Sales and Product Management : Head of Business Development - Test Evaluation Assurance Measurement Solutions (TEAMS)

Your tasks

• Strategic Planning: Create, manage and implement comprehensive go-to-market plans that articulate a strategic vision, action plans, competitive intelligence, investment strategies and business cases targeting both government and industry customers within Australia, New Zealand and Oceania region.
• Business Development: Build and qualify a robust pipeline of new business opportunities based on Rohde & Schwarz products and capabilities in test, evaluation, assurance solutions and major event security.
• Market Analysis: Conduct thorough market research to understand trends, customer needs and competitive landscapes in the test, evaluation, assurance solutions and major event security market segments.
• Sales Performance Management: Meet or exceed sales targets based on the business pipeline and other emerging business opportunities.
• Thought Leadership: Position Rohde & Schwarz as a thought leader in the field of test, evaluation, assurance solutions and major event security by participating in industry conferences, forums and workshops.
• Engage senior stakeholders across CoA (e.g., CASG, DSTG, Defence Services, government departments) and prime contractors to align TEAMS solutions with SDIP 7 priorities
• Customer Engagement: Actively engage with relevant government, Defence and other relevant industry customers to identify and shape opportunities. This includes developing contact plans, messaging strategies and win strategies with timely follow-up.
• Relationship Management: Build and maintain strong trusted relationships with key stakeholders, including government officials, Defence, military representatives and industry partners.
• Collaboration: Work closely with internal teams, including engineering, product management and marketing to ensure alignment on customer requirements and to drive the successful delivery of solutions.
• Support Functions: Provide active support for Capture, Proposals and Sales functions to ensure continuity across the business development lifecycle, enhancing the organisation's ability to win as opportunities progress from qualification to capture and proposal stages.
• Proposal Development: Lead the development of compelling proposals and presentations that effectively communicate Rohde & Schwarz’s capabilities in test, evaluation, assurance and major event security solutions.
• Build effective networks within target accounts and map those accounts in the SAP C4C tool
• Team Mentorship: Mentor other members of the Rohde & Schwarz team as needed to assist in enhancing cross functional education and developing a high-performing team.
• Increase local capability through training, mentoring, and development of TEAMS domain expertise.

Your qualifications

• Bachelor’s Degree: A degree in Electrical Engineering, Telecommunications, or a related field is required to provide a solid technical foundation for understanding spectrum monitoring and analytics.
• Significant senior business development experience leading complex solution sales in Defence, government, or critical infrastructure sectors
• Bid Management Experience: Evidence of successful achievements in managing a bid function, including team management and oversight of the bid process.
• Complex Bid Handling: Demonstrable experience working on complex ASDEFCON (or similar) bids under tight deadlines, showcasing the ability to navigate intricate bidding processes.
• Project Management Skills: Strong project management experience to ensure effective planning, execution and delivery of projects within budget and time constraints.
• Tendering Knowledge: A strong understanding of tendering processes in Australia and New Zealand, preferably within defence or high-end safety/mission-critical engineering markets.
• Collaboration in Matrix Teams: Experience working with multi-layered (matrix) sales, implementations and operations teams throughout the bid process.
• Proficient Tool Usage: Proficient user of Microsoft Office, SharePoint, and other bid/proposal-related tools to facilitate effective communication and collaboration.
• International Sales Experience: Experience in working on international sales and bid opportunities is advantageous.
• Ability to hold a Baseline Security Clearance (NV1 desirable)

Interested?