Job Type: Full time
Role and Responsibilities                                                                                                         Who We Are:CAE Vision: Our vision is to be the worldwide partner of choice in defense and security, civil aviation, and healthcare by revolutionizing our customers’ training and critical operations with digitally immersive solutions to elevate safety, efficiency and readiness.CAE Defense & Security Mission: CAE's Defense and Security business unit focuses on helping prepare military customers to develop and maintain the highest levels of mission readiness.CAE Values: Empowerment, Innovation, Excellence, Integrity and OneCAE make us who we are and we strive to make a difference in the world while helping each other succeed.What We Have to Offer:Comprehensive and competitive benefits package and flexibility that promotes work-life balanceA work environment where all employees are valued, respected and safeFreedom to succeed by enabling team members to deliver, take initiatives and make decisionsRecognition, professional development, advancement and having fun!Summary The Senior Manager, International Business Development (IBD) will be responsible for growing the CAE USA Military Training portfolio in the Middle East and North Africa (MENA) Regions. The MENA IBD Senior Manager will collaborate with program and functional teams to develop capture strategies. Activities will include opportunity identification and qualification, customer relationship management, competitive intelligence, price-to-win, customer analysis, and capture team leadership. This position is based in Arlington, TX and reports to the Director of International Strategy and Business Development.Essential Duties and Responsibilities Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Proven knowledge of the pursuit cycle: influence, capture intelligence, communicate, understand environment, communicate winning strategy/solution, establish ‘Price to Win’, assist with business case, respond, follow up, and close.Develop and nurture relationships with key customers and industry peers at various levels throughout their respective organizations.Grow current networks and continuously improve established relationships through identification of valued products and service offerings.Prepare and package concise clear and compelling briefings that include the positioning strategy/plan, customer map, business case rationale, risks, and customer value propositioningGenerate detailed understanding of the competitive landscape through research and engagementOrganize and guide cross-functional teams in developing the strategies and business cases to support positioning and capturing new opportunitiesCoordinates and leads customer demonstrations and oral presentationsLeads preparation of a competitor analysis to support capture strategy.Works with CAE international offices and approved international consultants to define customer problem space and messaging – to include effective customer engagement plan and mapping.Coordinates development and implementation of marketing communications campaigns to support international pursuitsStrong positioning skills to present our products/services, help influence customer requirements, and understand the competitive environment.Ability to understand customer requirements and develop “outside the box” training solutions to meet or exceed their requirementsAbility to work across interpersonal boundaries and work within cross functional/cross divisional teams in a Matrix organizationConfident with strong negotiation skills, including ability to conduct negotiations and achieve results through persuasion and subtlety.Strong presentation skills are required to make presentations to potential partners, customers, government entities and internal management at all levels.Ensures compliance with company policies and procedures and other practices set forth by upper managementQualifications and Education Requirements Bachelor’s Degree in business, engineering or other applicable field10+ years of international military business development experienceAt least 3 years of experience within the Middle East and North Africa regionUnderstanding of Middle East and North African countries defense acquisition processA proven track record of sustained business growth with large government programs across a broad range of customers and contract vehiclesMust have knowledge of the Department of Defense international acquisition process, export, and policy governing sales of defense articles and training to include Foreign Military Sales and Foreign Military FinancingComprehensive understanding of the capture management process with expertise in working the upfront positioning/shaping in the international marketProven ability to develop and implement creative strategies to win bidsExcellent written and oral presentation skills including the ability to generate written material to communicate to customers at all levels, including senior executivesExperience leading teams and managing budgetsExperience managing and directing international consults/agentsDemonstrated ability to build customer and industry relationshipsA demonstrated capability to think strategically and execute tacticallyHigh proficiency in analyzing customer requirements, decomposing solicitations, creating briefing packages to internal leadership with winning strategiesExperience in the training and simulation market a plus and highly desirableAbility to travel up to 30% of the yearDue to U.S. Government contract requirements, only U.S. citizens are eligible for this role. Preferred Skills Ability to communicate in Arabic is preferred, but not required.Simulation and Training experienceTechnical/Proposal writingTechnical presentationsStrategy DevelopmentRelationship development and managementBusiness case developmentFMS process understandingITAR familiarityUnderstanding of political, military, and economic relationships within the Middle East and North AfricaSecurity Responsibilities Must comply with all company security and data protection / usage policies and procedures.  Personally responsible for proper marking and handling of all information and materials, in any form. Shall not divulge any information, or afford access, to other employees not having a need-to-know. Shall not divulge information outside company without management approval.  All government and proprietary information will be accessed and stored electronically on company provided resources.   Incumbent must be eligible for DoD Personal Security Clearance. Work Environment This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Must be able to work overtimeMust be able to travel internationally as neededAs part of Executive Order 14042, you may be required to be fully vaccinated against COVID-19 by January 4, 2022. CAE USA will consider employee requests for exemptions to the vaccination requirements based on medical/disability or sincerely held religious beliefs. All requests will be reviewed in accordance with applicable laws and must be approved by CAE USA prior to employment. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice. CAE USA Inc. is an EOE/AA employer and gives consideration for employment to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you’d like more information about your EEO rights as an applicant under the law, please click here EEO is the Law poster. PAY TRANSPARENCY NONDISCRIMINATION PROVISION The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. #LI-KB1 Position Type                                                                                         RegularCAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted.Equal Employment OpportunityAt CAE, everyone is welcome to contribute to our success. With no exception.As captured in our overarching value "One CAE", we’re proud to work as one passionate, boundaryless and inclusive team.At CAE, all employees are welcome regardless of race, nationality, colour, religion, sex, gender identity or expression, sexual orientation, disability or age.The masculine form may be used in this job description solely for ease of reading, but refers to men, women and the gender diverse.