Business Development Director, EVS at EOTECH in Santa Clara, CA 95054; Troy, MI 48084

Job description

• Overview
• Description
• The Business Development Director is a strategic and hands-on leader responsible for generating the EOTECH Edge Vision Systems business development and go-to-market strategies, market segmentation and key customer pursuits, market and target acquisition roadmaps, key product integration and innovation guidance based on market research, including understanding price to market, competitive positioning analysis and competitive advantage, and execution of the above towards achieving revenue and high growth objectives. This role is pivotal in aligning product/market fit with the company’s technological assets and key strengths. The Business Development Director may lead direct and indirect cross-functional teams to deliver high-quality pitch decks for internal and external use, with the intent of driving approvals on new business opportunities or lead to customer purchase orders.
• This individual contributor position reports to Senior Vice President, Business Development for American Holoptics, with a dotted line reporting relationship to the Vice President and General Manager, EOTECH Edge Vision Systems.
• This role reports into the EOTECH Edge Vision Systems Santa Clara, CA, but physical location is flexible.
• To learn more about EOTECH Edge Vision Systems, please visit EOTECH Edge Vision Systems.

Responsibilities

• In this role, you will lead the market education, innovation, and adoption to achieve near term revenue objectives and position EVS for longer-term high growth and scalability.
• Lead customer engagement and funnel strategy, leveraging modern business practices and CRM databases to assess and report on opportunity scale and PWIN.
• Develop and orchestrate pitch decks and plan customer on-sites to lead new customer education and opportunity fit, underscoring our key competitive advantages at the use-case level based on market and customer needs.
• Build and manage tradeshow and industry conferences strategy within budget, including booth design, messaging, collateral, hand-outs, etc. necessary to optimally position EVS for new customer acquisition.
• Own the end-to-end customer relationship from introduction through purchase order and handoff to program management/NPD/operations teams, working closely with the proposals and contracts team to negotiate and execute pricing and agreements necessary to be successful.
• Maintain continuity and facetime with the existing customer base to ensure advocacy and that new opportunities are understood and addressed when appropriate.
• Gather and analyze customer feedback to propose product configurations necessary to access new markets or scale within existing markets.
• Serve as a secondary backup for generating periodic, sometimes government TINA compliant, proposals in response to customer RFPs or other such customer needs.
• Routinely assess a broader scope of the customer’s organizational hierarchy for decision-making and alternate vehicle platforms or programs for new business opportunities.
• Develop EVS specific market segmentation to generate price/product volume matrix, road mapping market adoption and volume scalability and price reduction to access new markets.
• Further segment market analysis to identify prioritized customer acquisition list and tailored acquisition strategy, including sub-tier integrators and product/technology performance criteria and configurations.
• Work with internal NPD, proposals, engineering and the GM to assess new market opportunities and lead the feasibility and build execution strategy, business case, ROI, etc. for new opportunities.
• Work closely with corporate business development and sales teams to identify cross-functional technology/product opportunities and assign appropriate team member(s) to pursue.
• Support NPD with the information required to develop and leverage product ideation and funnel process to enable multi-year product/tech funnel portfolio management.
• With leadership and key stakeholder input, collaborate with NPD to build business cases for new product opportunities to secure internal (and sometimes external) funding (product market fit, ROI, etc.).
• Work with marketing to align key messaging and customer education and click-through.
• Lead communication and go-to-market strategy for new product launches.
• Shepherd new customer opportunities, leveraging internal department resources to manage end-to-end technology and product development programs, from concept to commercialization, ensuring alignment with company goals and customer/market demands.
• Coordinate and lead execution of cross-functional product development with R&D, engineering, operations, quality, supply chain, and finance.
• Develop and maintain detailed project plans, timelines, budgets and risk mitigation strategies.
• Communicate effectively with internal and external stakeholders, ensuring transparency and alignment throughout the new customer acquisition lifecycle.
• Build and manage bookings and sales pipeline and provide regularly scheduled updates to the GM and key stakeholders.
• Resolve conflicts, address challenges, and maintain a collaborative environment.

Requirements

• Bachelor’s degree in marketing, business or a related field.
• 15+ years of experience in business development, marketing/sales, or business management with a focus on new market and customer acquisition, or equivalent.
• 5+ years of background in integrated cameras, sensors, defense or government related technologies, or equivalent fields.
• Track record of developing new market acquisition models and closing large contracts for complex technical products.
• Experience writing GOV Pricing and Proposals, including TINA and other regulatory compliance.
• Ability to synthesize market research, competitive intelligence, and customer feedback to pinpoint untapped market segments or new revenue streams, including accurately forecasting the potential ROI and strategic value of pursuing these opportunities.
• Capacity to create detailed financial models to project revenue, assess the profitability of new ventures, and justify investment in new business opportunities to enable data-driven decision-making and provide clear performance metrics for strategic initiatives.
• Prior experience structuring and negotiating high-stakes agreements that include intricate terms, multi-year commitments, and/or intellectual property considerations to navigate complex legal and financial details and secure favorable terms that align with long-term strategic goals.
• Track record of identifying, building, and nurturing long-term, mutually beneficial relationships with customers to structure alliances that drive revenue, expand market access, and enhance product offerings beyond the scope of standard sales agreements.
• History of successful go-to-market execution strategies and translating a strategic plan into a concrete, actionable roadmap for entering a new market, including coordinating all logistical, marketing, and sales activities to ensure a successful and timely launch that meets its business objectives.
• Competence with all aspects of short and long-term planning.
• Good understanding of product development, operations, sales, marketing, and business management processes.
• Knowledge of budgeting, cost estimating, and fiscal management principles and procedures.
• Proficient with CRMs and standard Microsoft tools, including Word, PowerPoint, Project, Outlook and Excel.
• Exceptional interpersonal, negotiation, and presentation skills.
• Excellent strategic thinking, analytical, and problem-solving skills.
• Customer-centric mindset with a passion for delivering value.
• Able to manage multiple priorities and adapt to changing requirements.
• Leadership and team-building skills to inspire and motivate cross-functional teams.
• Ability to handle difficult and sensitive situations, using sound and independent judgment.
• Must complete and meet company standards for background checks, employment verifications, and reference checks.
• US citizenship or permanent resident status is required for this ITAR facility.
• Master’s degree preferred.

Skills

Required

• Business development
• Marketing/sales
• Business management
• Market research
• Competitive intelligence
• Customer feedback analysis
• Financial modeling
• Negotiation
• Go-to-market execution
• Strategic planning
• Product development understanding
• Operations understanding

Benefits

• $0.01 - $0.01 Salary/year