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AV · 2 months ago

Sr. Director, Business Development

Washington, DC

Full-time

Onsite

Director/Executive

$181K/yr - $257K/yr

15+ years exp

AeroVironment (AV) is a global leader in unmanned aircraft systems and tactical missile systems. The Senior Director for Middle East & African International Business Development is responsible for leading the planning and execution of international business development activities in the MEA market, focusing on strategic capture plans and driving regional growth.

AerospaceAir TransportationDronesElectric VehicleElectronicsEnergyGovernmentManufacturing

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Responsible for the sale of all AV products within the Middle East and Africa, including the identification of strategic opportunities, capture plan development and execution, and winning contracts to ensure progressive sales growth in alignment with AV strategic plans

Coordinates and collaborates with GMs and AV leaders to develop and achieve annual regional bookings target; leads 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

Institutes and manages a strategic review process for identifying, analyzing, and down-selecting major strategic key captures and helps create and manage focused efforts to execute these initiatives

Identifies and develops key "value-add" partnerships that support AV strategic international growth goals and localization efforts

Provides thought leadership and strategic guidance in the following areas:

Analyzes current and new markets, develop campaign / capture strategies to grow business

Gathers pertinent information on market, customer structure, and the competition

Identifies funding sources and sales vehicles

Regional impact of USG policies and geopolitical events

Potential customers and technical/operational requirements including identifying influencers and key decision makers to shape requirements towards AV solutions

Builds trusted relationships with senior military and political leaders within the region, organically growing strategic programs for AV to win

Advances 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

Qualification

Business DevelopmentProposal WritingArabic FluencyTeam LeadershipDefense TechnologyExport LicensingStrategic PlanningNegotiation SkillsInterpersonal SkillsCross-functional Collaboration

Required

Minimum of 15 years of relevant corporate business development experience in the 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 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

U.S. Citizen, U.S. Permanent Resident (Green Card holder) or asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3) required

Must be able to travel within the Continental U.S. and internationally when required

Native fluency in Arabic

Must have a valid driver's license and clean DMV record