We are seeking a dynamic and results-driven Business Development Manager – Ranges - Marketing to lead and expand our EW portfolio in both domestic and international defence markets. The candidate will be responsible for identifying, shaping, and securing business opportunities for a wide range of EW systems, including ELINT/SIGINT/COMINT sensors, jammers, counter-UAS solutions, and EW training systems. This role requires a strategic thinker with strong technical understanding, market insight, and a proven track record in defence business development.
1. Market & Account Strategy
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Develop and execute go-to-market strategies for the Ranges product line.
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Identify key accounts including Ministry of Defence (India), DRDO, Indian Armed Forces, and global primes/integrators.
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Perform competitive analysis and market research to position products effectively.
2. Opportunity Shaping
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Engage early in procurement cycles to shape technical and commercial requirements.
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Build stakeholder relationships within defence establishments and industry partners.
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Align internal technical roadmaps with evolving customer needs and defence policies.
3. Pipeline Management
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Own and manage a robust business pipeline with clearly defined metrics and milestones.
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Forecast revenue targets, conversion ratios, and order intake.
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Collaborate with pre-sales and product teams to align solution capabilities with market opportunities.
4. Proposal & Bid Leadership
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Lead end-to-end proposal development and submission process, including pricing strategies, solution positioning, and technical compliance.
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Coordinate with engineering, finance, and legal teams to ensure complete, compelling, and compliant bid submissions.
5. Customer Engagement
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Cultivate long-term relationships with senior officials in MoD, Armed Forces, and DRDO.
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Act as a trusted advisor, presenting capabilities and value propositions at conferences, demos, and workshops.
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Serve as the voice of the customer within the organization.
6. Internal Collaboration
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Work closely with R&D, product management, and program teams to ensure delivery alignment with customer expectations.
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Provide market intelligence and feedback to influence product development priorities.
Desired Candidates profile:
Proven track record of closing multi-million-dollar defence contracts, preferably with Indian MoD or Tier-1 defence contractors.
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Strong technical knowledge of Ranges systems, signal intelligence sensors, and jamming technologies.
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Working knowledge of relevant defence standards such as:
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MIL-STD-461 / MIL-STD-464
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STANAG-4691
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DO-254 / DO-178C
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DAP 2020 procurement framework
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Active relationships and networks within the Indian Armed Forces, DRDO, or DPSUs.
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Excellent communication, presentation, and negotiation skills.
Educational Background:
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Bachelor's or Master’s degree in Electronics, Electrical Engineering, Defence Technology, or related fields.
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Experience working with international OEMs or defence exports.
Familiarity with offset obligations and export licensing protocols.
Experience:
Minimum 8 years of experience in defence business development or technical sales, including 4 years on Ranges /SIGINT/COMINT programs.
