Business Development Executive - Defense
Advanced Navigation
Sales & Business Development
Washington, USA
Posted on Dec 3, 2024
Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.
Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk
Overview of Position
Aligned with our strategy to increase AdNav's penetration into the Defense Market, we are purposefully looking to grow our presence in the US Defense Market Space. As a successful candidate for this role, you will have a strong background in APNT technology, Systems Integration, Business Development and Sales. Key Domains include Land Systems, Rocket/Missile Systems, Radar & Counter UAS. Skills should include identifying customers & partners, driving sales, developing customer & key stakeholder relationships, and building the Company's brand awareness ultimately resulting in landing new strategic accounts.
Role Responsibilities
- Business Development & Sales Responsibilities for Defense Opportunities across the territory (US Defense & Other as assigned)
- Research and identify key large-scale programs for our products/solutions portfolio for Defense applications across the region
- Identify strategic partnerships that will better position the company and accelerate our opportunity for winning Defense programs
- Establish key relationships across the Defense industry with US Military Stakeholders and Defense primes, including mapping out organizations with influencers and decision makers identified
- Identify and layout key program deliverables, features/requirements and certifications that are needed to ensure success in the Defencs market in The Americas region
- Drive the Orders and top-line revenue by expanding growth with existing customers, acquiring new customers and driving upsells by fostering the adoption and use of our products, solutions and services
- Own the end to end sales process, from lead to prospect to close, bringing Advanced Navigation solutions to new and existing customers
- Working closely with the Chief Revenue Officer, Head of Global Defense, and others to execute the company’s Go-To-Market strategies
- Paint the Advanced Navigation vision and opportunity for prospects through a combination of ROI and qualitative value propositions
- Understand the technical requirements of each customer and work closely with Engineering, Support, and Product Groups to guide the direction of our offerings and solutions
- Work openly with other Advanced Navigation teams (e.g. Marketing, Sales Operations, Products Group, Support and Operations) to improve our go-to-market plans, execution and acceleration of our growth
Qualifications, Skills & Experience
- Bachelors Degree or other qualification in a related technical field is required
- 5-10 years experience in The Defense industry
- 5+ years experience of business development, sales and account management, experience with high-tech solutions in at least one of the following Defense verticals; aerospace, land systems, autonomous vehicles/robotics, maritime/subsea, Missile & Rockets
- Executive presence with the ability to represent and present in front of an audience
- Be a strong team player that is passionate about being a part of a fast-moving and entrepreneurial company
- Flexibility to work within multiple time zones primarily within the The Americas region as well as connecting and being accessible with the Global Head Office, based in Australia.
- Have an understanding that you will be travelling roughly 50% of the time
- Relevant technical knowledge, such as inertial sensors, acoustics, GNSS, optical sensors, and robotics with an ability to go deep enough on technical aspects to differentiate between varied and comparable navigation products/solutions in the market
- Coach-able and invested in your professional growth, development, and career path
- Strong skills with CRM solutions, preferably Salesforce
- Excellent communication and writing skills with the ability to be both technical and analytical
- The ability to adapt to a fast-changing environment, international cultures, and distributed teams
- Be highly motivated with an energetic, responsive and decisive disposition;
- Proven high standard of attention to detail, time management and “follow-through”.
What are some of the benefits you will have access to?
You'll have access to industry-leading products with diverse applications within some of the most interesting and exciting projects worldwide. We’re growing a team of inspired, smart, and driven individuals from all sorts of backgrounds. With great opportunities for growth and variety, we strive to help each employee carve out the path that’s right for them.