Director, Customer Requirements & Capabilities

RTN 2 (Raytheon IDMS)
أبوظبي, Abu Dhabi Emirate
At Raytheon Missiles & Defense, you have the opportunity to try new things and make a bigger difference across a broader end-to-end solution, a richer technology and product set, an expanded range of disciplines, a growing global footprint and a more diverse team of colleagues and customers.

Job Summary

Our Director of Customer Requirements & Capabilities (CR&C) is one of the senior-most positions for Raytheon Emirates (REL) a wholly owned foreign subsidiary located in Abu Dhabi, United Arab Emirates (UAE). Together with the country Managing Director (MD) the role is responsible for coordinating with all Raytheon Technologies (RTX) businesses to drive the UAE strategy and business growth.

This position will work with top UAE Ministry of Defense (MoD) & Armed Forces leaders and civilian customers, stakeholders, partners and constituents as well as local USG authorities (US Embassy, US CENTCOM, etc. to deliver Defense systems and services, Space solutions, Civil solutions, and Cyber capabilities while contributing to the developing UAE Aerospace and Defense (A&D) industry.

The CR&C Director is uniquely responsible for leading and creating the business development strategy and execution plans for optimal enterprise wide performance and local long range planning in the UAE. Responsible for overall company growth, this individual will also have primary responsibility for leading CR&C team members and partnering with RTX businesses and affiliate companies to achieve optimal short and long-term business growth objectives. The successful candidate will have necessary experiences and contacts within the Emirate defense community and be capable of shaping new requirements, generating new eRPM leads and ultimately orchestrate in-country capture activities to deliver on-time bookings.


To be successful, the CR&C Director must work across the various functions within the business to effectively align and integrate host nation capability and capacity in order to execute the United Arab Emirates Vision 2030 mandate within the context of agreed business strategy and growth outcomes. The individual must have a deep understanding of the substantive national and regional issues and customer needs of UAE military defense markets.

This position reports to the Managing Director of REL and matrixed to the Global Requirements & Solutions Executive for Middle East within Raytheon Missiles and Defense (RMD).

This position will be located in Abu Dhabi in the United Arab Emirates.

Responsibilities to anticipate:
  • Partner with REL Managing Director and across the REL enterprise to develop and implement the business growth and localization strategies consistent with and complementary to REL business objectives, RTX company strategy, and the United Arab Emirates Vision.
  • Lead and coordinate business development growth plans and activities for REL integrated long range planning. This includes creating business development, capture management and communications plans that will achieve REL and RTX bookings/growth targets and promote company revenue and profitability.
  • Deputize for the REL MD as required.
  • Engage with influential Emirati customers and industry to develop opportunities for RTX across all businesses. Target customers include senior members and officials of the MOD, end-users such as the UAE Air Force& Air Defense, senior members of the UAE A&D industry, as well as U.S. Government officials supporting UAE.
  • Lead, develop, and prioritize the efforts of the REL CR&C team to ensure:
    • Cost-effective utilization of resources and achievement of performance metrics, including talent acquisition, retention and growth
    • Establishment of long-term customer relationships to enable business growth
    • timely intelligence on all captures and competition, including realistic assessment of opportunities
  • Collaborate with CR&C Leaders from RMD and RI&S business units and Affiliates of RTX to meet growth targets and customer satisfaction metrics.
  • Provide Capture Manager leadership for locally identified pursuits/captures.
  • Engage as a senior member of the REL Leadership Team and RTX Business Development, to identify, assess and execute capture activities.
Qualifications you have:
  • Minimum of 14 years of prior relevant experience in progressively responsible leadership positions.
  • University (Bachelor) Degree.
  • Current understanding of the regional defense industrial base, geopolitical environment, and cultural customs and norms.
  • Understanding of offset/localization requirements and ability to translate into strategic opportunities.
  • Strong leadership and influencing skills for initiating and closing deals with customers, while networking internally for the support needed across the different RTX businesses. Experience partnering with top US and foreign government leaders.
  • Solid enterprise collaboration skills to allow synergies across different organizations within the company.
  • A solid history of growing advanced technology business in the defense arena while managing multiple pursuits, capturing market share, and yielding significant expansion.
  • Experience in strategic planning, program management and mission/business area leadership
  • Advanced understanding of financial planning, markets, technical road maps and business operations
Preferred Qualifications:
  • Bachelors Degree in STEM and/or MBA.
  • Detailed knowledge of international business practices including compliance (FCPA and ITAR), extensive experience with international contracts (FMS and DCS), and host country law and regulations.
  • Broad understanding of Raytheons product portfolio, technologies and services.
  • Acute listening skills with the ability to efficiently sort through facts. Sound judgment and effective decision-making skills. Decisive with courage to make tough calls and to be an advisor to the Mission Areas.
  • Business acumen for identifying new profitable business opportunities and making reasoned decisions in a changing business environment.
  • Intimate familiarity with the rules, regulations, and nuances that drive the government capture process.
  • Understanding of compliance with all applicable laws, regulations and policies (e.g. ITAR, FCPA, SOX, NISPOM, KSA laws & regulations).
  • Solid understanding of the international political and military environments.
This position requires a security clearance (Top Secret is preferred). Non-US citizens may not be eligible to obtain a security clearance. More information about Security Clearances can be found on the US Department of State government website here: https://www.state.gov/m/ds/clearances/c10978.htm

Important: As vaccine requirements in both the U.S. and overseas continue to evolve, there may be future country, customer, or other mandates requiring employees to be vaccinated. Therefore, it is possible that in the future this position may require that the successful candidate be vaccinated against COVID-19 as a condition of employment. Since vaccine availability varies around the world, vaccine brands/origins also vary by country, and there is no guarantee of eligibility to receive the vaccine in the host country once deployed, it is recommended that the successful candidate get vaccinated prior to deployment.

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Director, Customer Requirements & Capabilities

RTN 2 (Raytheon IDMS)
أبوظبي, Abu Dhabi Emirate

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