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CSM BD Manager for FED/CIV business

Cybersecurity and Special Missions (CSM)
Raytheon is a technology and innovation leader in cybersecurity markets throughout the world. With a history of innovation spanning 96 years, Raytheon provides systems integration, and cybersecurity solutions, as well as a broad range of support services. With decades of intelligence and cyber expertise, Raytheon offers unmatched, full-spectrum, end-to-end cyber solutions that help organizations secure their space and confidently navigate the ever-changing cyber domain.

Specifically, our Cybersecurity and Special Missions (CSM) mission area integrates cyber threat management and intelligence capabilities to help organizations solve their cyber challenges, from providing computer network defense and addressing advanced persistent threats to cyber hardening of critical systems and critical infrastructure protection. Building on Raytheon’s legacy of classified work with United States government intelligence agencies and programs, CSM has made and continues to make extensive investments in research and development and important acquisitions of cutting-edge companies, as well as and maintain partnerships that span the globe, with the goal of helping companies, government agencies, and nations effectively minimize cyber risk and safeguard information and infrastructure. As evidenced by our extensive past performance record, we have never missed a technical requirement or failed to meet a contractual requirement.
Given our robust catalog of cyber solutions, CSM recently underwent a transformation designed to optimize our cyber portfolio to help organizations understand our capability and easily identify the areas where they are looking to partner. As a result of this transformation, our portfolio is now broken into nine innovation areas:
  • Cyber Analytics and Intelligence Services
  • Cyber As A Service
  • Cyber Systems Defense and Integration
  • Cyber Operations & Research
  • Cyber Physical Systems Security
  • Cyber Warfare
  • DEVSECOPS Optimization
  • Data Orchestration and Resiliency
  • Mission Services

With some of the most highly-skilled cybersecurity engineers in the business, the CSM team has provided managed security services, conducted information assurance and technical security assessments, performed social engineering campaigns, and delivered security training for hundreds of corporations.
The cybersecurity landscape is incredibly dynamic and demands the adaptability and ingenuity that only experienced innovative staff can provide. Raytheon not only believes in this, we invest in it.

The Business Development Manager (BDM) develops knowledge of customers, understanding of competitors, and an awareness of the effects of market dynamics within an assigned market sub-segment. The BDM manages resources to create, identify, develop, and qualify opportunities. The BDM leads cross-functional business teams to develop strategies and implement actions that culminate in a pipeline of qualified opportunities where Cybersecurity and Special Missions (CSM) is positioned to win. The BDM will generate up to $500M in annual bookings with measurable growth over 5 years.

This candidate will be responsible for understanding our FED/CIV customer’s needs, offering innovative solutions and ultimately is responsible for meeting and exceeding bookings, pipeline and submits targets. The BDM’s key responsibility is to engage and penetrate “green space” areas in accounts to promote CSM capabilities, seed opportunities and build pipeline, aligned with the CSM strategy.

Responsibilities
  • Develop customer, competitor, and market understanding for assigned market sub-segment.
  • Establish relationships with CSM program managers and lower-level government and military decision-makers
  • Conduct primary and secondary research to determine customer needs and generate business leads by building relationships and identifying and qualifying new opportunities
  • Develop a prioritized pipeline of opportunities that is valued at least four to five times the revenue of the business unit
  • Create and implement strategies and actions within the CSM Mission Area that create, identify, develop and qualify profitable new business opportunities that grow the IIS business.
  • Develop and implement multi-level and multi-dimensional customer contact plans
  • Use consultative selling techniques to better understand customer desires and work with solutions development teams to create customer-centric solutions
  • Analyze customer information and develop customer hot buttons, key performance parameters, and opportunity price-to-win
  • Develop initial opportunity capture strategy and conduct a smooth transition of opportunity to capture manager
  • Work closely with capture managers to provide customer knowledge and strategic support for capture and proposal process
  • Position will require 20-30% domestic and international travel

Required Skills, Experience and Education
  • 12 years related work experience with majority related to marketing management, business management or business development
  • Strong mix of commercial, defense, and military experience in the defense logistics domain
  • Experience working with DOD related government customers, preferably to include with the FED/CIV market
  • Strong understanding of security design, architecture and all facets of cyber defense
  • Develop and maintain customer understanding and relationships
  • Develop and execute marketing strategies, plans, and actions from analyzing market, customer, and competitor data
  • Record of identifying, creating, developing, qualifying, and winning new business opportunities
  • Ability to effectively communicate with military customers from all the services
  • Strong strategic and critical thinking skills
  • Strong interpersonal skills-oral, written, listening
  • Agility and flexibility
  • Initiative, high energy, and passion for developing new business
  • Existing Top Secret SCI clearance or ability to obtain
  • Ability to operate independently but still retain an enterprise focus
  • Bachelors degree
149839

Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.

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