Business Development Manager Defense EMEA, Thalwil

Business Development Manager– Defense (EMEA)

with initial focus on UAV and fast time-to-market opportunities Your Responsibilities

Market entry&opportunity creation (primary focus)

Establish and grow the company’s presence in the European defense market by identifying priority countries, programs, and target accounts. Drive early traction in segments with shorter time-to-market, particularly in UAV and rapidly deployable systems. Conduct business potential analysis and develop strong market expertise across the European defense ecosystem.Lead generation&“hunter” activity

Proactively generate new business opportunities through direct outreach, industry networks, defense events, and partner ecosystems– with a strong focus on fast-moving programs and emerging players (e.g., UAV, autonomy). Account&stakeholder development Build trusted relationships with ministries of defense, procurement agencies, prime contractors, and system integrators, while also engaging with agile, innovation-driven companies and scale-ups. Strategic positioning&partnerships

Define and refine the company’s positioning across defense applications, prioritizing high-growth and fast-adoption segments while building a broader long-term footprint across the defense ecosystem. Collaborate closely with partners, account owners and customers to understand the ecosystem, identify key stakeholders, and establish defense strategies for both direct and indirect business models.Capture&sales execution

Lead early-stage capture activities, shape opportunities, and support bid/no-bid decisions across both rapid acquisition programs and larger, long-cycle opportunities. Commercial negotiations&deal structuring

Support negotiations in a regulated environment, ensuring commercially viable and compliant agreements. Cross-functional alignment

Work closely with Sales, Business Units, Legal, and compliance teams to align offerings with defense requirements and evolving customer needs. Pipeline transparency&performance tracking

Build and maintain a robust CRM pipeline, ensuring visibility across short-, mid-, and long-term opportunities. Target Customers / Market Segments

Unmanned and autonomous systems (air, land, sea), with particular emphasis on UAV platforms and ecosystems Defense electronics and mission-critical systems ISR (Intelligence, Surveillance, Reconnaissance) platforms Assured navigation, positioning, and timing solutions (APNT) Military communication and sensor systemsPrime contractors, system integrators, and emerging defense tech companies fast-scaling players Your Skills and Experience

Technical&Industry Expertise

Solid understanding of GNSS / APNT technologies and their application in defense environments Familiarity with defense systems (e.g., ISR, unmanned systems, guidance, secure communications) Understanding of system integration and mission-critical applications Knowledge of European defense procurement structures and regulatory frameworksAbility to translate technical capabilities into defense use cases and value propositions Commercial&Business Development Skills

Strong“hunter mentality” with proven ability to build pipeline from scratch Experience in complex B2G / B2B / OEM sales environments Track record in strategic account development and partner-led growth Experience in navigating long sales cycles and early-stage opportunity shaping Exposure to tenders, bids, and framework agreementsLeadership&Interpersonal Skills

Strong networking capabilities and ability to build credibility in new markets Excellent communication and stakeholder management skills (including senior-level audiences) Strategic thinking combined with hands‑on execution High level of ownership, resilience, and persistence Ability to operate in ambiguous, evolving environmentsQualifications

8–15 years of experience in business development, strategic sales, or capture management Background in defense, aerospace, GNSS, or defense electronics Experience working with European defense stakeholders or entering new regulated markets Familiarity with compliance, export controls, and security requirementsExisting network within the European defense ecosystem (a strong plus) Willingness to travel internationally What are your perks?

A multicultural and international company with over 60 different nationalities Project-based activities working with colleagues across the globe A start-up and innovation mindset while in the process of scaling‑up processes and efficiencies Hybrid working model&flexible working hours A strong learning environment and regular career discussions Company Performance Bonus… and discover even more by talking with us!

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