电子战业务发展主管
Senior Director, Electronic Warfare Business Development
**员工类型**
常规职位
**职位描述**
**简介**
高级总监，电子战业务发展通过管理现有客户关系并在电子战市场中开发新的客户群体来推动收入增长。该高级主管领导一个经验丰富的电子战业务发展团队，负责通过制定和实施参与策略及提案开发来实现业务获取，通过交易成交达成季度和年度获取目标，确保客户满意度，并在合同授予后与客户项目办公室和单位保持紧密联系。需要一位高度积极、有成果的领导者，能够理解如何在竞争环境中取胜，以达到并超越公司的财务目标。该职位识别客户需求和能力差距，提供能力简报，并协调会议以有效定位电子战解决方案。需要积极参与行业活动，包括会议、贸易展和客户演练，以扩大市场影响力和销售线索。成功通过电子战业务发展团队对年度AOP目标和整体团队表现的贡献来衡量。
**岗位职责**
- 领导和监督电子战业务发展团队，确保所有培训任务、职业发展、工时管理和费用报告管理按时完成
- 确保所有产品和服务符合监管要求
- 具备独立运作的经验和能力，以完成预订目标
- 识别并赢得新业务机会，同时满足所负责客户的需求
- 代表AV公司与高级客户进行沟通，并持续努力加强公司在客户组织中的声誉
- 使用新的业务流程和Salesforce客户关系管理（CRM）工具；了解指标应用以及五年获取管道的开发和管理
- 积极响应内部任务要求，及时提供所需数据
- 制定、简报并实施针对重大机会的捕获计划，包含有力的获胜策略
- 进行市场研究，评估机会的规模和潜在价值
- 进行竞争评估，了解AV解决方案的优势和劣势
- 准备并简报月度预测审查和半年度战略规划
- 协助优先考虑公司的投资建议——识别下游收入
- 识别资金来源，共同
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**Worker Type**
Regular
**Job Description**
**Summary**
The Senior Director, Electronic Warfare Business Development drives revenue growth by managing existing customer relationships and developing new customer segments within the Electronic Warfare market. This senior supervisory leads an experienced EW BD Team responsible for business capture through development and implementation of engagement strategy and proposal development, achieves quarterly and annual capture targets through deal closure, ensures customer satisfaction, and maintains close ties to the customer program offices and units following contract award. Requires a highly motivated, proven leader who understands how to win in a competitive environment to meet and exceed financial corporate goals. This role identifies customer requirements and capability gaps, delivers capability briefings, and coordinates meetings to position EW solutions effectively. It requires active engagement across industry events, including conferences, trade shows, and customer exercises to expand market presence and pipeline. Success is measured by the EW BD Team’s contribution to annual AOP targets and overall team performance.
**Position Responsibilities**
- Leads and supervises the EW BD Team ensuring timely completion of all training tasks, professional development, timecard management, and expense report management
- Ensures regulatory compliance of all offerings
- Experience and comfort operating independently to execute bookings targets
- Identifies and wins new business opportunities while meeting the needs of assigned customers
- Represents AV to senior customers and continuously works to strengthen the company’s reputation within the customer organization
- Utilizes new business processes and the Salesforce Customer Relationship Management (CRM) tool; understands metrics applications and development/management of five-year capture pipelines
- Embraces and delivers on internal tasking requirements to deliver required data on short notice
- Creates, briefs and implements capture plans with compelling win strategies for major opportunities
- Conducts market research to assess size and potential value of an opportunity
- Conducts competitive assessments to understand strengths and weaknesses of AV solutions
- Prepares and briefs monthly forecast reviews and semi-annual strategic planning
- Helps prioritize company investment recommendations – identifies downstream revenue
- Identifies funding sources, contract vehicles, influencers, and decision-makers with prospective customer organizations and engages to shape requirements for AV solutions
- Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
- Qualifies new leads and manages meetings to identify initial customer requirements
- Assists with marketing collateral development
- Other duties as assigned
**Basic Qualifications (Required Skills & Experience)**
- Bachelor's Degree in a related field of study is required or equivalent combination of education, training, and experience
- 7 years of demonstrated experience in business development activities or related government/defense and/or intelligence industry experience
- Experience understanding customer requirements and capability gaps
- Experience driving revenue in the EW sector and contributing to meeting yearly AOP objectives
- Good understanding of SIGINT, EW, and Offensive Cyber Operations (OCO) mission sets and CONOPs across land, air, and maritime platforms.'
- Ability to travel, both domestically and internationally, up to 50% of the time
**Other Qualifications & Desired Competencies**
- Top Secret Clearance Required. SCI preferred.
- General understanding of Wi-Fi, Bluetooth, IOT, and L-Band SatComm protocols preferred
- Demonstrates strong written and verbal communication skills
- Performs well in a rapidly growing organization with rapidly changing requirements and sales targets
- Highly self-motivated with strong problem solving and multi-tasking skills
- Uses vision to think beyond the immediate situation, explore multiple potential paths, and adapt decision-making style based on the situational circumstances
- Inspires, motivates, and empowers people to deliver organizational goals, while also delivering value back to employees
- Brings organizational values to life using personality, uniqueness and the creation of a shared vision
- Champions the process of change and promotes a culture of quick adaptation while helping others deal with the effects of change
- The ability to develop and maintain internal and external trusting, professional relationships
**Physical Demands**
- Ability to work in an 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 (Frequent)
**Special Requirements**
- U.S. Citizenship Required
- Must have a valid driver’s license and clean DMV record
- Must be within commutable distance to an AV location
**Clearance Level**
Top Secret
The salary range for this role is:
$178,000 - $284,750
AeroVironment 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](http://www.avinc.com/myavbenefits).
We also encourage you to review our company website at [http://www.avinc.com](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._
**ITAR**
U.S. Citizenship is required. Secret or Top Secret clearance, or the ability obtain a clearance is desired.