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Mercury Systems Sensor Systems - Business Development Director in Any City, Massachusetts

Overview This role is responsible for planning, developing, and winning business opportunities at Lockheed Martin Rotary and Mission Systems (RMS) across for Mercury’s Sensor Systems business unit. This role leads cross-functional teams and works in partnership with other key functional partners including engineering, program management, contracts, and others to build strategic relationships with customers, shape and grow opportunities, and win programs. Responsibilities * Identifies key “fields of play” to determine where to focus sales efforts according to both strategic account planning and tactical opportunity identification standpoints. * Demonstrates experience with developing and utilizing a Strategic Account Planning Methodology. * Assesses sales forecasts and funnel health, adjusting plans and approach accordingly to hit quarterly bookings and revenue targets. * Provides timely, concise, and accurate written information of account and opportunity status, plans and events. * Submits opportunities to the capture process to plan for and book resources to drive services-led deals. * Develops and maintains senior-level relationships within strategic Prime Contractor organization to stay aligned on emerging programs and business requirements. * Connects key individuals between Mercury and the customer to build relationships and networks. * Liaises between the client and Mercury team to manage expectations on project status, timelines, and quality standards, and to drive results and customer satisfaction. * Identifies and grows opportunities by understanding current and future requirements and influentially demonstrating Mercury capabilities. * Proactively and effectively leverages the Mercury team to collaborate with one another and the customer to create and grow opportunities and achieve sales objectives. * Applies proper solution selling model and methodology for opportunities and works collaboratively with Product Line Sales, BD and Capture. * Uncovers needs and opportunities through diagnostic questioning and meets them with Mercury solutions. * Accurately determines budgets and purchasing intentions to set realistic quotes that are both competitive and profitable. * Perseveres through any obstacles to reliably deliver on bookings goals. Requirements * 15+ years in Sales or Business Development with track record of delivering financial targets, executive selling, bringing a consultative sales approach to work with the customer as a business consultant to identify challenges, needs, and potential opportunities to solve pain points with company capabilities. * Must have 8+ years of direct and recent experience in selling Defense Electronics to defense primes (preferably Lockheed Martin) or candidate must have worked at a defense prime in a business leadership/business development role with experience in the Mission Systems sector. * Deep understanding of customer challenges, business strategies, industry trends, and competitor capabilities with 2+ years broad experience preferred selling to prime contractors and government, program, or program executive offices in some combination of the EO/ISR, RF/IF/Microwave, Radar, Sonar, EW, Missiles, Munitions, C4I, SIGINT, and ELINT market space. * Bachelor’s degree required * Experience with embedded, secure, or server systems and sensor processing solutions strongly preferred. * Experienced practitioner of consultative selling methods and Capture Strategies (preferably Solution Selling & Shipley) as well as Large Account Management Experience. Must understand the nuances of selling solutions—HW, SW, Services and a customer experience. * Proficient in use of sales technology including (SFDC) and MS-Office. * Proximity to the account or willingness to relocate. * Candidates must be a US citizen with ability to obtain a Secret Clearance. Why should you join Mercury Systems? Mercury Systems is a technology company that makes the world a safer, more secure place. We push processing power to the tactical edge, making the latest commercial technologies profoundly more accessible for today's most challenging aerospace and defense missions. From silicon to system scale, Mercury enables customers to accelerate innovation and turn data into decision superiority. Headquartered in Andover, Massachusetts, Mercury employs more than 2,300 people in 24 locations worldwide. To learn more, visit Our Culture We are committed to making Mercury a great place to work, no matter where our employees are located. We offer a casual and enjoyable atmosphere that allows employees to learn and grow. We help and care for one another and work as one to achieve results for us and for our customers. We value communication and transparency, and strive to foster two-way dialogue at all levels of the organization. We are committed to lifelong learning, offering comprehensive skills training and tuition reimbursement. Whether you're just starting out on your career journey or you are an experienced professional, it's important to us that you feel recognized and rewarded for your contributions. To find out more about Why Mercury?, or visit the Mercury Community or find answers to general questions at Mercury FAQs Mercury Systems is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status. As an equal opportunity employer, Mercury Systems is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact the number below. (978) 256-1300 Click here read about our recent press release. Click Here to learn about OFCCP Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled