Business Development Manager - Ranges Marketing
Zen Technologies Limited
- Balanagar, Telangana
- Permanent
- Full-time
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- Bachelor's or Master’s degree in Electronics, Electrical Engineering, Defence Technology, or related fields.
- Experience working with international OEMs or defence exports.
- Minimum 8 years of experience in defence business development or technical sales, including ≥ 4 years on Ranges /SIGINT/COMINT programs.