Role Overview
We are looking for a specialized Business Development Manager to lead our growth in the mission-critical sectors of Aerospace & Defense, Test & Measurement, and Wireless Infrastructure.
This role is located EMEA and the territories covered are EMEA & India. this role, you will drive design-wins for high-performance RF solutions (GaN-Si) in complex applications ranging from Electronic Warfare (EW) and Radar systems to 5G Small Cells and UAV. You will navigate sales cycles, and position our technology as the standard for high-reliability applications across EMEA and India.
Key Responsibilities
1. Strategic Market Expansion (Target Verticals)
- Aerospace & Defense (A&D):
- Radar & EW: Target prime contractors for next-gen AESA radar, Electronic Countermeasures (ECM), and threat detection systems. Focus on SWaP (Size, Weight, Power) reduction.
- Drones & UAVs: Capture designs in data links and telemetry systems for military and commercial heavy-lift drones.
- LMR (Land Mobile Radio): Secure sockets in critical communications gear (police/fire/military) migrating to LTE/5G hybrid networks.
- Test & Measurement (T&M): Partner with OEMs of Switching matrices, Vector Network Analyzers (VNAs) & Signal Generators, to integrate our wideband components.
- Wireless Infrastructure (Small Cells): Drive adoption of our Power Amplifiers (PAs) and Power Switches in 5G Small Cell and O-RAN (Open RAN) deployments for urban densification.
2. Regional Strategy (EMEA & India)
Penetrate key defense clusters (France, UK, Italy, Germany, Poland, Netherlands, Sweden) and T&M strongholds (Germany). Manage relationships with major defense primes regarding export compliance and long-term supply guarantees.
3. Distribution and Sales Representative Network Management
- Strategic Channel Alignment:
- Evaluate and optimize the existing network of independent sales representatives and distributors across EMEA and India to ensure alignment with Finwave’s target verticals (A&D, Wireless Infrastructure, T&M).
- Develop specific go-to-market strategies for channel partners to penetrate high-barrier accounts, particularly Defense Public Sector Undertakings (DPSUs) in India 5and Defense primes in Europe.
- Partner Enablement & Technical Training:
- Drive "mindshare" within the channel: Ensure Finwave’s GaN-on-Si solutions remain a top priority for partners who carry multiple lines.
- Conduct regular technical training sessions and webinars for rep and distribution field application engineers (FAEs) to ensure they can effectively articulate the value of SWaP (Size, Weight, Power) reduction and high-power RF efficiency.
- Pipeline & Design-Win Management:
- Shift partner focus from simple fulfillment to active Demand Creation. Implement rigorous design-registration tracking to protect partner efforts during the long 18–36 month sales cycles common in this industry.
- Collaborate with partners to identify and nurture early-stage opportunities (block diagram phase) to ensure Finwave components are designed in before competitors.
- Performance Monitoring & Business Reviews:
- Establish Key Performance Indicators (KPIs) focused on New Business Opportunities (NBOs) and Design Wins rather than just revenue, aligning with the company's growth phase.
- Conduct Quarterly Business Reviews (QBRs) with key distributors and rep firms to challenge results, review the sales funnel, and adjust regional tactics.
- Conflict Resolution & Coordination:
- Act as the primary escalation point for the channel, resolving conflict between direct sales efforts and partner activities to maintain a cohesive market approach.
- Coordinate joint customer visits with local partners to leverage their established relationships with key accounts like Thales, Leonardo, and BEL.
Qualifications & Skills
- Education: Bachelor’s degree in RF/Microwave Engineering, Electrical Engineering, or Physics.
- Experience: 7+ years in the RF Semiconductor industry, with at least 3 years focused on A&D or High-Reliability markets.
- Technical Proficiency: Deep understanding of:
- High Power RF: GaN-on-Si technology, Thermal management for Radar/EW.
- Broadband RF: Wideband performance for T&M and EW applications (DC to 40GHz+).
Target Account Experience (Must Have)
- Tiers 1-2-3 customers in the A&D, T&M, Telecom markets.
- New UAV makers.