Raytheon Sr Mgr Capture Management in Woburn, Massachusetts

The ICS Business Capture Manager for the Identification, Friend or Foe (IFF) and Tactical Communications Markets reports directly to the Integrated Communications Systems (ICS) Business Development Executive (BDE). In this role, the ICS BD IFF and Tactical Communications Manager (CM) is responsible for growing new domestic and international business focusing on early Customer engagements in US & International Avionics and Air Defense markets. The CM is responsible for developing and executing strategies to grow both the domestic market and for expanding the footprint for both current and emerging franchise products into new markets with emphasis on international opportunities driving 10% year over year growth in potential bookings annually. Responsibilities include managing large, complex capture campaigns in specific countries, particularly in the Middle East North Africa (MENA) region. A working knowledge of customer procurement processes, funding capabilities, priorities and requirements is critical. The CM must demonstrate the abilities to work across SAS Mission Areas as well as Enterprise-wide Businesses, product lines and functional areas to plan, coordinate and execute strategies that competitively position global integrated air defense solutions. Additional responsibilities include: Develop, identify and assess new business opportunities, and position new business resources to achieve growth objectives. Identifying and mitigating barriers to market entry by creating strategies that address the issues from the customer perspective Meet or exceed key revenue targets, and build relationships that enable marketing efforts that result in new business. As assigned, coordinate and manage NBI, capture/gate activities, program performance reviews, and technical and customer briefings Provide recommendations with regard to formulation, implementation and management of discretionary resources Develop and execute strategies for the releasibility, licensing and export of ICS solutions and products In conjunction with Product Line Leaders, must create, analyze and articulate innovative solutions to militarily significant problems in support of both domestic and international opportunities. Support of BD deliverables such as whitepapers, New Business Assessment (NBA) inputs, Focused Pursuit Reviews (FPR), IR/PRA Planning, and other related requests Support and drive change for S&BD strategic initiatives within the mission area. Support customer visits, events and trade show planning for IFF and tactical communications business, leveraging Customer Intelligence Analyst (CIA) for high-level and/or cross-mission area engagements Support of domestic and international reps & consultants, and international due diligence In conjunction with Product Line Leaders, must create, analyze and articulate innovative solutions to militarily significant problems in support of both domestic and international opportunities for IFF and tactical communication solutions that smartly leverage commonality of design, design for exportability to obtain most efficient and effective use of company investments and savvy product line commonality strategies. Basic Qualifications: Understanding of US & International Avionics and Air Defense markets. Understanding of Communications and IFF Systems (Architecture, Operational requirements). Experience with OEM’s (Boeing, LM, L-3, etc.) US DoD and potentially FAA/NSA. Ability to lead major pursuits and develop capture strategy. Self-Starter and Visionary Ability to integrate customer requirements to product technology roadmaps. Experience with Air Traffic Control Secondary Surveillance Radar applications including Mode 3/a, C, S and ADS-B (in and out). Developing technology requirements (IRAD/CRAD) in conjunction with engineering leads to support new business capture and technology roadmaps. Able to travel internationally and experienced in cross cultural business development and relationship building. Ability to develop and deliver engaging presentations to broad domestic and international customer base on the subject of IFF and Tactical Communications capabilities. Proven ability to develop strong internal and external relationships; knowledgeable and respectful of others views. Proactive, responsive, consistent and persistent in interactions. Familiarity with the defense acquisition system. Excellent written and verbal communications skills – active listening, ability to articulate customer’s environment and needs to all management levels. Working knowledge of Integrated Product Development Systems. Active DoD Secret Clearance US Citizenship is required. Required Skills: Minimum 12 years of related work experience in Business Development, Capture or Acquisition/ Program Leadership / Engineering Experience and technical background to create international offset opportunities from diverse technologies and systems Ability to align opportunities within the context and in support of US strategic alliances Experience and understanding of customer requirements, priorities, funding and acquisition processes in global markets under both Foreign Military Sale and Direct Commercial Sales. Experience and knowledge of ITAR/EAR regulations and jurisdiction/classification issues within the recent Export Control Reform framework. Experience and the ability to obtain marketing intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies Experience developing and executing strategic business assessments Excel and Data Base skills Six Sigma Qualified Ability to travel internationally FMS – Foreign Military Sales DCS - Direct Commercial Sales Required Education: Bachelor’s degree in Business, Engineering, or related field. Master’s degree is desired. Position can be based out of the following locations (Travel to Aberdeen and International Travel will be required): Aberdeen,MD Annapolis Junction, MD Largo, FL Fort Wayne, IN Indy, IN Marlborough, MA Tewksbury, MA Woburn, MA Dallas, TX McKinney, TX Arlington, VA Dulles, VA This position requires a U.S. person or the ability to obtain an Export Authorization from the appropriate government agency for non-U.S. persons U.S. Citizenship status is required as this position needs an active U.S. Security Clearance as of day one of employment. 124983

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