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Business Development Director Account Executive - FED/CIV

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Businesses Raytheon Intelligence & Space Clearance type Secret - Current Relocation eligible No Ability to Telecommute Temporary telecommuting - during COVID-19 Job ID 187864BR Most Recent Date Posted 09/19/2021 City Dulles State VA Country United States

Cybersecurity, Training and Services
(CTS) Mission Area provides
cybersecurity and advanced intelligence solutions that
strengthen critical infrastructures, information systems
and missions worldwide. CTS provides cyber solutions
to domestic and international government and
commercial customers; delivers quick-reaction mission
solutions; and expands our involvement in high
consequence missions.

​​​
This position serves as the CTS FED/CIV Customer
Account Lead for a FED/CIV customer, reporting to the
CTS Business Development Director. This leader will
be the primary point of contact between Raytheon and
the customer. This leader is responsible for
penetrating the account at multiple levels to build the
new business pipeline, maintain customer satisfaction,
and oversight of all pursuit activities. Specific
responsibilities include:


• Develops, implements, communicates, and
manages the overall account strategy
• Develops and executes an Account Plan that
defines the overall account strategy, customer
contact planning, opportunity identification, and
also maintains the overall account plan as a
living document that results in achievement of a multi-year financial success in $75M ^/year in bookings and associated respective pipeline required to achieve + management of a multi-million dollar new-business investment allocation to drive business results
• Single point of contact that is responsible for the
total customer relationship
• Accountable for entire business development
lifecycle for all opportunities within the account.
• Identifies opportunities that align with the CTS
strategy within each Innovation Area
• Qualify opportunities and update ERPM to enter
new leads in the pipeline
• Once opportunities are identified:
◦ If under the clip level -works with the
Innovation Area(s) Sales Specialist who
then qualifies and progresses
opportunities to closure
◦ If over the clip level, liaisons directly with
Capture Team on opportunity
• Identifies cross sell and upsell opportunities
through existing programs and partnering with
Submission Area Leaders
• Maintains a 3X qualified pipeline and responsible
for the competitive bookings AOP within the
account

Primary responsibilities are:
• Engage and penetrate DoD and Fed and Civ/Gov
“green space” accounts to promote CTS
capabilities, seed opportunities and build
pipeline.
• Develop and execute customer contact plans,
product demonstrations and position products
in the market (i.e. GSA Schedules)
• Build relationships across the RTN product
organizations to cross promote CTS capabilities
to these new clients
• Build relationships and represent CTS with 3rd
party partners, OEM partners, system
integrators etc. to promote growth of CTS
• Work directly with Solution Team to provide
input to product roadmaps, IR&Ds, etc to
influence future product capabilities and
offerings based on customer and competitor
intelligence.
• Measured on net- new “greenspace” pipeline,
new customer acquisition, new partner
acquisition; Product Sales”.
• Develops, implements, communicates, and
manages the overall account strategy
• Develops and executes an Account Plan that
defines the overall account strategy, customer
contact planning, opportunity identification, and
also maintains the overall account plan as a
living document
• Manages a team of sub-account managers.
• Identifies business opportunities that align with
the CTS strategy, and prioritizes opportunities
based on strategy and budgeted resources.
• Qualifies opportunities through established
gating process to get leadership and stakeholder
buy-in.
• Maintains a 3X qualified pipeline and responsible
for the competitive bookings AOP within the
account.
• Accountable for business development lifecycle
for all opportunities within the account.

Required skills:
• 14+ years of progressive leadership experience
and experience leading teams.
• Experience planning and leading complex
projects.
• Developing and executing a growth strategy
based on solid strategic planning
• Demonstrated experience creating and
capturing new business
• Leading change efforts and aligning the business
with changes in the market
• Developing partnerships and alliances to create
cross-organizational teams focusing on business
capture
• Having well established networks with senior
leaders throughout the FED/CIV customer
communities. Promote the company through
personal engagement with customers at senior level
meetings and conferences and has ability
to engage senior leaders across the FED/CIV
Community
• Solid understanding of U.S. procurement
practices, prime contractor and subcontractor
relationships, and decision points within the
acquisition process
• Ability to communicate, influence and motivate
with a well-developed management philosophy,
based on participation and consensus-building,
and demonstrated ability to recruit and develop
effective teams
• Ability to operate effectively and thrive in a
multi-national, multi-cultural environment,
creating bonds of trust and clear understanding
of mutual interests
• Conversant and credible in discussing technical
and mission-oriented matters
• Recognized credibility with our customer and
the ability to work seamlessly with the Raytheon
Leadership team
• Strong business acumen; broad familiarity with
customers and company structure
• Ability to develop and maintain company
networks to leverage broad resources available
within Raytheon to accomplish assigned tasks

-Active Secret Clearance required, TS preferred.

Education:
Bachelor’s degree in Engineering, Business
Administration, Economics or International Affairs is
required with an advanced degree preferred.



This position requires either a U.S. Person or a
Non-U.S. Person who is eligible to obtain any
required Export Authorization.


187864
Raytheon Technologies is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
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