Head of Business Development

Head of Business Development - Test Evaluation Assurance Measurement Solutions (TEAMS)

Rohde & Schwarz Australia

Brisbane, Sydney, Canberra or Adelaide

The Opportunity:

Lead the market development and go-to-market execution of RSAUS TEAMS solutions across Oceania. Bring the TEAMS strategy to market, cultivate and manage senior-level customer and partner relationships, and enable complex solution sales. Shape and position RSAUS as the preferred partner to meet the needs of the Commonwealth of Australia (CoA) under SDIP 7 for Test & Evaluation (T&E) solutions, working closely with internal divisions and global segment teams to drive sustainable growth.

Responsibilities include:

• Strategic Planning: Create, manage and implement comprehensive go-to-market plans that articulate a strategic vision, action plans, competitive intelligence, investment strategies and business cases targeting both government and industry customers within Australia, New Zealand and Oceania region.
• Business Development: Build and qualify a robust pipeline of new business opportunities based on Rohde & Schwarz products and capabilities in test, evaluation, and assurance solutions.
• Market Analysis: Conduct thorough market research to understand trends, customer needs and competitive landscapes in the test, evaluation, and assurance solutions market segments.
• Sales Performance Management: Meet or exceed sales targets based on the business pipeline and other emerging business opportunities.
• Thought Leadership: Position Rohde & Schwarz as a thought leader in the field of test, evaluation, and assurance solutions by participating in industry conferences, forums and workshops.
• Engage senior stakeholders across CoA (e.g., CASG, DSTG, Defence Services, government departments) and prime contractors to align TEAMS solutions with SDIP 7 priorities
• Customer Engagement: Actively engage with relevant government, Defence and other relevant industry customers to identify and shape opportunities. This includes developing contact plans, messaging strategies and win strategies with timely follow-up.
• Relationship Management: Build and maintain strong trusted relationships with key stakeholders, including government officials, Defence, military representatives and industry partners.
• Collaboration: Work closely with internal teams, including engineering, product management and marketing to ensure alignment on customer requirements and to drive the successful delivery of solutions.
• Support Functions: Provide active support for Capture, Proposals and Sales functions to ensure continuity across the business development lifecycle, enhancing the organisation's ability to win as opportunities progress from qualification to capture and proposal stages.
• Proposal Development: Lead the development of compelling proposals and presentations that effectively communicate Rohde & Schwarz's capabilities in test, evaluation, and assurance solutions.
• Build effective networks within target accounts and map those accounts in the SAP C4C tool
• Team Mentorship: Mentor other members of the Rohde & Schwarz team as needed to assist in enhancing cross functional education and developing a high-performing team.
• Increase local capability through training, mentoring, and development of TEAMS domain expertise

Qualification, skills and experience:

- Bachelor's Degree: A degree in Electrical Engineering, Telecommunications, or a related field is required to provide a solid technical foundation for understanding spectrum monitoring and analytics.

- Specialised Training: Completion of specialised training programs in test, evaluation and assurance methodologies and practices.

- Significant senior business development experience leading complex solution sales in Defence, government, or critical infrastructure sectors

- Bid Management Experience: Evidence of successful achievements in managing a bid function, including team management and oversight of the bid process.

- Complex Bid Handling: Demonstrable experience working on complex ASDEFCON (or similar) bids under tight deadlines, showcasing the ability to navigate intricate bidding processes.

- Project Management Skills: Strong project management experience to ensure effective planning, execution and delivery of projects within budget and time constraints.

- Tendering Knowledge: A strong understanding of tendering processes in Australia and New Zealand, preferably within defence or high-end safety/mission-critical engineering markets.

- Collaboration in Matrix Teams: Experience working with multi-layered (matrix) sales, implementations and operations teams throughout the bid process.

- Proficient Tool Usage: Proficient user of Microsoft Office, SharePoint, and other bid/proposal-related tools to facilitate effective communication and collaboration.

- International Sales Experience: Experience in working on international sales and bid opportunities is advantageous.

About R&S Australia:

Established in Australia 40 years ago, the local subsidiary of Rohde & Schwarz continues to provide the latest innovative equipment and expertise to customers in the fields of wireless communications and RF test and measurement, broadcast and media, aerospace and defence, cybersecurity and network technology. R&S Australia has also achieved considerable success providing integrated communications solutions to the Australian Defence Force. The local service centre supports customers in Australia and New Zealand, offering comprehensive calibration and repair service throughout all phases of the product lifecycle.

A few of our benefits include:

• A competitive salary package that includes a generous bonus, and salary continuance insurance.
• Novated lease, and option to purchase extra holidays on top of annual leave.
• Free on-site parking is available as well as being within a great public transport hub that is close to the office
• Training and development opportunities tailored to your personal development goals.
• Exceptional, high performance work culture with emphasis on collaboration, continuous improvement and celebrating success as a team.
• Flexible and hybrid working arrangements.
• Third Friday of every month is a non-working day - RDO

We are looking forward to receiving your application If you have any questions, please feel free to contact your recruiting contact at any time.

We place great importance on equal opportunities. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, ideology, disability, age as well as sexual orientation and identity.

Important to know:

Due to the nature of our work, many of our roles require an Australian nationality and the ability to obtain a security clearance. Applicants who accept a conditional offer of employment must meet eligibility.

Eligibility and clearance process information can be found at;