Business Development Manager - Defence, EMEA

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

As the Business Development Manager - Defense (EMEA) at Advanced Navigation, you are the strategic growth engine and primary brand ambassador across Europe. You hold end-to-end commercial ownership-driving revenue, expanding market share, and fostering deep, lifetime relationships with key defense primes, military partners, and tier-1 integrators.

Operating as the face of Advanced Navigation’s ITAR-free, next-generation Assured PNT (Positioning, Navigation, and Timing) technologies, you will lead high-stakes customer initiatives cross-functionally-bridging R&D, product, and field engineering to ensure complete customer success.

ROLES & RESPONSIBILITIES

• Drive the top-line revenue and orders for EMEA region by expanding growth with existing customers, acquiring new customers and driving upsells by fostering the adoption and use of our products, solutions and services;
• Identify strategic partnerships that will better position the company and accelerate our opportunity for winning programs
• Identify and define key program deliverables, features, requirements, and certifications necessary to ensure success in the designated EMEA market.
• Own the end to end sales process, from lead to prospect to close, bringing Advanced Navigation solutions to new and existing customers
• Working closely with the Head of Sales, EMEA and others to execute the company’s Go-To-Market strategies
• Paint the Advanced Navigation vision and opportunity for prospects through a combination of ROI and qualitative value propositions
• Understand the technical requirements of each customer and work closely with Support and the Products Group to guide the direction of our product offerings and solutions
• Work openly with other Advanced Navigation teams (e.g. Marketing, Sales Operations, Products Group, Support and Operations) to improve our go-to-market plans, execution and acceleration of our growth
• Ensure operational excellence by keeping our CRM (Salesforce) always updated, guaranteeing business linearity and forecasting accuracy.
• Establish key relationships and rolodex across the defense industry with Military branches and global defense primes, including laying out organizations with influencers and decision makers identified.
• Identify Defense Opportunities across the territory. Research and identify key large-scale programs for our products/solutions portfolio for defense applications across the region

QUALIFICATIONS, EXPERIENCE & SKILLS QUALIFICATION:

• 5+ years of experience of business development, sales and account management, experience with high-tech solutions in at least one of the following defense verticals; aerospace, land systems, autonomous vehicles/robotics and maritime/subsea
• Strong Interpersonal skills - the ability to engage with customers at all levels.
• The ability to navigate through a complex procurement ecosystem.
• Strong sales skills, with the understanding of how to qualify a prospective customer and how to progress them through the sales cycle in a structured and methodical way.
• Business development skills - the ability to develop a pipeline of opportunities from scratch.
• Refined negotiation and closing skills.
• Opportunity analysis and development.
• Excellent communication and writing skills with the ability to be both technical and analytical.
• Strong presentation skills.
• The ability to adapt to a fast-changing environment, international cultures, and distributed teams.
• Self-Organization and planning skills - the ability to set objectives, build a sales plan and execute effectively.
• Strong skills with salesforce CRM
• Extensive experience selling within the EMEA region.
• Experienced in remote and in-person selling
• Proven experience in acquisition and procurement in Defense CLC is an asset
• You must either hold or be eligible to obtain a security clearance.