APAC Business Development Executive/Manager

Job Description

BAE Systems Digital Intelligence is home to 4,800 digital, cyber and intelligence experts. We work collaboratively across 16 countries to collect, connect and understand complex data, so that governments, nation states, armed forces and commercial businesses can unlock digital advantage in the most demanding environments.

At BAE Systems Geospatial eXploitation Products (GXP), we support customers with joint ISR solutions that underpin their intelligence workflows. We have experienced significant growth over the past five years, and are growing our International team.

 We are excited to share a vacancy for a Regional Manager/Executive – Business Development, focusing on the Asia-Pacific (APAC) region, and based in Australia. The position offers hybrid working options, with access to offices in Sydney and/or Canberra. Reporting to the International Head of BD and Sales as part of the GXP International team, this position is responsible for identifying and growing business in the region, involving close collaboration with the Head of BD and Sales, and with regional Sales Engineers.

Objectives of this Role:

• Identify and drive business opportunities. Including with new customers, new products or services, and new partnerships. Unearthing opportunities via networking and attendance at industry events. Develop and implement of strategies and plans to successfully reach new opportunities.
• Team approach. Establish and guide multi-functional, opportunity-focussed, in-house teams towards successful close of business. Where appropriate work with 3rd party partners and integrators to unlock and pursue business development employing direct and channel approaches to significantly expand the use of GXP’s solutions in the region.
• Maintain and develop relationships. With existing customers in the region and with key partners, including with other BAE Systems entities
• Work Effectively. Co-develop proposals to respond to RFPs, RFIs, and tenders. Represent GXP at regional and user conferences, partner events, and a variety of public speaking engagements.
• Deliver results. Ensure financial metrics for region are achieved. Develop 2-5 year strategic plans in collaboration with Head of BD, with sound execution strategies that are measurable.
• Strategic investmenet initiatives. Provide suggestions, guidance, and advice to senior leadership team around product investment initiatives as part of a long term business strategy.

A strong candidate will exhibit some, or all, of the following:

• A proven track record of developing and closing new business opportunities in the APAC region both with near-term deals, and strategic long-term pipeline.
• Demonstrated experience and knowledge of establishing sales channels and customers across the region, both directly and indirectly.
• An existing network of relevant (ISR domain) contacts across the region is desired.
• Experience of building sales channels in Middle East region is also desirable.
• 15+ years of experience within Defence/Government domain – either from inside (military or civilian), or from outside (industry/contractor) in the provision, or use, of software solutions to International regional Defence/Government customers.
• Experience or understanding of the Defence domain – ideally Defence Geospatial Intelligence (GEOINT), and Defence Intelligence Surveillance & Reconnaissance (ISR), and  associated software technologies.
• Ability to generate and lead client engagements locally and regionally with minimal direction, with key focus on Imagery Intelligence (IMINT), GEOINT technologies, and Geographical Information Systems (GIS)
• Demonstrated understanding of the Defence/Military acquisition cycle including prospecting, proposing, closing, and further developing an account.
• Ability to establish, manage and develop stakeholder relationships with clients, partners and other BAE entities – typical for large complex enterprise-sized procurements. The level of seniority of stakeholder relationships will be across multiple levels from Team Managers up to Executive level within the Defence Industry sector, including Procurement Agencies.
• Experience responding to RFPs, RFIs, and tenders in complex environments and short timeframes.
• Highly emotionally aware individual with the ability to influence at the “C” level to build long term relationships, maintaining open communication throughout the organization.
• Ability to quickly learn new technology and translate it into solutions that address customer needs – a demonstrated technical ability and competency is assumed.
• Excellent communication and negotiation skills and public speaking experience.
• Highly motivated team player with a mature, positive attitude and a passion for driving the use of imagery and geospatial technologies to meet the challenges and opportunities of business.
• Ability to create customer-facing presentations and proposals articulating GXP’s unique selling points.
• This is a regional role and part of an highly international/global team; flexibility in working hours (as needed) and international business travel is expected, not only to countries in the APAC region, but also to the USA, and occasionally others (eg Middle East).
• A working knowledge and understanding of export compliance policies in the Defence domain is desirable
• An active security clearance or ability to obtain and hold a security clearance (for AUS ) is desirable.
• Ability to travel up to 50% of the time.

Life at BAE Systems Digital Intelligence 

We are embracing Hybrid Working. This means you and your colleagues may be working in different locations, such as from home, another BAE Systems office or client site, some or all of the time, and work might be going on at different times of the day.

By embracing technology, we can interact, collaborate and create together, even when we’re working remotely from one another. Hybrid Working allows for increased flexibility in when and where we work, helping us to balance our work and personal life more effectively, and enhance well-being.

Diversity and inclusion are integral to the success of BAE Systems Digital Intelligence. We are proud to have an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds – the best and brightest minds – can work together to achieve excellence and realise individual and organisational potential. 

Division overview: Capabilities

At BAE Systems Digital Intelligence, we pride ourselves in being a leader in the cyber defence industry, and Capabilities is the engine that keeps the business moving forward. It is the largest area of Digital Intelligence, containing our Engineering, Consulting and Project Management teams that design and implement the defence solutions and digital transformation projects that make us a globally recognised brand in both the public and private sector.

As a member of the Capabilities team, you will be creating and managing the solutions that earn us our place in an ever changing digital world. We all have a role to play in defending our clients, and this is yours.