Defense and National Security Market Development Manager

Role Overview

• Establish and execute Cambium Networks’ Defense and National Security Market Strategy; including the Annual Operating Plan, Five-year Solution Plan of Intent, Business Plan, Market Development, and Solution Development.
• Identify opportunities to exploit, document market problems, develop business cases, manage solution development from market and product management perspectives, and directly support development engineering efforts, and go-to-market strategy and execution.
• Provide market-specific requirements and guidance to Cambium Networks product line managers regarding defense and national security problems, requirements, and supporting business case contributions.
• Manage Defense and National Security dedicated cornerstone products, e.g., PTP 700.
• Collaborate with sales, product management, supply operations, legal and finance regarding commercial deal assessment, response to tenders including proposal strategy, competitive positioning, pricing models, authorship of responses, and negotiations as required.
• Obtain and analyze competing solutions, and utilize this information to construct competitive positioning, influence product roadmaps, and educate the go-to-market team.
• Work with development engineering in assessing and choosing third-party technology solutions to meet business case and time-to-market requirements.
• Collaborate with marketing communications to drive an effective marketing strategy, and new product launch collateral development in support of the market segments and regions.
• Collect, monitor, and analyze sales trends, making recommendations to improve the financial performance of the Defense and National Security market.
• Directly or indirectly author white papers, media pieces, and other sales tools and collateral material supporting the assigned product(s), market(s), and or the business as a whole.
• Participate in industry working groups such as the National Spectrum Consortium and Army Technical Exchange Meetings.
• Conduct other duties as assigned.

Requirements

• 5-7 years of direct and recent experience as a Program Manager (or similar function) with a Department of Defense system integrator, OEM supplier, or federal agency
• A BA/BS degree; preferably in engineering, marketing, or business; MBA a plus
• US citizenship
• Proven technical aptitude, ideally with direct experience in the telecommunications, RF/wireless communication, or networking industries
• Entrepreneurial drive to take ownership of our product and market strategy, and execution of same, to achieve our growth goals
• Self-directed and motivated with demonstrable ability to work with minimal day-to-day instruction and execute new assignments with general direction
• Ability to synthesize information and present a succinct position
• Strong verbal and written communication skills; and ability and confidence to present to small and large groups in public forums
• Ability to travel, including Internationally, ranging from 20-40%
• Experience with strategic planning, business forecasting, and financial modeling, with proficiency in Microsoft Excel
• Experience with 4G/5G cellular and/or IEEE 802.11 wireless networking standards and markets
• Experience working with Classified or Controlled Unclassified Information, and US export controls
• Experience with US government procurement tools, processes, and regulations, including SAM.gov and the Federal Acquisition Regulation (FAR)
• International business experience
• Experience with global government security and defense standards such as FIPS 140, MIL-STD, and DEFSTAN

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development