Sales Director - International

Job Description

At Boeing, we are all innovators on a mission to connect, protect, explore and inspire. From the sea bed to outer space, you’ll learn and grow, contributing to work that shapes the world. Find your future with us.

Tapestry Solutions is looking for a Sales Director - International based out of Dubai or Abu Dhabi, United Arab Emirates.

Tapestry Solutions, A Boeing Company, comes with over 30 years of industry experience designing, implementing, training and supporting logistics information systems. We have over 800 employees worldwide supporting our customers with high-quality, innovative, and cost-effective information technology and business LOCATION solutions. Tapestry Solutions supports 85 defense, commercial and government customers from over 50 US locations and nine countries, including operating bases in Europe and the Middle East.

Position Summary:

Lead the international business capture and sales approval process by advocating the customer requirements and selling the business case to management to ensure quality deal.

Position Responsibilities:

• Lead Digital Operations and Sustainment Global Sales and Marketing Team for international pursuits in designated region. Work from the designated regional location and/or on a virtual basis. Work as a key team member of the International Sales Team.
• Develop opportunities and design proposals utilizing products and services across the Global Integrated Subsidiary Support portfolio and supports other Sales Directors in developing integrated portfolios for their customers and markets.
• Craft campaign specific strategies, procure resources and secure management commitment to ensure successful execution. Create metrics to monitor campaign project status and budget requirements. Verify, evaluate and apply detailed customer knowledge to advance campaign activity, support the long range business plan (LRBP) and contribute to strategy development (e.g., country, region and campaign).
• Execute capture management using the Boeing Integrated Business Acquisition Process. Ensure risks are mitigated to the extent possible and that executability is thoroughly addressed with the supporting business units.
• Drive international sales and campaign activities for designated region and/or international customers to successful completion by integrating multiple aspects of the customers' needs.
• Leverage company resources to support customer commitments, gain a competitive advantage and foster business growth by using a comprehensive understanding (breadth and depth) of multiple products and services, process and operations and resources.
• Lead negotiations and finalize commitments, ensuring mutual benefit to the customer by interfacing directly with customer decision-makers and influencers. Leverage detailed understanding of both customer and Company needs and resources to find areas of alignment and integration.
• Integrate knowledge into business strategies and solutions. Research, review and analyze information about competitors' products and services to develop a comprehensive understanding (breadth and depth) of specific competitor activities and their impact on company strategy to improve our competitive position
• Balance the enterprise, business unit and customer goals to meet and drive Long Range Business Plan (LRBP).
• Build and maintain the assigned pipeline using the Customer Relationship Management System and a broad understanding of customer and market needs.
• Obtain business and customer commitment within parameters approved by management.
• Establish a broad network of contacts and knowledge base to act as a broker of knowledge to multiple customer needs.
• Provide guidance to more junior employees regarding capturing and documenting detailed customer knowledge and assists in network development.
• Initiate and advance customer relationships and work to be accepted as a trusted business partner by the customer. Establish, maintain and expand network to address customer needs and keep lines of communication open. Develop customer solutions by coordinating and integrating with internal and external processes and divisions to provide a competitive advantage and to foster business growth with acceptable margins.
• Coordinate packaging of Tapestry, Boeing and Industry products and knowledge into complete solutions that meets customer needs.
• Look for opportunities to pursue opportunities from products and services from across the Global Integrated Support Services portfolio.
• Lead review process with management by balancing customer expectations and Tapestry resources. Align third party deliverables. Maintain and advance customer relationships to proactively address future needs. Identify future business opportunities and promote the value of the Company’s portfolio and partnership. Provide networking capabilities to address needs beyond Tapestry’s resources and offerings. Take consultative approach to help customers achieve objectives.
• Lead preparation of proposals by developing themes and discriminators and ensure correct members and resources are included in the team. Recommend alternative means of compliance to customer requests. Review and contribute to the final draft materials.
• Challenge recommended scope and cost to ensure compliance and competitiveness. Develop strategy and tactics using in-depth knowledge of customer needs, Company products and services and competitive environment to foster business growth with acceptable margins. Ensure strategic alignment with the customer, Long Range Business Plan and regional and country objectives.
• Know how to work effectively with senior US Government military, civilian and contract personnel, utilizing developed interpersonal relationships and using effective oral and written communications skills.
• Perform other duties as assigned.

Basic Qualifications:

• Bachelor's Degree and typically 14 or more years' related work experience or a Master's Degree with typically 12 or more years' or a PhD degree with typically 9 or more years' related work experience or an equivalent combination of education and experience.

Preferred Qualifications:

• Recognized as a job expert within the company with the following knowledge:

- Understanding of US DoD Foreign Military Sales Process and existing international customer network, with focus on Middle East.

- Understanding of DoD security assistance program and how to leverage these programs in order to facilitate sales, develop business deals and increase growth in software and services.

- Understanding of Direct Commercial Sales processes in host countries and network of in country partners and consultants in host countries.

- Understanding of US and Foreign defense contractors, commercial businesses and other Gov’t agencies, which could use our products and services.

• Creative thinker to act as lead for new international business opportunities as well as having a vision to apply Tapestry Solutions Products and Services to other verticals such as Health Care Logistics Supply Chain, Oil and Gas, Automotive, etc.
• International experience and network of contacts in both commercial and defense industry networks to enable selling software products and services to other verticals.
• Ability and understanding of the Value surrounding Information Management software, primarily in the Logistics vertical
• Ability to lead small to large teams to assemble a winning proposal for government and commercial (Domestic and International) Software and Services opportunities.
• Extensive military or civilian experience with international and/or multinational military operations and/or logistics. Past experience living and working overseas is highly desirable.
• Ability to work on complex technical problems and provide solutions which are highly innovative and ingenious.
• Discretion: Initiates assignments and determines and pursues courses of action necessary to obtain desired results. Work is checked through consultation and agreement with others rather than formal review by a superior.
• Impact: Develops advanced technical ideas and guides their development into final product. Erroneous decisions or recommendations would typically result in failure to achieve critical organizational objectives and affect the organization's technological capability and image.
• Liaison: Serves as organization spokesperson on advanced projects and programs. Acts as advisor to management and customers on advanced technical research studies.

Relocation:This position offers relocation based on candidate eligibility.

This requisition is for an international, locally hired position in the United Arab Emirates. Benefits and pay are determined at the local level and are not part of Boeing U.S.-based payroll, and will commensurate with experience and qualifications and in accordance with applicable UAE law. Employment is subject to the candidate s ability to satisfy all UAE labor and immigration formalities.