[Remote] Sr. Director, Business Development at AeroVironment

Washington, District of Columbia, United States

Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Aerospace, DefenseIndustries

Requirements

Minimum of 15 years of relevant corporate business development experience in the MEA region
7-10 years of experience leading geographically dispersed teams to accomplish complex tasks in a dynamic operating environment
Extensive understanding of the cultural and political attributes of countries in the MEA region
Demonstrated experience engaging with MEA military and political leaders at the rank of General/Flag Officer or Deputy Minister and above
Demonstrated experience writing proposals, winning contracts, and navigating international acquisition processes, both foreign material sales (FMS) and direct commercial sales (DCS)
Experience working with or around defense technology (e.g., UAS, electronic warfare, C-UAS)
Experienced in export licensing requirements (e.g., ITAR, EAR), FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operation
Currently living in (preferred) or willing to relocate to the MEA region
Master’s degree in international relations or foreign policy (plus)
OCONUS US military, diplomatic, or intelligence community experience (preferred)
Strong track record of successful sales of autonomous systems to defense & security entities (preferred)

Responsibilities

Strategically lead the planning and execution of all international business development activities for AV within the MEA market, including regional business development strategy, capture planning, and capture execution for winning contracts
Lead a team responsible for regional growth, working in partnership with senior BD leadership, fellow AV Business Development leaders, AV Product Line General Managers (PLGMs), and key functional groups
Proactively create aggressive strategic capture plans and work across the AV team and throughout high levels of customer organizations, including national leaders, to shape efforts into contract wins
Responsible for the sale of all AV products within the Middle East and Africa, including identification of strategic opportunities, capture plan development and execution, and winning contracts to ensure progressive sales growth in alignment with AV strategic plans
Coordinate and collaborate with GMs and AV leaders to develop and achieve annual regional bookings targets; lead a team of Business Development Directors to build, manage, and close a robust pipeline of regional opportunities, exceeding bookings targets to drive multi-year growth
Institute and manage a strategic review process for identifying, analyzing, and down-selecting major strategic key captures and help create and manage focused efforts to execute these initiatives
Identify and develop key "value-add" partnerships that support AV strategic international growth goals and localization efforts
Provide thought leadership and strategic guidance in: analyzing current and new markets, developing campaign/capture strategies to grow business; gathering pertinent information on market, customer structure, and competition; identifying funding sources and sales vehicles; assessing regional impact of USG policies and geopolitical events; identifying potential customers and technical/operational requirements including influencers and key decision makers to shape requirements towards AV solutions
Build trusted relationships with senior military and political leaders within the region, organically growing strategic programs for AV to win
Advance brand recognition and thought leadership with senior regional stakeholders
Manage and develop a network of in-country representatives and resellers, who facilitate local BD engagement and data gathering

Skills

Key technologies and capabilities for this role

Business DevelopmentCapture PlanningStrategic PlanningPipeline ManagementPartnership DevelopmentMarket AnalysisSales StrategyTeam LeadershipContract NegotiationInternational Sales

Questions & Answers

Common questions about this position

What experience is required for the Sr. Director, Business Development role?

Candidates need a minimum of 15 years of relevant corporate business development experience in the Middle East and Africa region, plus 7-10 years leading geographically dispersed teams in dynamic environments, along with extensive understanding of the region.

Is this a remote position or does it require travel to the Middle East and Africa?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What team will the Sr. Director lead?

The role involves leading a team of Business Development Directors to build, manage, and close a robust pipeline of regional opportunities.

What makes a strong candidate for this position?

Strong candidates will have 15+ years of business development experience in the MEA region, proven leadership of dispersed teams, and skills in strategic capture planning, building relationships with senior military and political leaders, and driving sales growth.

AeroVironment

Develops autonomous robotic systems for defense

About AeroVironment

AeroVironment develops and sells autonomous robotic systems that can perform various missions without human intervention. These systems are designed to enhance operational efficiency, reduce risks to personnel, and provide valuable data to users. The company primarily serves government agencies, defense organizations, and commercial clients, focusing on the defense and aerospace sectors. AeroVironment stands out from its competitors by emphasizing sustainability and environmental responsibility in its business practices, which not only helps the environment but also builds loyalty among employees and customers. The company's goal is to lead the market in intelligent robotic systems while promoting sustainable practices and creating new business opportunities.

Monrovia, CaliforniaHeadquarters

1971Year Founded

$20.3MTotal Funding

IPOCompany Stage

Robotics & Automation, Aerospace, DefenseIndustries

501-1,000Employees

Benefits

Health, Dental, & Vision

Health Savings Account

401(k) Account

Alternative Work Schedule

Educational and Tuition Assistance Programs

Employee Assistance Program

Sick Leave Donation

Time Off

Travel Assistance

Company Sponsored Events

Risks

Competition from European drone companies like Parrot may impact market share.

US-China trade tensions could disrupt AeroVironment's supply chain.

BlueHalo acquisition poses integration risks and management distraction.

Differentiation

AeroVironment specializes in unmanned aircraft systems for defense and commercial markets.

The company focuses on sustainability and innovation in autonomous robotic systems.

AeroVironment's acquisition of BlueHalo enhances its defense technology capabilities.

Upsides

Increased demand for Western-made drones boosts AeroVironment's market share.

BlueHalo acquisition enhances AeroVironment's competitive edge in defense technology.

Customizable AI UAVs attract new military contracts with enhanced adaptability.

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