Business Development Manager - Ranges Marketing

Zen Technologies Limited; Balanagar; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Zen Technologies Limited in India seeks a seasoned Business Development Manager – Ranges Marketing to lead the EW portfolio expansion in domestic and international defence markets. The candidate will identify, shape, and secure opportunities for ELINT/SIGINT/COMINT sensors, jammers, counter-UAS and EW training systems, building long-term relationships with MoD, DRDO and Indian Armed Forces.

You will forecast revenue targets, manage a robust pipeline, coordinate with pre-sales and product teams,

Qualifications

• Bachelor's or Master’s degree in Electronics, Electrical Engineering, Defence Technology, or related fields.
• Experience working with international OEMs or defence exports.
• Minimum 8 years of defence business development or technical sales, including ≥4 years on Ranges/SIGINT/COMINT programs.
• Familiarity with offset obligations and export licensing protocols.
• Active relationships and networks within the Indian Armed Forces, DRDO, or DPSUs.
• Excellent communication, presentation, and negotiation skills.

Responsibilities

• Develop and execute go-to-market strategies for the Ranges product line.
• Identify key accounts including MoD (India), DRDO, Indian Armed Forces, and global primes/integrators.
• Perform competitive analysis and market research to position products effectively.
• Engage early in procurement cycles to shape technical and commercial requirements.
• Build stakeholder relationships within defence establishments and industry partners.
• Align internal technical roadmaps with evolving customer needs and defence policies.
• Own and manage a robust business pipeline with clearly defined metrics and milestones.
• Forecast revenue targets, conversion ratios, and order intake.
• Collaborate with pre-sales and product teams to align solution capabilities with market opportunities.
• Lead end-to-end proposal development and submission process, including pricing and compliance.
• Coordinate with engineering, finance, and legal teams to ensure complete, compelling bids.
• Cultivate long-term relationships with senior officials in MoD, Armed Forces, and DRDO.
• Act as a trusted advisor, presenting capabilities at conferences and demos.
• Serve as the voice of the customer within the organization.

Skills

Go-to-market strategy

Key accounts management

Competitive analysis

Proposal development

Stakeholder relationships

Ranges systems knowledge

SIGINT/COMINT knowledge

Defense contracts

Education

Electronics/Electrical Engineering

Defence Technology

Job description

Business Development Manager - Ranges Marketing

We are seeking a dynamic andresults-driven Business Development Manager – Ranges - Marketingto lead and expand our EW portfolio in both domestic and international defencemarkets. The candidate will be responsible for identifying, shaping, andsecuring business opportunities for a wide range of EW systems, includingELINT/SIGINT/COMINT sensors, jammers, counter-UAS solutions, and EW trainingsystems. This role requires a strategic thinker with strong technicalunderstanding, market insight, and a proven track record in defence businessdevelopment.

Requirements

• Develop and executego-to-market strategies for the Ranges product line.
  
• Identify key accounts includingMinistry of Defence (India), DRDO, Indian Armed Forces, and globalprimes/integrators.
  
• Perform competitive analysisand market research to position products effectively.
  

2.Opportunity Shaping

• Engage early in procurementcycles to shape technical and commercial requirements.
  
• Build stakeholder relationshipswithin defence establishments and industry partners.
  
• Align internal technicalroadmaps with evolving customer needs and defence policies.
  
• Own and manage a robustbusiness pipeline with clearly defined metrics and milestones.
  
• Forecast revenue targets,conversion ratios, and order intake.
  
• Collaborate with pre-sales andproduct teams to align solution capabilities with market opportunities.
  
• Lead end-to-end proposaldevelopment and submission process, including pricing strategies, solutionpositioning, and technical compliance.
  
• Coordinate with engineering,finance, and legal teams to ensure complete, compelling, and compliant bidsubmissions.
  
• Cultivate long-termrelationships with senior officials in MoD, Armed Forces, and DRDO.
  
• Act as a trusted advisor,presenting capabilities and value propositions at conferences, demos, andworkshops.
  
• Serve as the voice of thecustomer within the organization.
  

6.Internal Collaboration

• Work closely with R&D,product management, and program teams to ensure delivery alignment withcustomer expectations.
  
• Provide market intelligence andfeedback to influence product development priorities.
  
• Proven track record of closingmulti-million-dollar defence contracts, preferably with Indian MoD orTier-1 defence contractors.
  
• Strong technical knowledge of Ranges systems, signalintelligence sensors, and jamming technologies.
  
• Working knowledge of relevant defence standardssuch as:
  
• STANAG-4691
  
• DO-254 / DO-178C
  
• DAP 2020 procurement framework
  
• Active relationships andnetworks within the Indian Armed Forces, DRDO, or DPSUs.
  
• Excellent communication,presentation, and negotiation skills.
  

Educational Background:

• Bachelor's or Master’s degreein Electronics, Electrical Engineering, Defence Technology, or relatedfields.
  
• Experience working withinternational OEMs or defence exports.
  

Familiaritywith offset obligations and export licensing protocols.

Experience:

• Minimum 8 years of experience in defence businessdevelopment or technical sales, including ≥ 4 years on Ranges /SIGINT/COMINT programs.