Associate Director, Requirements and Capabilities

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Job Summary

requirements

Responsibilities to Anticipate

• Partner with requirements & capabilities, product line and functional leaders across the enterprise to evaluate customer insights and market dynamics to support the development and implementation of an enterprise-wide strategy for the Royal Saudi Armed forces.
• Regularly update Raytheon stakeholders with customer needs assessments, market data, opportunity identification and development status and key pursuits and milestones.
• Understand and communicate the budgeting and requirements process for the KSA customer, including but not limited to the process steps that the customer uses.
• Develop input to country strategies, driving the development and communication of those strategies back to RTN strategic business units.
• Strategy should be linked to operational analysis and show how the customer will employ capabilities against existing and future threats.
• Articulate through customer intimacy, the priorities of the customer and their concept of operations to help align internal priorities of RTN to meet the requirements of the customer.
• Based on customer priorities and gaps, develop and shape new business opportunities to aid the customer in filing the gaps in line with their priorities.
• Institute an internal network to enable reach back for product and service knowledge and support.
• Develop and maintain customer contact and engagement plans to establish a one Raytheon approach to managing the customer relationship.
• Lead the conduct of RTN SA R&C staff calls and opportunity reviews.
• Organize logistics and management of outside business development consultants.
• Manage ERPM opportunities in coordination with business area capture leads and R&C ops.
• Track customer engagements and coordinate on internal visitors for KSA.
• Lead the development of visitor guide (agendas, background material) for senior leadership visits.
• Facilitate implementation of initiatives across the function focused on continuous improvement and efficiency achievement.
• Track Integrated Product Development System (IPDS) milestones for KSA opportunities and apply IPDS best practice processes.
• Provide support to the development of the overall RTX strategy for KSA.
• Leverage Requirements & Capabilities metrics for continuous improvement initiatives.

Qualifications You Must Have

• Bachelor’s Degree in Business, International Affairs, Engineering or other relevant discipline.
• Experience navigating intricacies of doing business with MODEA, and related services.
• Ability to work effectively and efficiently in a fast-paced dynamic environment with time criticality.
• Excellent written and verbal communication skills with all levels of management, and fluency in spoken and written English.
• Strong collaboration skills enabling business results working internally and externally
• Typically, requires12 years of experience with progressive leadership positions in Business Development or Defense Sales.
• Demonstrated success in relationship building in the Kingdom of Saudi Arabia.
• Ability to leverage customer knowledge to identify potential growth opportunities in KSA.
• Understanding of the global competitive defense market, including customers and industry players, within KSA.
• Experience tracking financial metrics and plans.
• Experience with CRMs, like Microsoft ERPM.
• History of providing clear direction and leading teams to success.

Qualifications We Value

• Prior military or defense market experience.
• Direct experience with MODEA, Royal military services (including MNG) and GAMI.
• Knowledge of Raytheon Technologies (RTX) products and services.
• Prior involvement with KSA MoD programs, captures, and product lines.
• Demonstrated ability to communicate directly and effectively with key decision makers.
• Experience with RTX (or equivalent) financial planning and analyses (FP&A) processes and procedures.
• Understanding of customer culture, political and military environment and cultural customs and norms of the region.
• Understanding of the procurement, fiscal and regulatory environment within the country.

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