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Stellant Systems, Inc. · 1 day ago

Lead Business Development

United States

Full-time

Remote

Lead/Staff

9+ years exp

Stellant Systems, a premier manufacturer of critical RF/Microwave products, is seeking a Lead Business Development professional. The role involves leveraging technical expertise and market knowledge to develop business opportunities, coach capture teams, and build relationships with key customers.

ElectronicsIndustrialIndustrial ManufacturingManufacturingProduct Design

No H1B

U.S. Citizen Only

Responsibilities

The successful candidate will work effectively with the Stellant Systems Business Development (BD) and Sales leadership as well as program, technical and functional entities to coach matrixed capture teams in the pursuit, shaping, bidding and winning of new and re-competed business opportunities, as well as serving a subject matter expert for Stellant. Taking direction from the VP, Business Development, the successful candidate will:

Develop Stellant Systems Space and Satellite Business

Align with leadership to address top priorities and critical pursuits, to win new business

Develop and coach matrixed Capture Teams to create comprehensive win and keep-it-sold strategies

Ensure detailed collection and assessment of competitive information from Program Management, Engineering, and others with opportunities to collect insights

Use the above to actively shape opportunities and build the sales pipeline

Facilitate Win Strategy, Color Teams, and Price to Win activities (as required)

Recommend strategies and approaches for differentiation based on market and mission understanding, business deal, potential teaming, etc

Follow and leverage the Business Acquisition Process and associated tools and methods

Ensure team understanding of the customers mission, strategy, unmet needs, problems, barriers via active listening, iteration

Understand customer instructions, evaluation criteria, competitive landscape, Stellant Systems technology discriminators

Translate technical understanding of products and technology for purposes of customer communication and engagement

Broadly work with internal Stellant functions to evaluate and implement new tools, procedures, and approaches to increase the efficiency and win percentage for new business opportunities

Assess and develop business deals that are competitively advantaged, while delivering results for Stellant

Ensure opportunities include business cases that exceed targets and/or deliver strategic position for longer term growth

Act as a change agent for the business, ensuring innovations and developments are led to successful implementation

Support the day-to-day business rhythm and reporting

Flexibility to travel 30% of the time

Qualification

Capture management experienceRF/Microwave components knowledgeProposal generation toolsSalesforce proficiencyMicrosoft Office proficiencySelf-starting professionalCompetitive analysisCustomer analysisWin strategy developmentColor team leadershipPrice-to-win analysisFormal capture management trainingCommunication skills

Required

Bachelor's degree with a minimum of 9 years of related experience in Defense complex sell or customer facing environment

3 years' experience leading successful complex capture and proposal efforts. Experience should include captures greater than $10M

General understanding of Passive/Active RF/Microwave components or High Frequency Electronics and their uses

Preferred

Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight

Proficiency with Microsoft office tools, Salesforce and Proposal generation tools

Understanding of Stellant technology areas

Ability to lead and develop relationships with geographically dispersed customers

Experience working with Space prime contractors, both commercial and government

Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to win analysis

Ability to quickly and independently position to win new business, under limited supervision

Excellent oral and written communication skills

Formal capture management training/certifications, i.e., Shipley, Miller Heiman