Business Development Manager-Aerospace Defense Custom Solutions

Keysight Technologies
paid holidays, tuition reimbursement, flex time, 401(k)
United States, Colorado, Loveland
900 South Taft Avenue (Show on map)
Nov 07, 2024
Overview Keysight is on the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~15,000 employees create world-class solutions in communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor markets for customers in over 100 countries. Learn more about what we do. Our powerful, award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. Diversity, equity & inclusion are integral parts of our culture and drivers of innovation at Keysight. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers. Responsibilities The Aerospace Defense Custom Systems team (ADCS) has been growing for 18 years at a significant rate. Continuation of this growth will be the primary responsibility of the ADCS Business Development Manager who will lead the team in securing profitable orders for test systems, switch matrices and mechatronics. The successful candidate will demonstrate ownership of order growth in all ADCS regions and will be comfortable in developing relationships with Keysight field and customer personnel across the Americas, Europe and Japan. Responsibilities The Business Development Manager will be responsible for expanding our business through close collaboration with customers and the Keysight sales teams, competitive analysis, strategic planning and product positioning. Specific responsibilities will include: *Order Generation and Growth:* Accept ownership of quota and order generation requirements Lead the business development team to meet the required order plan in FY'25 Position the team for success in growing the ADCS business year over year Develop and execute an effective strategy and plan to increase orders, bookings and new program captures Generate technical marketing materials and presentations *Customer Relationships* Customer relationship management and planning long term growth Working with customers to identify solution needs and define detailed requirements, business, project and technical needs Negotiate favorable pricing and contract terms on large deals to ensure business success during project execution *Close Collaboration with Keysight Sales Teams* Work closely with field team at both the tactical level (for specific deals) and the strategic level Support Keysight Account Managers and Field Engineers in Customer interactions and closing deals Identify target customers by working with field engineers and application engineers to understand potential needs, customer constraints and business positions Work with account managers to plan and execute marketing and outreach campaigns to identify potential new customers and application areas *Team Management and Coordination* Manage a team of 10+ business development and support personnel, setting objectives and supporting each team member in meeting their objectives Ensure alignment with engineering and project management teams on overall strategy and specific deals to ensure a common vision for all teams Continuous improvement of the business development and order management tools and processes Direct and manage resources to implement tactical business plans and programs/projects Develop and implement solutions to department issues Qualifications BS/MS Degree in Engineering or related discipline Minimum of 10+ years' experience in sales and business development Minimum of 5+ years' experience working in or with US defense contractors Proven experience in Aerospace/Defense (preferred) and the Test and measurement industry Experience working with customers to provide complex RF solutions Minimum of 5+ years' experience managing a team Adept at developing and executing effective strategies to increase orders, bookings and new program captures Proven expertise in managing new business capture throughout the business development cycle from market analysis, planning, targeting and gathering information through proposal development and eventual closure of the capture Based on customer requirements, US Citizenship is required Candidates must be eligible and willing to obtain and maintain a US DOD security clearance Key Skills and Attributes Customer relationships - develop and maintain personal relationships with customers and sales personnel sufficient to support business development objectives and to serve as an escalation point for sales issues Exceptional Communication skills - both written and verbal with ability to articulate Keysight value and the capabilities of the ADCS team for both field and customers Detailed understanding of the project-based business within AD customers, defense processes and contractual issues Management of experienced personnel - skilled at providing clear direction and priorities and then understanding when to support and when to stand back Comfortable in negotiating with customers - both price and contracts Possesses Cultural sensitivity - this position requires interaction with staff and customers at all levels in multiple countries Careers Privacy Statement *Keysight is an Equal Opportunity Employer.* Keysight Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws. Colorado pay range: MIN $124,950.00 - MAX $208,250.00 Pay is based on experience, education and skills, most offers will be between the minimum and the midpoint of the Salary Range listed above. Note: For other locations, pay ranges will vary by region This role is eligible for Keysight Results Bonus Program US Employees may be eligible for the following benefits: Medical, dental and vision Health Savings Account Health Care and Dependent Care Flexible Spending Accounts Life, Accident, Disability insurance Business Travel Accident and Business Travel Health 401(k) Plan Flexible Time Off, Paid Holidays Paid Family Leave Discounts, Perks Tuition Reimbursement Adoption Assistance ESPP (Employee Stock Purchase Plan) #LI-MED1