Associate Director - Sales (MENA)
Digantara · Bengaluru · onsite · Posted 72d ago
Not disclosed10–12 yrsfulltimeSourced from
About a minute. You'll make an account on the way through.
About this role
Digantara is a space surveillance and intelligence company with a mission to transform how space surveillance is done through end-to-end infrastructure. Through a seamlessly integrated architecture of proprietary hardware and software, Digantara delivers operationally decisive intelligence to stakeholders. In an era where space underpins the global economy, sovereign capability is not a luxury, it is a necessity. Digantara is delivering the sovereign space surveillance capabilities that nations cannot afford to wait for.
Why Us
We are seeking a candidate who can build and own a government revenue engine across an assigned geography, working directly with defense ministries, space agencies, intelligence organizations, and defense primes. You are not filling a pipeline; you are building a market. That means identifying where national space strategies create demand for sovereign surveillance capabilities, building trust-based relationships with the officials who control those budgets, and translating our technology into programs of record. You will shape how we enter and scale in your market: pricing architecture, partner strategy, regulatory navigation, and customer development with full ownership of outcomes.
Responsibilities
Why Us
- Be part of a collaborative and innovative environment where your ideas and skills make a real difference to the entire space realm.
- Push the boundaries with hands-on experience, greater responsibilities, and rapid career advancement.
- Competitive incentives, galvanizing workspace, blazing team—pretty much everything you have heard about a startup.
We are seeking a candidate who can build and own a government revenue engine across an assigned geography, working directly with defense ministries, space agencies, intelligence organizations, and defense primes. You are not filling a pipeline; you are building a market. That means identifying where national space strategies create demand for sovereign surveillance capabilities, building trust-based relationships with the officials who control those budgets, and translating our technology into programs of record. You will shape how we enter and scale in your market: pricing architecture, partner strategy, regulatory navigation, and customer development with full ownership of outcomes.
Responsibilities
- Design and execute the full government go-to-market strategy across target sovereign markets. Own pipeline creation, deal progression, and close across defense ministries, space agencies, intelligence directorates, and allied defense organizations.
- Build and maintain relationships with senior defense acquisition officials, program directors, agency heads, and uniformed leadership across target nations. Navigate multi-stakeholder government decision environments with precision, including inter-ministerial coordination and coalition frameworks.
- Lead capture efforts from opportunity identification through proposal submission. Orchestrate win strategies across competitive and directed procurement vehicles, including Business-to-government (B2G) frameworks, offset agreements, direct commercial sales, and national procurement processes specific to each target market.
- Develop and manage strategic partnerships with global defense primes and national defense industrial champions to position company capabilities within larger platform programs and prime-subcontractor teaming arrangements.
- Architect deal and pricing models for hardware (sensors/payloads), data-as-a-service, and analytics/software subscriptions tailored to government procurement norms, fiscal year dynamics, and sovereign data handling requirements of each market.
- Bachelor's degree in Engineering, Business, Aerospace, or a related field. MBA or advanced degree preferred.
- 10+ years of experience in government business development, defense sales, or capture management.
- Proven ability to navigate sovereign procurement environments involving defense primes as both customers and partners.
- Experience selling complex technical systems: hardware, data products, or ISR/C4ISR solutions to government defense customers.
- Experience in the international BD function of an Indian defense company (public or private) or a global defense prime's India-based international team.
- Deep institutional knowledge of defense acquisition processes in at least one major market including procurement frameworks, offset/industrial participation policies, export control regimes and budget cycle dynamics.
- Built a government revenue function in a new market.
- Track record of navigating cross-border defense trade mechanisms; whether FMS, DCS, Lines of Credit, G2G frameworks, or offset/industrial participation programs.
- Experience in a high-growth or startup environment where you built processes, not just followed them.
- Comfort operating with ambiguity; you've sold products where the procurement category didn't yet exist.
- Job Location: Hebbal, Bengaluru
Sourced from foundit
Skills
technical systemsHardwarepricing modelsStrategic partnershipsGovernment ProcurementCapture ManagementISRdata productsdefense salesGovernment Business DevelopmentC4ISR solutions