Business Development Manager - Aerospace & Defense

Vicor Corporation•Andover, MA

30d•Onsite

About The Position

Vicor is an American manufacturer of advanced 48V centric DC-DC converters with industry-leading power and current density, enabling breakthrough power delivery performance. As an engineering-focused company, we provide an opportunity to be part of the team that further innovates, markets, sells and supports the power modules that drive key advancements in AI, electric vehicles, and aerospace. The main responsibility of the Business Development Manager position is to proactively drive program development and the sale of Vicor VPS power solutions into Aerospace & Defense and Military applications at the OEM, Tier 1, and Tier 2 levels. This involves strategic coordination with the assigned Account Manager and FAE’s, providing pre- and post-sales support including product selections based on the customer's application needs. The Business Development Manager must be able to articulate Vicor technology and product positioning to both business and technical users. The Business Development Manager is responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with sales management and operations as the key technical advisor and advocate for our products. This position will sit in our Andover, MA or Chicago, IL office. This position does not support Visa Sponsorship. Candidates requiring sponsorship will not be considered.

Requirements

North American Focus
OEM Account experience
Bachelor of Science degree, in Electrical Engineering or equivalent
Minimum of 5 years related experience in the A&D segment
Experience in a matrix organization
Self-motivated with a proven track record of selling and/or program development
Demonstrate sales knowledge in the dynamic atmosphere of a technical organization with a rapidly expanding customer base
Electrical and/or Semiconductor technical experience, familiarity with MIL standards, 202, 461, 704, 810, 883, 1275, 1399.
Knowledge or past selling experience with DC/DC converters would be ideal in this new position: aimed at target applications: C5ISR, Radar, Missile Defense, Directed Energy, Shipboard, Vehicle, and UAV
Technical leadership: capable of combining industry trends and customer requirements with available and future technologies to recommend and suggest new products for future systems.
Good presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports
Organized and analytical, able to eliminate sales and technical obstacles through creative and adaptive approaches

Responsibilities

Develop account strategies with a set of target customers aligned to Vicor’s corporate growth initiatives
Articulate technology, power architectures, and product positioning to both business and technical users
Develop action plans for target accounts and maintain activities to support Vicor’s growth within the market segment
Business/Relationship development at Management and Program levels
Identify technical requirements and issues at target accounts to assure complete customer satisfaction through all stages of the sales process
Capture technical requirements and architectures of a customer’s system and act as the liaison to the pertinent VPS operations locations.
Knowledge of the Aerospace & Defense segment, key customers, and their applications is essential for success, existing relationships are critical at key customers targeted for penetration, ability to interface with all levels of management
Knowledge of Open Systems Architecture – SOSA and VITA, FACE VICTORY
Liason to the Open Systems Consortia organizations VITA/SOSA
Develop and maintain strong relationships throughout the sales cycle