Summary 

The Senior Manager, International Business Development (IBD) will be responsible for growing the CAE USA Military Training portfolio outside of the United States. The IBD Senior Manager will collaborate with program and functional teams to develop capture strategies. Activities will include opportunity identification and qualification, customer relationship management, competitive intelligence, price-to-win, customer analysis, and capture team leadership. This position is based in Tampa, FL or Arlington, TX and reports to the Director of International Business Development.

Essential Duties and Responsibilities 

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Working knowledge and previous experience in Foreign Military Sales
• International Relations: Experience working with foreign governments or military organizations, understanding cultural nuances, and navigating the complexities of international business dealings.
• Technical Knowledge: Background in defense systems, military technologies, and related product offerings, which allows for effective communication of technical specifications and benefits to potential customers.
• Strategic Planning: Develop and implement strategies to enhance foreign military sales and direct commercial sales, focusing on long-term growth and market penetration in international defense sectors.
• Government Contracting: Familiarity with the processes and regulations governing U.S. government contracts, specifically in relation to foreign military sales, including knowledge of the Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Policy Compliance: Ensure adherence to U.S. government regulations and policies regarding foreign military sales, including the Arms Export Control Act (AECA) and International Traffic in Arms Regulations (ITAR). 
• Client Relationship Management: Establish and maintain strong relationships with foreign government officials, military leaders, and defense stakeholders to foster trust and facilitate sales engagements.
• Proposal Development: Prepare and coordinate comprehensive proposals and presentations tailored to the specific requirements of foreign military clients, ensuring compliance with applicable regulations.  Assist clients in writing Letters of Request.
• Cross-Functional Collaboration: Collaborate with engineering, finance, legal, and program management teams to align efforts and ensure successful project execution.
• Contract Negotiation: Lead negotiations with foreign buyers, addressing terms, pricing, and delivery schedules to finalize sales agreements.
• Performance Tracking: Monitor sales performance metrics, analyze results, and prepare reports for management to track progress against targets.
• Training and Support: Provide guidance and support to foreign military clients regarding product utilization, maintenance, and operational needs post-sale.
• Networking and Representation: Represent the company at international defense exhibitions, conferences, and trade shows, networking with potential clients and industry partners.
• Ensure compliance with company policies and procedures and other practices set forth by upper management
• Continuous Improvement: Identify areas for process improvement in FMS procedures and practices to enhance efficiency and customer satisfaction

Qualifications and Education Requirements 

• Bachelor’s Degree in business, international relations, or other applicable field
• This role can only sit in Tampa, FL, or Arlington, TX
• 10+ years of international military business development experience
• Experience working with Foreign Military Sales (FMS) and/or Direct Commercial Sales (DCS) customers
• A proven track record of sustained business growth with large government programs across a broad range of customers and contract vehicles
• Must have knowledge of the Departments of State & War international acquisition process, security cooperation organizations, export, and policy governing sales of defense articles and services to include FMS and DCS
• Comprehensive understanding of the capture management process with expertise in working the upfront positioning/shaping in the international market
• Proven ability to develop and implement creative strategies to win bids
• Excellent written and oral presentation skills, including the ability to generate written materials to communicate to customers at all levels, including senior executives
• Experience leading teams and managing budgets
• Experience managing and directing international consultants/agents
• Demonstrated ability to build customer and industry relationships
• A demonstrated capability to think strategically and execute tactically
• High proficiency in analyzing customer requirements, decomposing solicitations, and creating briefing packages to internal leadership with winning strategies
• Experience in the training and simulation market is a plus and highly desirable
• Department of War (DOW) Security Cooperation Workforce (SCW) certification and/or completion of Defense Security Cooperation University (DSCU) courses is a plus and highly desirable
• Ability to travel up to 30% of the year
• Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role. 

Preferred Skills 

• Simulation and Training experience
• Technical/Proposal writing
• Technical presentations
• Strategy Development
• Relationship development and management
• Business case development
• FMS & DCS process understanding
• ITAR familiarity
• Understanding of political, military, and economic relationships with international customers

• US Air Force and fighter aircraft experience is a plus and highly desirable

Security Responsibilities   

Must comply with all company security and data protection / usage policies and procedures.  Personally responsible for proper marking and handling of all information and materials, in any form. Shall not divulge any information, or afford access, to other employees not having a need-to-know. Shall not divulge information outside company without management approval.  All government and proprietary information will be accessed and stored electronically on company provided resources.    

•  Incumbent must be eligible for DoD Personal Security Clearance.   

Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role.   

Work Environment   

• Duties performed in an office environment and manufacturing facility. 

• Must be able to work overtime on and off-shifts as required. 

• The employee is on call 24x7 for the resolution of problems and issues. 

Physical Demands   

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.    

• Frequent Minimal physical effort such as sitting, standing and walking.  

• Shifts and/or schedules may change throughout the year as dictated by management and business needs  

• May be required to sit and review information on a computer screen for long periods of time  

• May require repetitive motions of the hands and wrist related to writing and typing at an electronic keyboard  

• Extended working hours may be required as dictated by management and business needs  

Other Duties   

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice.