Director, Business Development at Echodyne in Kirkland, WA

Echodyne is seeking a Director of Business Development, Unmanned Aircraft Systems (UAS) Market, to establish and build-out our partner ecosystem. The market for unmanned/autonomous aircraft is poised for significant growth as air taxi operations, delivery drones, critical infrastructure inspection, and other UAS use cases proliferate. For these use cases to realize their full potential new sensor technology, like Echodyne's, will be required to enable safe autonomous operations. We have already developed an excellent reputation in this area and are now looking to rapidly grow our UAS system and integrator sales. Responsibilities: Own the strategy for the UAS/UAM market segment and tune as needed to optimize revenue potential Consistently achieve and/or exceed revenue targets and related KPIs, and grow revenue over time Identify and prioritize potential partners to work with in accordance with this strategy. Build mutually beneficial relationships with these companies leading to design... wins Establish and enhance relationships with key decision makers within partners and end users Track relevant detect and avoid regulations and orchestrate company actions to maximize favorable rulings in favor of company products/technology Write responses to RFIs/RFPs in support of partner or direct company proposal submissions Establish and maintain an opportunity pipeline and report on those opportunities weekly In collaboration with marketing, lead partner enablement activities in this market segment Conduct on-site demonstrations of the product and represent Echodyne at conferences and test events Orchestrate solution implementation at partner/end user sites to maintain high satisfaction levels Lead competitive assessments, determining the strengths and weaknesses of Echodyne products vis-a-vis competitors, and develop customer profiles that identify customer needs, issues, and biases. Communicate those findings to product management. Always exemplify professionalism, and work to become a trusted advisor to customers and partners REQUIRED SKILLS / Experience: Demonstrated leadership ability, confidence, and executive presence Specific track record of achieving/exceeding revenue goals and growing revenue over time Strong technical foundation to understand the technology and communicate product value proposition Outstanding communication and presentation skills Able to influence others, overcome objections, and negotiate mutually beneficial outcomes Must be organized and detail-oriented with excellent follow-up skills Excellent analytical, reasoning, and problem-solving skills Excellent forecasting and opportunity qualification skills Desired skills / experience (looking for one or more as a complement to the core skills): Specific understanding of radar technology and sales of radar systems Experience selling Detect and Avoid (DAA) solutions Experience with both commercial and government customers Experience as a company spokesperson at conferences and other public events Qualifications: 5 years of experience working in UAS/UAM markets Proven track record of capturing new business opportunities and exceeding quota in a sales role Ability to define the strategy for the business development function with a high degree of autonomy Extensive knowledge of BVLOS regulations and technical requirements Extensive knowledge of the FAA/NASA UTM architecture and ecosystem Experience working with UAS companies/organizations with current contacts within this space Experienced in holding meetings/presentations at executive levels Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus) Salary Range: $150K -- $200K Minimum Qualification Sales Management & Operations, Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualificationsShow full descriptionCollapse