Business Development Manager - Ranges Marketing

Requirements

1. Market & Account Strategy

• Develop and execute go-to-market strategies for the Ranges product line.
  
• Identify key accounts including Ministry of Defence (India), DRDO, Indian Armed Forces, and global primes/integrators.
  
• Perform competitive analysis and market research to position products effectively.
  

2. Opportunity Shaping

• Engage early in procurement cycles to shape technical and commercial requirements.
  
• Build stakeholder relationships within defence establishments and industry partners.
  
• Align internal technical roadmaps with evolving customer needs and defence policies.
  

3. Pipeline Management

• Own and manage a robust business pipeline with clearly defined metrics and milestones.
  
• Forecast revenue targets, conversion ratios, and order intake.
  
• Collaborate with pre-sales and product teams to align solution capabilities with market opportunities.
  

4. Proposal & Bid Leadership

• Lead end-to-end proposal development and submission process, including pricing strategies, solution positioning, and technical compliance.
  
• Coordinate with engineering, finance, and legal teams to ensure complete, compelling, and compliant bid submissions.
  

5. Customer Engagement

• Cultivate long-term relationships with senior officials in MoD, Armed Forces, and DRDO.
  
• Act as a trusted advisor, presenting capabilities and value propositions at conferences, demos, and workshops.
  
• Serve as the voice of the customer within the organization.
  

6. Internal Collaboration

• Work closely with R&D, product management, and program teams to ensure delivery alignment with customer expectations.
  
• 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.
  
• Strong technical knowledge of Ranges systems, signal intelligence sensors, and jamming technologies.
  
• Working knowledge of relevant defence standards such as:
  
• MIL-STD-461 / MIL-STD-464
  
• STANAG-4691
  
• DO-254 / DO-178C
  
• DAP 2020 procurement framework
  
• Active relationships and networks within the Indian Armed Forces, DRDO, or DPSUs.
  
• Excellent communication, presentation, and negotiation skills.
  

Educational Background:

• Bachelor's or Master’s degree in Electronics, Electrical Engineering, Defence Technology, or related fields.
  
• 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.