Senior International Business Development Manager at Raytheon Technologies (Orlando, FL)

| Orlando, FL
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Date Posted:
United States of America
FL602: Orlando, Raytheon Systems Company, Orlando, FL, 32826, United States of America

The position you are applying for is with Vertex Technology & Training Solutions which was formerly Raytheon Global Training & Logistics.

Vertex Aerospace LLC acquired Raytheon Global Training & Logistics in December 2021.

The Senior Business Development Manager (Sr. BDM) is responsible for leading cross functional business teams to develop strategies and a pipeline of qualified opportunities within Raytheon Intelligence & Space (RI&S) International Training, Simulations and Logistics market. The Sr. BDM develops and builds relationships with senior customers, and is responsible for leading and participating in capture / pursuits ranging from $50M - $550M, to achieve the company's International strategic business goals and generate a minimum of $550M in annual bookings with measurable growth over five (5) years with specific focus within the Middle East, North Africa (MENA), and Eastern / Western Europe geographic regions. The successful candidate is responsible for developing relationships, supporting business pursuits, and identifying new business opportunities, aligned with the company's strategy for international growth and long range plan.

Develops and maintains close United States (U.S.) Department of Defense (DoD), and International customer relationships, and is responsible for direct support to RI&S and GTL businesses for: focused geographic regions, and specific country strategy efforts, identifying and validating opportunities, knowledge of customer requirements, conducting market studies and forecasting reviews, winning pursuits (i.e. Closing deals as a member of pursuit team), and participating in win/loss analysis after campaign. Build the Raytheon network in International customer and industry communities. Interface with Raytheon leaders, senior military service and government leaders within focused regions / countries and the U.S. to fully understand and assess potential opportunities.

Represents Raytheon externally with customers and internally as a voice of the customer to ensure that key pursuits are won and the company achieves its bookings plan and growth targets. Responsible for identifying future opportunities for Raytheon businesses; provide timely intelligence, including realistic assessment of business opportunities and partnerships, competitive landscape; and identify current and future buying habits of the customer.
The Sr. International BDM reports directly to the Raytheon Global Training and Logistics (GTL) Business Development Executive (BDE). This position will be based in Orlando, FL.


  • Develop customer, competitor, and market understanding for assigned International market sub-segment.
  • Establish relationships with RI&S program managers and International government and military decision-makers
  • Conduct primary and secondary research to determine DoD and International customer needs and generate business leads by building relationships and identifying and qualifying new opportunities
  • Create and implement International business strategies and actions within the GTL Defense Training, and Mission Support Product Lines that create, identify, develop and qualify profitable new International business opportunities that grow the RI&S business.
  • Develop and implement multi-level and multi-dimensional customer contact plans
  • Use consultative selling techniques to better understand International customer desires and work with solutions development teams to create customer-centric solutions
  • Develop a prioritized International pipeline of opportunities that is valued at least four to five times the revenue of the business unit
  • Analyze customer information and develop customer hot buttons, key performance parameters, and opportunity price-to-win
  • Leverage capabilities of multiple functions and customer access to create, identify, develop and qualify opportunities
  • Develop initial International opportunity capture strategy and conduct a smooth transition of opportunity to capture managers
  • Work closely with capture managers to provide International customer knowledge and strategic support for capture and proposal process
  • Capture key customer and competitive knowledge and share it across the organization
  • Conduct internal and external customer briefings including Raytheon IPDS Gate Reviews
  • Position will require 30% - 50% domestic and international travel

Required Skills, Experience and Education:
  • Bachelor's degree from an accredited university, or 10 years international business experience in lieu of degree
  • 10 years of experience working with US DoD and International Training and Simulation markets.
  • Direct knowledge of focused geographic regions / country customers, including excellent working relationships with senior leaders, U.S. embassy teams, and regional industry executives.
  • Understanding of regional political and military environments.
  • Experience with the US military in the U.S. Central Command (CENTCOM) and U.S. European Command (EUCOM) areas of operation, and knowledge of how they interface with Defense Forces and international government decisions makers.
  • Significant experience in Combat and Doctrine Development of Army Platforms, Weapon systems and combined arms formations.
  • Significant experience working with US DoD-related customers in training and simulation markets, preferably to include US Army Contracting Command (ACC), US Army Training and Simulations, Program Executive Office Simulations Training and Instrumentation (PEO STRI), US Army TRADOC, and the Combined Arms Center - Training (CAC-T) community, with the primary focus on International Markets.
  • Understanding and appreciation of Middle Eastern cultural customs and norms
  • Strategic perspective to identify potential Raytheon growth opportunities within specific countries. Able to develop business plans for long-term growth in the country market by using personal contacts and assessing all available market data
  • Proven success identifying opportunities for new business in the Middle East and Europe and in fostering new opportunities within existing relationships
  • Advanced understanding of Minister of Defense and / or Ministry of Interior procurement, fiscal and regulatory environments. Working experience with the US and focused country's defense system acquisition processes and procedures.
  • Knowledge of USG foreign and security policies in country and region, including USG export requirements (ITAR, etc.) and procedures (FMS, etc.).
  • Demonstrated success in strategic planning and ability to analyze and evaluate missions, requirements, technologies and capabilities.
  • Strong initiative an experience partnering with geographically dispersed units.
  • Superior ethical standards beyond reproach.
  • Ten or more years in progressively responsible leadership positions
  • Strong interpersonal skills with special focus on cross-cultural issues; ability to successfully manage sensitive political issues.
  • Relevant business development experience, especially in developing critical relationships at a senior level.
  • Strong communication skills in writing and verbal communication, especially in dealing with the Saudi customer base.

Desirable Skills:
  • Raytheon or equivalent Capture experience
  • General management or program management experience
  • Knowledge of Raytheon's product and services

This position requires either a U.S. Person or a Non-U.S. Person who is eligible to obtain any required Export Authorization.

Raytheon Technologies is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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More Information on Raytheon Technologies
Raytheon Technologies operates in the Aerospace industry. The company is located in Waltham, MA. Raytheon Technologies was founded in 2020. It has 27 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 423 open jobs at Raytheon Technologies, click here.
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