Lead Business Development - Stellant Systems

Job Title: Lead Buisness Development 

Job Location: Remote

Stellant Systems, a premier manufacturer of critical RF/Microwave products where our technologies and products are unparalleled in the industry. We specialize in the manufacture of microwave devices for ground-based, airborne and satellite communications, industrial and medical equipment, and radar.  We combine cutting-edge technology with world-class engineering teams to deliver innovative solutions. Together, we form an invincible company. 

As an employer of choice, our goal is to deliver an exceptional employee experience - we recruit diverse, high-performing talent to help our customers exceed their mission needs, which drives our employees to achieve their full potential. Fundamental to our culture is our focus on core values, inclusivity in the work environment, and a unified dedication to continuous innovation and improvement. To serve our vast customer base ranging from the defense industry leaders to the U.S. and allied militaries, and medical communities, we need the world’s most dedicated and talented people. If these types of projects excite you, we’d love for you to join our team and help us detect, protect, and connect.

This is a unique role that blends both your technical experience with your market knowledge of both active and passive RF and Microwave components and multi-function components over multiple markets. You will share your high degree of technical knowledge of our product offerings with the customer, ensuring proper identification and accurate transfer of information between the customer and Stellant Systems personnel. You will have the opportunity to lead/participate in winning proposal strategies for major opportunities and build and maintain close working relationships with technical and management decision-making personnel for key customers to ensure optimum solutions for customer applications utilizing Folsom product and service offerings.

• The successful candidate will work effectively with the Stellant Systems Business Development (BD) and Sales leadership as well as program, technical and functional entities to coach matrixed capture teams in the pursuit, shaping, bidding and winning of new and re-competed business opportunities, as well as serving a subject matter expert for Stellant. Taking direction from the VP, Business Development, the successful candidate will:  

• Develop Stellant Systems Space and Satellite Business.
• Align with leadership to address top priorities and critical pursuits, to win new business.
• Develop and coach matrixed Capture Teams to create comprehensive win and keep-it-sold strategies.
• Ensure detailed collection and assessment of competitive information from Program Management, Engineering, and others with opportunities to collect insights.
• Use the above to actively shape opportunities and build the sales pipeline
• Facilitate Win Strategy, Color Teams, and Price to Win activities (as required)
• Recommend strategies and approaches for differentiation based on market and mission understanding, business deal, potential teaming, etc.
• Follow and leverage the Business Acquisition Process and associated tools and methods.
• Ensure team understanding of the customers mission, strategy, unmet needs, problems, barriers via active listening, iteration.

Essential Functions: 

• Understand customer instructions, evaluation criteria, competitive landscape, Stellant Systems technology discriminators.
• Translate technical understanding of products and technology for purposes of customer communication and engagement.
• Broadly work with internal Stellant functions to evaluate and implement new tools, procedures, and approaches to increase the efficiency and win percentage for new business opportunities.

• Assess and develop business deals that are competitively advantaged, while delivering results for Stellant.
• Ensure opportunities include business cases that exceed targets and/or deliver strategic position for longer term growth.

• Act as a change agent for the business, ensuring innovations and developments are led to successful implementation.

• Support the day-to-day business rhythm and reporting.
• Flexibility to travel 30% of the time.

• Bachelor's degree with a minimum of 9 years of related experience in Defense complex sell or customer facing environment.
• 3 years' experience leading successful complex capture and proposal efforts. Experience should include captures greater than $10M
• General understanding of Passive/Active RF/Microwave components or High Frequency Electronics and their uses.

Preferred Additional Skills:

• Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight.
• Proficiency with Microsoft office tools, Salesforce and Proposal generation tools.
• Understanding of Stellant technology areas.
• Ability to lead and develop relationships with geographically dispersed customers.
• Experience working with Space prime contractors, both commercial and government
• Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to win analysis.
• Ability to quickly and independently position to win new business, under limited supervision.
• Excellent oral and written communication skills.
• Formal capture management training/certifications, i.e., Shipley, Miller Heiman

Stellant Systems is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status or membership in any other group protected by federal, state or local law.

To conform to U.S. Government export regulations, the applicant must be a U.S. citizen, lawful permanent resident of the U.S. (e.g. Green Card holder), or a protected individual as defined by the International Traffic in Arm Regulations (ITAR).