Manager, Business Development Critical Infrastructure Protection (CIP)

Terma Inc, a U.S. subsidiary of Denmark-based Terma A/S, is searching for a highly qualified Business Development Sale Manager in Critical Infrastructure Protection (CIP). This role is responsible for developing new business and retaining existing business, focusing on growth in the Critical Infrastructure Protection and Counter-UAS application areas.

Responsibilities:

• Develop, implement, and execute detailed business development efforts to include the following: requirements shaping, customer engagement plans, teaming assessment, win strategy/win themes and most important, building customer relationship to help Terma position to WIN are some of the top priorities
• Actively engage with potential customers to understand their security challenges and requirements. Develop and present tailored, integrated solutions leveraging our command & control systems (C2), radars, surveillance solution, perimeter intrusion detection systems and other sensors
• Develop and maintain strong relationships with system integrators (SIs), positioning Terma as a key strategic partner for solution deployment and sensor provider
• Conducts regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/services strategies
• Maintains strict compliance with company policies and procedures relating to Business Ethics and Code of Conduct, in addition to the specific procurement regulations established by the Federal Government and other customer communities
• Coordinates closely with the Senior Director, Business Development & Sales, to manage, identify and pursue potential expansion and/or follow-on business activities within existing and developing business areas. Evaluates business opportunities and recommend pursue/no pursue and bid/no bid positions
• Assesses and reports on competitor activities, capabilities, perceived strategies and new developments

Requirements:

• Bachelor of Science degree in a technical field (engineering or applied science) plus 7 years Sales and BD experience working with DOW, DHS, DOT OR associated commercial equivalent for critical infrastructure protection and Counter-UAS
• Proven track record in solution sales, preferably within the security or energy industry
• Strong understanding of command & control systems (C2), radar technologies, and perimeter intrusion detection sensor applications
• Experience working with critical Infrastructure, homeland security, and maritime ports security and protection
• Demonstrated experience in the following business disciplines: strategic planning, capture planning, competitive assessment, development and implementation of strategic and operational plans, market analysis/assessment, and how to execute a winning proposal effort
• Understanding of government procurement process for the following government agencies: Department of Homeland Security (US), Department of War (US), Department of Transportation, Department of Energy and other regional security and defense agencies
• Understanding of the CIP market for private industry and their budgeting cycle, buying patterns, project development and approval process
• Technical background must be sufficient to develop and provide customer briefings on Terma's product portfolio as it relates to the relative CIP and C-UAS markets
• Excellent oral and written communication skills to develop external/internal papers, presentations, and business plans
• MS Office experience (Word, Excel, Outlook, PowerPoint, etc.)
• Self-driven: Ability to work independently or as part of an international team
• Good interpersonal skills and ability to navigate in complex organizations and markets
• Demonstrated ability to communicate effectively with customers as well as with team members
• Willingness to travel 50% Domestic and International
• US citizenship with ability to obtain and maintain a Department of Defense Security clearance
• Formal capture training
• Winning $5M+ opportunities as it relates to CIP and C-UAS
• Technical/Hands-On experience with radars, system integration, C2, and security solutioning
• Experience/Knowledge with Terma products or similar products