CSM Business Development Channel Manager Intel Business

Job Description

Cybersecurity and Special Missions (CSM)
Raytheon is a technology and innovation leader in cybersecurity markets throughout the world. With a history of innovation spanning 96 years, Raytheon provides systems integration, and cybersecurity solutions, as well as a broad range of support services. With decades of intelligence and cyber expertise, Raytheon offers unmatched, full-spectrum, end-to-end cyber solutions that help organizations secure their space and confidently navigate the ever-changing cyber domain.
Specifically, our Cybersecurity and Special Missions (CSM) mission area integrates cyber threat management and intelligence capabilities to help organizations solve their cyber challenges, from providing computer network defense and addressing advanced persistent threats to cyber hardening of critical systems and critical infrastructure protection. Building on Raytheon’s legacy of classified work with United States government intelligence agencies and programs, CSM has made and continues to make extensive investments in research and development and important acquisitions of cutting-edge companies, as well as and maintain partnerships that span the globe, with the goal of helping companies, government agencies, and nations effectively minimize cyber risk and safeguard information and infrastructure. As evidenced by our extensive past performance record, we have never missed a technical requirement or failed to meet a contractual requirement.
Given our robust catalog of cyber solutions, CSM recently underwent a transformation designed to optimize our cyber portfolio to help organizations understand our capability and easily identify the areas where they are looking to partner. As a result of this transformation, our portfolio is now broken into nine innovation areas:

• Cyber Analytics and Intelligence Services
• Cyber As A Service
• Cyber Systems Defense and Integration
• Cyber Operations & Research
• Cyber Physical Systems Security
• Cyber Warfare
• DEVSECOPS Optimization
• Data Orchestration and Resiliency
• Mission Services

With some of the most highly-skilled cybersecurity engineers in the business, the CSM team has provided managed security services, conducted information assurance and technical security assessments, performed social engineering campaigns, and delivered security training for hundreds of corporations.
The cybersecurity landscape is incredibly dynamic and demands the adaptability and ingenuity that only experienced innovative staff can provide. Raytheon not only believes in this, we invest in it.
We are seeking a Business Development Channel Manager to grow our business portfolio. This position will be responsible for managing strategic relationships with our partners and driving C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business and technical relationships, and driving partner plans with each assigned partner, you will be responsible for increasing top line revenue growth and overall market adoption of our solutions. The ideal candidate will possess both a partner background that enables them to drive successful partnerships, engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers. She/he should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The position also requires a strong technical acumen, along with working knowledge of the machine learning technology and consulting services landscape.
Essential Functions:

• Serve as a key member of the Business Development team in helping to deliver the overall Intelpartner strategy.
• Engagement with our channel partners to design and implement a go to market package in line with their partner level
• Engage assigned partners field sales organization, channels and end customers to create and drive revenue opportunities for Intel
• Works directly with the Innovation Area team to develop product strategies, roadmaps and investment plans
• Create a strategic partner development plan for target partners and customers, and ensure it's in line with the Intelstrategy. This includes developing detailed account plans to manage and track the progress of each partner organization and achievement against partner goals.
• Manage and close a pipeline of customer opportunities associated with assigned partners
• Works directly with capture teams to develop Technical Solutions, Win Strategies and Discriminators by providing direct support to the capture and proposal teams that leverage these cyber products as appropriate
• Delivers Value Propositions and other key messaging to Customer Community
• Maintain thorough knowledge of products, sales strategies/objectives, value proposition and competition.
• Proactively maintain ongoing knowledge of industry, territory, existing and target accounts, & competitive landscape.
• Reviews, monitors and reports on deal registrations
• Executes marketing programs with the help of field marketing
• Performs other duties and projects as assigned

Required Skills:

• 12+ years’ experience selling cybersecurity, analytics and cyber products and services at various levels within organizations, ideally to both commercial and government customers
• 5+ years of product management and/or business development experience in the technology/cloud services industry, with proven ability to build ecosystem technology partnerships.
• Progressive experience selling directly to the U.S. Federal Government with technical background in cybersecurity / ISR / analytics software and services
• Federal experience with DOD, DHS and Intelligence Community is highly desired
• Forecast business accurately, build a strong pipeline of new business opportunities such that the sales pipeline reflects the capability to meet and exceed sales goals on a quarterly basis.
• Maintain existing and develop new professional relationships with external agencies, vendors and government bodies
• Strong interpersonal, communication, presentation, and teamwork skills
• Current TS/SCI
• Ability to travel up to 50%

Desired Qualifications:

• Ability to take on a greenfield partner and jointly deliver a get-to-market strategy
• Ability to create and execute joint solution and Go To Market strategies and tactical plans

Education:
Bachelor’s degree in business or related field
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