Reporting to the Business Development Leader, the successful candidate will drive significant growth opportunities for Mercury Systems with Northrop Grumman. This role leads cross-functional teams and works in partnership with other key functional partners including capture, sales, engineering, program management, contracts, and others to build business pipeline and strategic relationships.
The ideal person will be an accomplished, roll-up-your-sleeves, innovative and technical expert in developing new business at Northrop Grumman in Communication and Processing advanced electronics
Responsibilities:- Work with Northrop Grumman' Chief/Advanced Technology and Business Leadership in growing a market leading new business portfolio through expertise in well versed promotion and influence of Mercury's Processing Platform products and technologies.
- Lead a customer focused integrated project team made up of cross functional and BU team members i.e. Programs Managers, Engineering, Sales, Advanced Concepts Experts etc.
- Work with Mercury's Northrop Grumman Executive Sponsor
- Develop, execute and influence a detailed engagement and growth strategy for Northrop Grumman
- Drive Executive Level engagements at EXCOMM's, Trade Shows and industry meetings
- Build collaborative and Integrated relationships with key internal stakeholders to drive Customer Intimacy
- Connect current and be able to influence future needs/requirements of Northrop Grumman with Mercury products, programs, technologies and capabilities
- Lead an integrated team to manage, grow, and deliver an annual orders plan for Northrop Grumman
- Meet commitments to grow and expand the Mercury Pipeline with Northrop Grumman
- Provide quarterly updates/reviews to Mercury senior leadership on Northrop Grumman with detailed progress towards the annual and long-term Growth plans
- Drive early Gate processes for new pursuits by collaborating with internal and external customers on strategic planning
- Be the Voice of the Customer to Mercury Systems
- Be the Voice of Mercury to Northrop Grumman business leadership
- Accurately determine budgets and procurement intentions to set realistic Price to Win targets
- Achieve a set KPI's to expand and convert Pipeline to align with internal priorities
- Minimum 50% travel
Required Qualifications:- Bachelor's Degree (or equivalent knowledge and experience) in Electrical, Electronic or Aerospace Engineering with concentration in Computer Science and/or Communications Systems
- Typically requires 20+ years of Aerospace and Defense Industry experience in relevant disciplines to include
- Business Development, Engineering, Program Management, Strategy or Sales of
- Components, Modules and Subsystems to the USG and Tier 1 contractors
- Significant knowledge and experience with Northrop Grumman as a supplier, customer, competitor or former employee
- Collaborative in nature and able to seamlessly lead and participate in integrated teams with shared equity and accountability for the results
- The successful applicant must be able to understand and quickly learn products & technologies to analyze customer requirements and confidently communicate Mercury solutions and customer value propositions.
- Proven track record on development and execution of capture plans
- Exceptional verbal and written communication skills. Able to articulate to customers internally why a particular strategy or offering is aligned with Mercury strategy (Gate reviews)
- Ability to travel a minimum of 50% of the time to meet with customers, attend trade shows and key internal face to face meetings.
- Current Secret clearance or ability to receive one within nine months
- Solid background knowledge of US Export control procedures and restrictions to include ITAR and Depart of Commerce regulations
- US. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. government
- An active DoD Secret Clearance or higher
Preferred Qualifications:- Significant number of contacts and relationships with Northrop Grumman mid and senior levels of management
- Direct and recent experience in selling Defense Electronics to defense primes
- Current Top-Secret clearance or ability to obtain one
- Experience in Business Development, Capture Management, and Program Management
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