Director, AST Business Development

11 - 15 years experience  • 

Salary depends on experience
Posted on 05/17/18
Sunnyvale, CA
11 - 15 years experience
Salary depends on experience
Posted on 05/17/18

Strategic Responsibilities:

  • Lead the formulation and maintenance of sound, growth-oriented strategies and plans for AST, its Product Lines and other key parts of the business
  • Lead AST’s participation in strategic planning activities and initiatives at the business unit level, and where appropriate, at the Raytheon Corporate level
  • Represent AST in key external (customer, community, etc.) strategic efforts, interactions and initiatives
  • Lead industry and market analysis efforts to identify and quantify external growth opportunities
  • Establish and grow working relationships with industry partners, US intelligence agencies and offices, international intelligence agencies and offices, the US DoD, and international defense organizations
  • Develop and facilitate the use of both qualitative and quantitative frameworks and tools to aid business managers to better track their progress and measure their success in implementing their strategies. Examples include, but are not limited to, Balanced Scorecards, ROI analysis tools, win/loss metric analysis tools, and investment frameworks
  • Prioritize and coordinate strategic investments and initiatives via quantitative metrics, capability analysis, strategic value, and market analysis/Price to Win
  • Engage and coordinate with other Raytheon mission areas and business units to align strategies and identify synergistic opportunities
  • Engage and coordinate with existing and potential commercial and industry partners to align strategies and identify opportunities to collaborate

Operational Responsibilities:

  • Identify, develop and transition new business opportunities in the areas of signal intelligence, communications intelligence, analytics and government services for the US Intelligence Community (IC)
  • Establish and grow AST’s SIGINT, COMINT, and NIO solutions in core and adjacent markets
  • Build and maintain a high-quality new business pipeline by tracking emerging customer needs and opportunities, developing and maintaining customer and partner relationships, and shaping opportunities to fit AST’s strengths
  • Capitalize on competitive intelligence and market data to clearly understand competitors’ strengths and weaknesses
  • Develop and manage AST’s NBI investment strategy to fuel growth both in AST’s core markets and in lateral / adjacent markets
  • Handoff well qualified pursuits to capture teams, with coordination prior to the handoff and support, as required, after the handoff
  • Oversee the new business pipeline, including management of the Opportunity Database, prioritization of the pursuits to achieve near- and long-term growth objectives, bookings forecasting and analysis, and new business reporting
  • Manage the new business process across AST’s product lines, including gate reviews and color teams, business capture process, award metric tracking and analysis, and process improvement to include proposal efficiency
  • Manage a diverse team of highly effective business development staff, focused on the IC, DoD, SOCOM and other dual-use markets.
  • Coordinate with capture teams and others supporting business development from within the Product Lines
  • Manage AST’s use of consultants, including creation and maintenance of consultant agreements and coordination of the use of consultants across AST
  • Build (develop, train, nurture, grow) an effective business development team capable of supporting the interface to key accounts and customers, developing strategic plans and go-to-market strategies, and capturing major pursuits.
  • Provide guidance around and enforce discipline through a rigorous Gating process to ensure stakeholder alignment on pre-proposal efforts

Required Skills and Experience:

  • Successful candidate must have experience engaging all levels of the organization including VP, management and individual contributor level
  • Must have extensive experience interfacing with external customers, partners, and prime contractors, as well as with international and commercial customers.
  • Must have extensive experience and mission understanding of the US Intelligence Community, particularly AST’s core customers
  • Must have basic technical knowledge of telecommunications, wireless and satellite communications, signal processing, algorithm/analytic development, and hardware and software design
  • An ability to leverage opportunities across businesses
  • 14 years of professional related work experience, the majority in defense and intelligence markets
  • Bachelor’s degree in a related field (Masters degree and/or STEM degreepreferred)
  • U.S. Citizenship and ability to access to US only data systems
  • Active DoD Secret Clearance (TS/SCI strongly preferred

Requisition ID 115422BR

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