Business Development Manager – Ranges - Marketing

About the job

Job Description We are seeking a dynamic and results-driven Business Development Manager – Ranges - Marketing to lead and expand our EW portfolio in both domestic and international defence markets. The candidate will be responsible for identifying, shaping, and securing business opportunities for a wide range of EW systems, including ELINT/SIGINT/COMINT sensors, jammers, counter-UAS solutions, and EW training systems. This role requires a strategic thinker with strong technical understanding, market insight, and a proven track record in defence business development. Requirements 1. Market & Account Strategy • Develop and execute go-to-market strategies for the Ranges product line. • Identify key accounts including Ministry of Defence (India), DRDO, Indian Armed Forces, and global primes/integrators. • Perform competitive analysis and market research to position products effectively. 2. Opportunity Shaping • Engage early in procurement cycles to shape technical and commercial requirements. • Build stakeholder relationships within defence establishments and industry partners. • Align internal technical roadmaps with evolving customer needs and defence policies. 3. Pipeline Management • Own and manage a robust business pipeline with clearly defined metrics and milestones. • Forecast revenue targets, conversion ratios, and order intake. • Collaborate with pre-sales and product teams to align solution capabilities with market opportunities. 4. Proposal & Bid Leadership • Lead end-to-end proposal development and submission process, including pricing strategies, solution positioning, and technical compliance. • Coordinate with engineering, finance, and legal teams to ensure complete, compelling, and compliant bid submissions. 5. Customer Engagement • Cultivate long-term relationships with senior officials in MoD, Armed Forces, and DRDO. • Act as a trusted advisor, presenting capabilities and value propositions at conferences, demos, and workshops. • Serve as the voice of the customer within the organization. 6. Internal Collaboration • Work closely with R&D, product management, and program teams to ensure delivery alignment with customer expectations. • Provide market intelligence and feedback to influence product development priorities. Desired Candidates profile: • Proven track record of closing multi-million-dollar defence contracts, preferably with Indian MoD or Tier-1 defence contractors. • Strong technical knowledge of Ranges systems, signal intelligence sensors, and jamming technologies. • Working knowledge of relevant defence standards such as: • MIL-STD-461 / MIL-STD-464 • STANAG-4691 • DO-254 / DO-178C • DAP 2020 procurement framework • Active relationships and networks within the Indian Armed Forces, DRDO, or DPSUs. • Excellent communication, presentation, and negotiation skills. Educational Background: • Bachelor's or Master’s degree in Electronics, Electrical Engineering, Defence Technology, or related fields. • Experience working with international OEMs or defence exports. • Familiarity with offset obligations and export licensing protocols.