VP of A&D Market Segment
Company: Software Services, Chicago, IL
Posted on: November 11, 2018
SUMMARY The Vice President Aerospace & Defense Market Segment reports to the Chief Product Officer. This role is responsible for driving and overseeing the full Market Strategy and customer facing aspects of the product organization for the A&D market. This will include market strategy, partner/channel identification, market requirement analysis, competitive analysis, sales enablement, customer engagement, RFx response leadership and market pricing analysis. The VP is responsible for working with Sales to assess customer needs, generating a common vision for Company products in the A&D market and specifying and communicating market specific solutions with Sales to the customer. The broad focus is on global market needs, technology and competitive trends in the A&D vertical, specifically on safe, secure and highly reliable software. He/she will lead the A&D Market Segment team to proactively provide market requirements to the Product Teams, sales collateral and support to the A&D Sales teams. RESPONSIBILITIES Execution Excellence Full ownership of the Company A&D Market Segment: Supporting Company A&D sales teams to meet sales bookings and growth targets Primary responsibility for revenue in the global A&D market Providing A&D specific market/customer facing collateral and solutions Identifying partners/channels to improve A&D go-to-market capabilities Ability to assess both organic and in-organic growth opportunities Driving an A&D focused ecosystem around the Company products Delivering A&D specific requirements to the Product Teams Primary responsibility to lead responses to customer RFxs by leveraging the competencies within the broader corporation Driving A&D marketing campaigns and marketing programs to optimize market perception Managing and optimizing existing processes Assessing and managing customer satisfaction Assessing trends and requirements for A&D software in global markets Operating as a key member of the Company Product Organization Leadership Team Will derive business cases for the A&D market to drive product investments External Visibility & Customer Interface One of the key responsibilities of the VP A&D Market Segment will be as the external face of the A&D business to customers. In this regard, this role will spend significant time interfacing with prospects and customers by: Presenting the A&D Portfolio at various industry conferences and events Working with Sales to meet with current and prospective customers to build aligned visions, present the A&D portfolio and create solutions that fit the customer’s needs. Working with partners and channels to optimize the position of the Company A&D portfolio Internal Alignment & Collaboration As the primary product interface to Sales, ensuring that our product portfolio meets their customer’s needs Ensuring that the sales collateral that is generated from our product documentation is relevant to the A&D market and supports the needs of the A&D sales teams Working with the Product Teams, ensuring that the A&D market requirements are adequately addressed in our product strategy, roadmaps and portfolio. Working with the Corporate Strategy and Marketing teams to align the A&D Market Segment with the corporate direction and messaging Working with the Company professional services team to identify a compelling suite of A&D services to drive growth Will be measured on Financials: Bookings and Growth (sales) and Revenue (product teams) GENERAL REQUIREMENTS 15+ years of A&D experience, specifically in the general management, product management, strategy, business development and sales areas In-depth knowledge of the A&D market, with strong emphasis on safe and secure software Active personal and business connections with leading A&D companies, DoD and US government agencies Financial modeling and business case development and analysis is critical; P&L experience is helpful Customer interfacing experience at the C-level for both business development as well as information gathering Fundamental knowledge of embedded computing, operating systems and development tools and processes Excellent interpersonal communication skills and the ability to move easily between product, services, marketing, strategy and technical discussions Excellent influence management skills and the ability to establish strong, collaborative working relationships with a multitude of stakeholders Ability to manage teams, directly and indirectly across geographies Software licensing (open source and proprietary) and pricing models BSEE/CS or equivalent required, MBA a plus. US Citizenship required and US Clearance preferred 30-40% Travel required
Keywords: Software Services, Chicago, IL, Chicago , VP of A&D Market Segment, Executive , Chicago, Illinois
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