Now Hiring - BUSINESS DEVELOPMENT MANAGER - Orolia Defense & Security in Ankeny, IA

BUSINESS DEVELOPMENT MANAGER

Rochester, NY and Ankeny, IA

Reports to: Executive Vice President – Navigation Systems

Our Technology:

We’re the world leader in Resilient Positioning, Navigation and Timing (R-PNT) solutions that improve the reliability, performance, and safety of critical high-risk operations, even in GPS/GNSS denied environments. We provide virtually fail-safe GNSS and PNT solutions and applications for military and government contract customers.

The Opportunity:

As a Business Development Manager, you will be responsible for leading the pursuits of new Government and DoD projects in the area of Navigation and Inertial Technologies in addition to driving the growth of the business to support Orolia Defense & Security and the Orolia sales goals. This role will have a special focus on U.S. classified and sensitive pursuits.

How You Will Contribute:

• Develop new Government and DoD business, directly with the Government and indirectly through large system integrators such as Lockheed Martin, Boeing, General Dynamics, Raytheon, Northrop Grumman, L3Harris, BAE Systems, etc.
• Drive business and technical relationships and close business at a rapid rate by helping to define, identify, and pursue key opportunities.
• Establish deep business and technical relationships through your knowledge of the customer’s mission and Orolia Defense and Securities’ capabilities.
• Responsible day-to-day interactions with Government agencies and large system integrators.
• Utilize a business background that enables them to drive engagement and interact at senior military levels.
• Utilize a technical background that enables them to easily interact with customers’ systems engineers, hardware/electrical/software engineers, and other technical staff members.
• Have a demonstrated ability to think strategically about the customers’ mission, technical challenges, CONOPS, with the ability to build and convey compelling value propositions of Orolia Defense and Securities' capabilities.
• Write proposals, RFI responses, whitepapers, etc.
• Generate engineering cost estimates and work breakdown structures to support internal cost and price reviews.
• Travel within the U.S. extensively to meet with customers.

What You Bring to Orolia Defense & Security:

• 8+ years of quota-carrying sales experience in a technical market
• 5+ years selling to the DoD and/or to DoD large system integrators.
• Demonstrable knowledge of U.S. Government and U.S. Defense funding and acquisition process
• Bachelor’s degree or equivalent (engineering or technical degree highly preferred)
• MBA or Master’s degree in an engineering or technical field preferred
• Sales “closer”, knowing what it takes to develop and win new business.
• Executive Speaking and Presentation Skills – white board, small and large group presentations in person and via phone/video calls; high degree of comfort speaking with C-level executives, senior military officers, and senior technical staff members; demonstrable ability to communicate effectively with both technical and non-technical individuals.
• Demonstrable Strong customer focus, ownership, urgency and drive.
• Demonstrated ability to adapt to new technologies and learn quickly.
• Self-motivated, and ability to self-prioritize effectively to achieve goals.
• High level of skill communicating effectively across internal and external organizations, both verbally and in writing.
• Expert in Sales Development, Prospecting, Qualifying, Negotiating, and Understanding informal decision making structures especially within C-Level and senior military officer relationships.
• Proficient in Positioning, Navigation and Timing technologies or some other high tech industry.
• Proficient in SalesForce CRM or equivalent, and Microsoft Office suite.
• Ability to travel

Some of “the Good Stuff”:

• Annual Bonus Opportunity
• Medical, Dental, Vision, Health Savings Account, Flexible Spending Account
• Paid Time Off
• 401k Retirement Program with Employer Match
• Gym Membership Reimbursement
• Tuition Reimbursement Program
• Employee Career Development
• Flexible working arrangements
• Excellent culture

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