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Advanced Navigation is a world-leading innovator in AI robotics and navigation technologies across land, air, sea, and space applications. The company supplies cutting-edge autonomous systems and positioning/navigation/timing (PNT) solutions to major global companies including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors.
As Business Development Manager – Defense (EMEA), you will serve as the strategic growth engine and primary brand ambassador for the European, Middle Eastern, and African region. You will hold end-to-end commercial ownership, driving revenue growth, expanding market share, and building deep, lifetime relationships with key defense primes, military partners, and tier-1 integrators.
You will operate as the face of Advanced Navigation's ITAR-free, next-generation Assured PNT technologies, leading high-stakes customer initiatives cross-functionally—bridging R&D, product, and field engineering to ensure complete customer success.
Key responsibilities include:
- Drive top-line revenue and orders for the EMEA region by expanding growth with existing customers, acquiring new customers, and driving upsells through adoption of products, solutions, and services
- Identify strategic partnerships that accelerate winning programs
- Identify and define key program deliverables, features, requirements, and certifications necessary for EMEA market success
- Own the end-to-end sales process from lead to prospect to close
- Work closely with the Head of Sales, EMEA to execute go-to-market strategies
- Paint the Advanced Navigation vision and opportunity for prospects through ROI and qualitative value propositions
- Understand technical requirements and work with Support and Products teams to guide product direction
- Collaborate across Marketing, Sales Operations, Products, Support, and Operations to improve go-to-market execution
- Maintain operational excellence through accurate Salesforce CRM updates and forecasting
- Establish key relationships and networks across the defense industry with military branches and global defense primes
- Identify and research large-scale defense programs and opportunities across the territory
Requirements:
- 5+ years of business development, sales, and account management experience with high-tech solutions in at least one defense vertical: aerospace, land systems, autonomous vehicles/robotics, or maritime/subsea
- Strong interpersonal skills and ability to engage with customers at all levels
- Ability to navigate complex procurement ecosystems
- Strong sales skills with ability to qualify prospects and progress them through structured sales cycles
- Business development skills to develop pipelines from scratch
- Refined negotiation and closing skills
- Opportunity analysis and development expertise
- Excellent communication and writing skills, both technical and analytical
- Strong presentation skills
- Ability to adapt to fast-changing environments, international cultures, and distributed teams
- Self-organization and planning skills to set objectives, build sales plans, and execute effectively
- Strong Salesforce CRM skills
- Extensive experience selling within the EMEA region
- Experience with both remote and in-person selling
- Proven experience in defense acquisition and procurement (asset)
- Must either hold or be eligible to obtain a security clearance
