Associate Director, Requirements and Capabilities

Role Overview

Associate Director, Requirements and Capabilities at RTX, located in Riyadh, Saudi Arabia (SA-01-RIYADH-S1, 9054 Airport Rd, ROSHAN FRONT BLDG S1). This is an onsite position.

Company Overview

RTX is the world's largest aerospace and defense company, with 185,000 employees united by purpose to solve the world's most complex problems. Raytheon, part of RTX, brings more than 100 years of experience and renowned engineering expertise to deliver solutions that help nations and allies defend freedoms and deter aggression.

Role Purpose

This role is responsible for growing Raytheon's business in the Kingdom of Saudi Arabia through pipeline development, external customer engagement, and serving as the voice of the customer to internal Raytheon stakeholders. The position will support the Country Requirements & Capabilities Director and ensure compliance with internal operational policies, procedures and practices within the RTX R&C Organization while managing day-to-day operations and enabling infrastructure for the RTX Saudi Arabia R&C function.

Key Responsibilities

Strategy Development

• Partner with requirements and capabilities, product line and functional leaders across the enterprise to evaluate customer insights and market dynamics to support development and implementation of an enterprise-wide strategy for the Royal Saudi Armed Forces.
• Develop input to country strategies, driving the development and communication of those strategies back to RTX strategic business units.
• Ensure strategy is linked to operational analysis and demonstrates how the customer will employ capabilities against existing and future threats.
• Provide support to the development of the overall RTX strategy for the Kingdom of Saudi Arabia.

Customer Engagement & Relationship Management

• Articulate through customer intimacy the priorities of the customer and their concept of operations to help align internal priorities of RTX to meet customer requirements.
• Develop and maintain customer contact and engagement plans to establish a one Raytheon approach to managing the customer relationship.
• Track customer engagements and coordinate internal visitors for the Kingdom of Saudi Arabia.
• Leverage customer knowledge to identify potential growth opportunities in the Kingdom of Saudi Arabia.
• Understand and communicate the budgeting and requirements process for the Kingdom of Saudi Arabia customer, including the process steps used by the customer.

Opportunity Development & Business Development

• Based on customer priorities and gaps, develop and shape new business opportunities to aid the customer in filling gaps in line with their priorities.
• Manage Enterprise Raytheon Pipeline Manager (ERPM) opportunities in coordination with business area capture leads and R&C operations.
• Regularly update Raytheon stakeholders with customer needs assessments, market data, opportunity identification and development status, key pursuits and milestones.

Operations & Process Management

• Ensure compliance with all internal operational policies, procedures and practices within the RTX R&C Organization.
• Coordinate the planning and management of customer correspondence, capture and proposal gate reviews, leadership visits, trade shows, external consultants and internal team reviews.
• Lead the conduct of RTX Saudi Arabia R&C staff calls and opportunity reviews.
• Track Integrated Product Development System (IPDS) milestones for Kingdom of Saudi Arabia opportunities and apply IPDS best practice processes.
• Manage day-to-day cadence of tasks, processes and implementation of enabling infrastructure necessary to operate the RTX Saudi Arabia R&C function effectively and efficiently.

Internal Coordination & Support

• Institute an internal network to enable reach back for product and service knowledge and support.
• Organize logistics and management of outside business development consultants.
• Track and maintain internal visitor coordination for the Kingdom of Saudi Arabia.
• Lead the development of visitor guides including agendas and background material for senior leadership visits.

Continuous Improvement & Metrics

• Develop associated financial tools and track relevant metrics, including 5-Year Plan assessments, New Business Investment (NBI) requirements and Enterprise Raytheon Pipeline Manager (ERPM) opportunities.
• Facilitate implementation of initiatives across the function focused on continuous improvement and efficiency achievement.
• Leverage Requirements and Capabilities metrics for continuous improvement initiatives.

Qualifications & Experience

• Bachelor's Degree in Business, International Affairs, Engineering or other relevant discipline.
• Typically requires 12 years of experience with progressive leadership positions in Business Development or Defense Sales.
• Experience navigating intricacies of doing business with Ministry of Defense (MODEA) and related services.
• Demonstrated success in relationship building in the Kingdom of Saudi Arabia.
• Understanding of the global competitive defense market, including customers and industry players within the Kingdom of Saudi Arabia.
• Experience tracking financial metrics and plans.
• History of providing clear direction and leading teams to success.

Preferred Qualifications

• Prior military or defense market experience.
• Direct experience with MODEA, Royal military services (including MNG) and GAMI.
• Knowledge of Raytheon Technologies (RTX) products and services.
• Prior involvement with Kingdom of Saudi Arabia Ministry of Defense programs, captures and product lines.
• Demonstrated ability to communicate directly and effectively with key decision makers.
• Experience with RTX (or equivalent) financial planning and analyses (FP&A) processes and procedures.
• Understanding of customer culture, political and military environment and cultural customs and norms of the region.
• Understanding of the procurement, fiscal and regulatory environment within the country.

Skills & Competencies

• Ability to work effectively and efficiently in a fast-paced dynamic environment with time criticality.
• Excellent written and verbal communication skills with all levels of management and fluency in spoken and written English.
• Strong collaboration skills enabling business results working internally and externally.
• Experience with Customer Relationship Management (CRM) systems, including Microsoft ERPM.

Additional Information

• This position requires a Saudi Person who is eligible to obtain any required Export Authorization.
• RTX adheres to the principles of equal employment. All qualified applications will be given careful consideration without regard to ethnicity, color, religion, gender, sexual orientation or identity, national origin, age, disability, protected veteran status or any other characteristic protected by law.