The individual shall provide key entrepreneurial situational awareness of all international markets of interest and shall develop the necessary 360 relationships that support the WIN strategy in all pursuits to include any and all potential partners. The individual shall have extensive experience in training in the aerospace industry to include knowledge of integrated live, virtual, constructive and gaming solutions and blended delivery. The individual should have experience in the design, development and administration of training solutions, cyber, analytics and automation.
Marketing / Strategy Development: Responsible for customer advocacy in support of programs and connects Raytheon to senior level customers. Provides customers with Raytheon and program information, participates in development of major proposals and capture plans, and collaborates with businesses to identify strategic growth opportunities in Europe.
Liaison: Develops and maintain close customer relationships, and responsible for direct support to all Raytheon businesses for: country strategy efforts, identifying and validating opportunities, knowledge of customer requirements, conducting market studies and forecasting reviews, winning order (i.e. Closing deals as a member of pursuit team), and participating in win/loss analysis after campaign. Build the Raytheon network in customer and industry communities. Interface with Raytheon leaders, senior military service and government leaders in Europe and the U.S. to fully understand and assess potential opportunities.
Impact: Represent Raytheon externally with customers and internally as a voice of the customer to ensure that key pursuits are won and the company achieves its bookings plan and growth targets in EUROPE. Responsible for meeting growth targets; identify future opportunities for Raytheon businesses; provide timely intelligence, including realistic assessment of business opportunities and partnerships, and competitive landscape; and identify current and future buying habits of the customer.
Twelve plus years of progressive experience in international business development and/or equivalent defense industry or military experience
Bachelor's degree from an accredited university, in engineering, business administration, or international business
Ability to obtain a Secret security clearance
Direct knowledge of the country customer, including excellent working relationships with senior leaders, U.S. embassy teams, and regional industry executives.
Understanding of regional political and military environments.
Experience with US military in Region/Country and knowledge of how they interface with Defense Forces and government decisions makers.
Understanding and appreciation of Region/Country cultural customs and norms
Ten years of training experience with an emphasis on security and intelligence training
Strategic perspective to identify potential Raytheon growth opportunities within the country. Able to develop business plans for long-term growth in the country market by using personal contacts and assessing all available market data
Proven success identifying opportunities for new business in Region/Country and in fostering new opportunities within existing relationships
Advanced understanding of key government ministries such as Minister of Defense and Ministry of Interior procurement, fiscal and regulatory environments. Working experience with the US and Region/Country defense system acquisition processes and procedures.
Demonstrated relationships with key decision makers and partners
Knowledge of USG foreign and security policies in country and region, including USG export requirements (ITAR, etc.) and procedures (FMS, etc.).
Demonstrated success in strategic planning and ability to analyze and evaluate missions, requirements, technologies and capabilities.
Strong initiative an experience partnering with geographically dispersed units.
Superior ethical standards beyond reproach.
Ten or more years in progressively responsible leadership positions
Strong interpersonal skills with special focus on cross-cultural issues; ability to successfully manage sensitive political issues.
Relevant business development experience, especially in developing critical relationships at a senior level.
Strong communication skills in writing and verbal communication, especially in dealing with the Saudi customer base.
Able to speak Region/Country language at an intermediate level.
General management or program management experience.
Knowledge of Raytheon’s products and services.
Advanced degree in business or relevant technical field.
This position requires either a U.S. Person or a Non-U.S. Person who is eligible to obtain any required Export Authorization. 130010
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.