US Defense Growth Director

Korn Ferry

Englewood (CO)

On-site

USD 170,000 - 250,000

Full time

8 days ago

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Job summary

ArianeGroup in the US seeks a Director of Business Development for its Defense division to drive growth, identify opportunities, and manage customer relationships across the DoD landscape. This leader will align with global program teams and shape the go-to-market approach for defense products and services.

The role requires a deep understanding of defense acquisition, exceptional negotiation skills, and the ability to travel.

Qualifications

Primary functional depth in a sales role and regulated environment with history of achieving revenue goals.
Minimum 5-8+ years’ sales experience in the missile systems defense sector with developed network.
Proven growth track record in a lightly resourced environment and growth stage firm; fixed-price agreement familiarity and understanding of prototype evolution through various stages of development.
Established and tested strategies to build crucial alliances; able to identify, engage, and manage new business and decision-making relationships; and familiarity with DoD acquisition and procurement.
An excellent negotiator and relationship builder with the ability to influence at senior levels.
Proficiency in sales management (CRM) tools and use of sales analytics.
Self-driven and agile, with the ability to lead cross-functional teams and [internally] collaborate.
Adaptability and flexibility to work with multi-national teams, including remote leadership.
Ability to travel and attend events—an unblemished level of integrity and professional representation.
US Citizenship or the legal right to work in the US is required.
A bachelor’s degree is required; Engineering degree or equivalent OR business degree, with a specialization in international business or military project management is preferred.

Responsibilities

Identify and quality market opportunities in the US defense sector; lead the business development strategy and close; stay current and relevant on defense requirements.
Provide contextual & soft inputs to support the bid effort, give recommendations on the winning strategy, support ArianeGroup and affiliates teams to understand all necessary information to prepare and submit technical and commercial proposals in response to tenders.
Coordinate with program teams in France and Germany to ensure compliance of proposals with US client requirements; align user requirements with platform capabilities, and be the voice of the customer and communicate frequently with internal teams and colleagues—tailor actions and solutions accordingly.
Maintain a trust-based relationship with US clients by providing rigorous project follow-up and addressing client-specific needs.
Develop a robust pipeline of government and defense contacts and decision makers; focus on maintaining and building relationships with DoD; COCOMs; Army, Navy, Marine Corps; and relevant PEO/PAEs.
Identify training and technical support needs of clients and coordinate with internal teams to address them.
Identify addressable market and competitive landscape, influencers, and sources of capital; develop use-cases; act as brand ambassador and spokesperson; represent firm at conferences and across industry.
Delivery of Key Performance Indicators: Number of Qualified Opportunities; Profitable Order Intake; Customer Intimacy (coverage and frequency); Win-Rate and Bid On-Time Delivery; Compliance to Contract Rules; and Customer Satisfaction.
Take ownership to build the team and introduce process and structure.