Director of Defense Sales & Business Development

About the role

With offices in the U.S. and Germany, MicroVision is at the forefront of driving the global adoption of innovative perception solutions, with the goal of making mobility and autonomy safer. Our engineering excellence, based in Washington State, Washington D.C., and Hamburg, Germany, enables us to develop and supply integrated lidar hardware and perception software solutions. Our proprietary technologies enhance safety and automation across various industrial applications, including robotics, automated warehouses, and agriculture, and are instrumental in the development of autonomous systems. MicroVision's core technology, initially developed for the automotive industry, continues to accelerate advanced driver-assistance systems (ADAS) and autonomous driving. Building on our history of providing technology to the military segment, our target offerings include semi- and fully autonomous airborne and terrestrial sensor systems. With our solid-state lidar technologies, encompassing MEMS-based long-range lidar and flash-based short-range lidar, integrated with our onboard perception software, MicroVision possesses the expertise to deliver safe mobility at the speed of life. Our Aerial Systems team is developing UAV systems that integrate our lidar and perception solutions. To strengthen our team, we are looking for a Director of Defense Sales & Business Development. As part of our global sales organization and working closely with our Aerial Systems team, the Director of Defense Sales & Business Development for MicroVision will help build and lead our business development and sales efforts in the defense sector. Collaborating with our leadership team, Defense Advisory Board, and Aerial Systems team, the individual in this role will be responsible for identifying and pursuing new business opportunities, developing and implementing sales strategies, and building and managing relationships with key customers. Pay: Exact compensation offers will vary based on skills, experience, and location. This role may also be eligible for a performance-based cash short-term incentive bonus and/or performance-based equity awards pursuant to our incentive plans. Objectives of this role: - Develop and qualify new business opportunities; build and maintain key customer and partner relationships. - Identify strategic partnerships to enable widespread adoption of our products on a range of platforms. - Monitor and maintain intelligence on market trends and emerging customer needs within defense sector, both domestic and international. - Analyze customer requirements, budget constraints, and competitive landscape to inform strategy. - Take a lead role in developing new business proposals and presentations, aligned with go-to-market plans, that create and nurture opportunities and partnerships. - Assist in coordinating and implementing marketing strategies and actions to achieve strategic goals.

Responsibilities

• Pursue and manage referrals for potential customers and partners.
• Work with Aerial Systems team to translate user needs into actionable technical requirements.
• Monitor and evaluate industry trends and customer drivers and meet regularly with team and stakeholders to discuss strategy.
• Manage proposal response process, including detailed RFP requirements, content creation, and inputs from various sources.
• Generate new leads, identify and contact decision makers, screen potential business opportunities, select deals aligned with strategies, and facilitate pitch logistics.
• Assist in developing and implementing outbound sales and business development strategy, sales processes, structure, and best practices.
• Manage sales pipeline to drive successful outcomes.
• Provide regular pipeline updates and status briefings to management, highlighting risks, opportunities, and required actions.
• Support deal structure and pricing with business-value analysis, and negotiate prices for proactive bids and proposals.
• Represent MicroVision at customer/partner meetings, trade shows, demonstrations, and industry events.
• Coordinate with global sales team to support commercial sales and partner initiatives, as needed.
• Collaborate effectively in a fast-paced, multi-discipline environment with program managers, engineers, suppliers, and customers.
• Required skills and qualifications:
• Demonstrated experience with various DoD organizations and contract vehicles.
• Bachelor's degree in a relevant field such as business, marketing, or engineering is a plus, though relevant military, operational, or technical experience may substitute for formal education.
• Proven sales leadership experience: A minimum of 5-8 years of experience in sales, with at least 2 years in a leadership role preferred.
• 2+ years of experience in drone/UAV business and experience with sensor systems in Military environment.
• Strong business acumen: Well-honed experience and ability to quickly get up to speed on new technologies and markets. Abili

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