MEA Business Development Director

AeroVironment, Inc.; Washington (District of Columbia); On-site; USD 126,500 - 192,750; Full time

Benefits offered by this job

Medical, Dental, Vision

401K with company matching

9/80 work schedule

Paid holiday shutdown

Job summary

AeroVironment, Inc. is seeking a Business Development Director, Middle East to lead strategy and capture efforts in the region. The role focuses on identifying prospective UAS customers, forming partnerships, and ensuring compliance with ITAR/EAR as required by government programs.

You will manage sales forecasts, develop value propositions, and coordinate with US government teams to grow AV's presence across defense and civil sectors in the Middle East, Africa, and related markets.

Qualifications

• 12+ years of business development experience in defense or international markets.
• Deep knowledge of geopolitics and regional customer needs.
• Experience with government contracting and export controls.
• Proficiency in Arabic language desirable.

Responsibilities

• Develop capture strategies and align with global AV plans.
• Identify influencers and decision-makers; shape requirements to win.
• Lead forecast and AOP activities for Intl markets.
• Coordinate with Marketing, Flight Ops, PM, and Customer Support for events.
• Relate with USG teams and international partners.

Skills

Arabic language

Business development

Negotiation

Strategic planning

Cross-functional collaboration

Education

Bachelor's degree in Business Administration, Aerospace, International Relations or relevant discipline

Advanced degree preferred

Tools

Salesforce CRM

MS Office

Job description

Worker TypeRegularJob DescriptionSummaryThe Business Development Director, Middle East is responsible for the identification and business development of prospective UAS customers in the Middle East region. This position is responsible for the direction of all strategic and tactical efforts as they relate to supporting existing business as well as capturing new business in the region. This includes recommending potential partnerships, joint ventures and/or representations, substantiated by research and due diligence results in the specifics of each campaign, to include factors relating to geopolitics, government requirements, and customer operational demands, and familiarity with regional cultures and customs.DutiesResponsible for the Middle East major international market segments/regions with full responsibility for business strategy, capture plan development and execution, and progressive sales growth in alignment with AV strategic plansProvides thought leadership and strategic guidance to the following areas:Analyzes current and new markets, develop campaign / capture strategies to grow our businessGathers pertinent information on market, customer structure, and the competitionIdentifies funding sources and sales vehiclesInterfaces with local US Government teamsIdentifies initial customers and technical/operational requirements including identifying influencers and key decision makers, determine 'price-to-win' and shape requirements towards AV productsResponsible for Sales Forecast and AOP planning, tracking and status reporting to Intl Market Segment Lead in support of global sales operationsIdentifies and develops key "value-add" partnerships that support AV strategic international growth goalsBuild and maintain trusted and solid relationships across the customer organization at all levels, while facilitating the same for others within AeroVironmentIdentification and creation of new business opportunities, primarily government but may include civilStrengthens the company's reputation within the customer organizationUtilizes Salesforce Customer Relationship Management (CRM) toolCreates capture strategies and execution plans with compelling win strategies for ongoing and new business opportunitiesSupports monthly forecast review presentations to leadership, as well as annual strategic planning effortsPrioritizes investment decisions for review, based on customer requirements, and the pipelineIdentify funding sources, sales vehicles, influencers and decision-makers at prospective customersCommunicates regularly with management and work closely with PLM to provide feedback and recommendations substantiated by progressive knowledge of the customer and competitor landscapes.Qualifies new leads and set up meetings to communicate customer requirements, campaign needs, and due diligence resultsIn conjunction with the Marketing, Flight Ops, Project Management, and Customer Support Departments, organizes and supports trade shows, flight demonstrations, training, and customer service visitsOther duties as assignedExperienceMinimum of 12 years of relevant Business Development experience Prior relevant experience working with customers within the region and understanding customer requirements/needs/issues, with demonstrated success.In-depth knowledge of geopolitics, regional and in-country operational needs relating to autonomous systems, both aerial and ground.Extensive understanding of cultural and political attributes of countries in the area. Proficiency in Arabic language desiredDemonstrated experience in writing proposals and winning contractsStrong track record of successful sales of autonomous systems to defense & security entities in the Middle East and Africa regionExperienced in foreign material sales (FMS), direct commercial sales (DCS), export licensing requirements, FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operationMust be living in the region or able to relocate into the regionMust have a valid driver's license and clean DMV recordEducationBachelor's degree in Business Administration, Aerospace, International Relations or relevant discipline; Advanced degree is preferredAdditional RequirementsHaving broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective waysStrong Business Development acumenStrong understanding of USG acquisition and program planning processesDemonstrated business experience working with cross-functional teamsStrong communication, negotiation, strategic planning and interpersonal skillsComputer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)Able to excel in a fast-paced, deadline-driven environment, where small teams share a broad variety of dutiesAble to work with a high level of independence as well as of a part of high-energy teamsDisplays strong initiative and drive to accomplish goals and meet company objectivesTakes ownership and responsibility for current and past work productsIs committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the companyFocuses on teamwork and puts the success of the team above one's own interestPhysical DemandsAbility to work in an office and home office environment (Constant)Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)Ability to travel extensively, both domestic and international, sometimes on short noticeClearance LevelSecretThe salary range for this role is:$126,500 - $192,750AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills.ITAR Requirement:This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment’s determination that it will be able to obtain an export license in a time frame consistent with AeroVironment’s business requirements. A “U.S. person” according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements.Benefits: AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit: http://www.avinc.com/myavbenefits.We also encourage you to review our company website at http://www.avinc.com to learn more about us.Principals only need apply. NO agencies please.About AV:AV isn’t for everyone. We hire the curious, the relentless, the mission-obsessed. The best of the best.We don’t just build defense technology—we redefine what’s possible. As the premier autonomous systems company in the U.S., AV delivers breakthrough capabilities across air, land, sea, space, and cyber. From AI-powered drones and loitering munitions to integrated autonomy and space resilience, our technologies shape the future of warfare and protect those who serve.Founded by legendary innovator Dr. Paul MacCready, AV has spent over 50 years pushing the boundaries of what unmanned systems can do. Our heritage includes seven platforms in the Smithsonian—but we’re not building history, we’re building what’s next.If you're ready to build technology that matters—with speed, scale, and purpose—there’s no better place to do it than AV.We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.ITARU.S. Citizenship is required. Secret or Top Secret clearance, or the ability obtain a clearance is desired.