Headquartered in Dulles, Virginia, IIS’ Cybersecurity and Special Missions (CSM) Mission Area provides cybersecurity and advanced intelligence solutions that strengthen critical infrastructures, information systems and missions worldwide. CSM provides cyber solutions to domestic and international government and commercial customers; delivers quick-reaction mission solutions; and expands our involvement in high consequence missions.
This position serves as the CSM DOD Account Executive, reporting to the CSM Business Development Director. This leader will be the primary point of contact between Raytheon and the customer. This leader is responsible for penetrating the account at multiple levels to build the new business pipeline, maintain customer satisfaction, and oversight of all pursuit activities. Specific responsibilities include:- Develops, implements, communicates, and manages the overall account strategy
- Develops and executes an Account Plan that defines the overall account strategy, customer contact planning, opportunity identification, and also maintains the overall account plan as a living document
- Single point of contact that is responsible for the total customer relationship
- Accountable for entire business development lifecycle for all opportunities within the account.
- Identifies opportunities that align with the CSM strategy within each Innovation Area
- Qualify opportunities and update ERPM to enter new leads in the pipeline
- Once opportunities are identified:
- If under the clip level -works with the Innovation Area(s) Sales Specialist who then qualifies and progresses opportunities to closure
- If over the clip level, liaisons directly with Capture Team on opportunity
- Identifies cross sell and upsell opportunities through existing programs and partnering with Submission Area Leaders
- Maintains a 3X qualified pipeline and responsible for the competitive bookings AOP within the account
Primary responsibilities are:- Engage and penetrate DoD “green space” accounts to promote CSM capabilities, seed opportunities and build pipeline.
- Develop and execute customer contact plans, product demonstrations and position products in the market (i.e. GSA Schedules)
- Build relationships across the RTN product organizations to cross promote CSM capabilities to these new clients
- Build relationships and represent CSM with 3rd party partners, OEM partners, system integrators etc. to promote growth of CSM
- Work directly with Solution Team to provide input to product roadmaps, IR&Ds, etc to influence future product capabilities and offerings based on customer and competitor intelligence.
- Measured on net- new “greenspace” pipeline, new customer acquisition, new partner acquisition; Product Sales”.
- Develops, implements, communicates, and manages the overall account strategy
- Develops and executes an Account Plan that defines the overall account strategy, customer contact planning, opportunity identification, and also maintains the overall account plan as a living document
- Manages a team of sub-account managers.
- Identifies business opportunities that align with the CSM strategy, and prioritizes opportunities based on strategy and budgeted resources.
- Qualifies opportunities through established gating process to get leadership and stakeholder buy-in.
- Maintains a 3X qualified pipeline and responsible for the competitive bookings AOP within the account.
- Accountable for business development lifecycle for all opportunities within the account.
PROFESSIONAL EXPERIENCE / QUALIFICATIONS- 16+ years of progressive leadership experience and experience leading teams.
- Active Top Secret Clearance
- Experience planning and leading complex projects.
- Developing and executing a growth strategy based on solid strategic planning
- Demonstrated experience creating and capturing new business
- Leading change efforts and aligning the business with changes in the market
- Developing partnerships and alliances to create cross-organizational teams focusing on business capture
- Having well established networks with senior leaders throughout the DOD customer communities. Promote the company through personal engagement with customers at senior-level meetings and conferences and has ability to engage senior leaders across the DOD Community
- Solid understanding of U.S. procurement practices, prime contractor and subcontractor relationships, and decision points within the acquisition process
- Ability to communicate, influence and motivate with a well-developed management philosophy, based on participation and consensus-building, and demonstrated ability to recruit and develop effective teams
- Ability to operate effectively and thrive in a multi-national, multi-cultural environment, creating bonds of trust and clear understanding of mutual interests
- Conversant and credible in discussing technical and mission-oriented matters
- Recognized credibility with our customer and the ability to work seamlessly with the Raytheon Leadership team
- Strong business acumen; broad familiarity with customers and company structure
- Ability to develop and maintain company networks to leverage broad resources available within Raytheon to accomplish assigned tasks
Education Bachelor’s degree in Engineering, Business Administration, Economics or International Affairs is required with an advanced degree preferred. Basic Qualifications:- Must be a self-starter, able to work autonomously and able to operate with minimal supervision in a highly visible, high pressure environment
- Creative and innovative troubleshooter who possesses very strong organizational skills, coordination, planning, analytical, teaming and problem-solving skills
- Have a high situational awareness, be able to effectively work multiple projects simultaneously with diverse groups and customers, and possess the ability to produce under stressful conditions using essential diplomatic skills
- Travel is required
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