Business Development Executive – Drone Technology

SUMMARY:
An exciting opportunity exists for a commercially driven Business Development Executive with an engineering background and established industry relationships to drive business growth within the drone technology, security, surveillance, robotics and unmanned aerial systems (UAS) sectors.
The successful candidate will be responsible for identifying new markets, developing strategic partnerships, building relationships with private security companies and government stakeholders, and converting technical capabilities into commercially viable solutions.
This role requires a unique combination of engineering knowledge, commercial acumen, managerial capability and an established network within the private security and drone technology industries.

POSITION INFO:
An exciting opportunity exists for a commercially driven Business Development Executive with an engineering background and established industry relationships to drive business growth within the drone technology, security, surveillance, robotics and unmanned aerial systems (UAS) sectors. The successful candidate will be responsible for identifying new markets, developing strategic partnerships, building relationships with private security companies and government stakeholders, and converting technical capabilities into commercially viable solutions. This role requires a unique combination of engineering knowledge, commercial acumen, managerial capability and an established network within the private security and drone technology industries. Key Responsibilities Strategic Business Development Develop and implement business development strategies to expand market presence and generate sustainable revenue. Identify new opportunities across private security, government, mining, industrial, infrastructure, logistics and other relevant sectors. Build and manage a qualified sales pipeline, including prospective customers, tenders, projects and strategic partnerships. Conduct market research and competitor analysis to identify emerging trends and commercial opportunities. Develop business cases, revenue forecasts and account development plans. Private Security Industry Relationships Establish and maintain relationships with security company owners, executives, operations managers, technical directors and procurement decision-makers. Identify organisations using, or planning to adopt, drone-based security and surveillance solutions. Understand how drones are deployed for perimeter protection, alarm verification, intrusion detection, asset monitoring and large-site surveillance. Identify customer challenges and recommend appropriate technology solutions, integration services and support offerings. Develop partnerships for pilot projects, joint tenders, reseller agreements and integrated security solutions. Drone Technology & Engineering Demonstrate a sound understanding of unmanned aerial systems, drone platforms, payloads, communications, navigation and operational limitations. Understand applications involving thermal imaging, electro-optical cameras, autonomous flight, remote fleet management and drone-in-a-box systems. Understand the integration of drone technology with CCTV, video management systems, access control, alarm systems and security operations centres. Engage with engineering teams to evaluate customer requirements and develop technically appropriate, commercially viable solutions. Participate in technical presentations, product demonstrations, proof-of-concept projects and solution-design discussions. Translate engineering specifications into compelling commercial value propositions. Government & Public-Sector Business Development Identify opportunities within government departments, municipalities, public-sector institutions and state-owned entities. Build professional relationships with authorised stakeholders and relevant procurement decision-makers. Monitor tenders, requests for proposals and other public-sector procurement opportunities. Coordinate tender submissions, capability statements, technical proposals and commercial documentation. Ensure all stakeholder engagement, procurement activities and commercial arrangements comply with applicable legislation and ethical standards. Sales, Negotiations & Commercial Management Manage the complete business development lifecycle, from lead generation and qualification through to proposal development, negotiation and contract award. Prepare commercial proposals, presentations, pricing recommendations and return-on-investment assessments. Negotiate commercial terms, pricing, delivery schedules, service levels and support arrangements. Identify opportunities for recurring revenue through maintenance, technical support, software and managed services, where applicable. Maintain accurate CRM records, sales forecasts, pipeline reports and customer account plans. Work closely with engineering, operations, finance, legal and executive management to ensure successful contract delivery. Strategic Partnerships & Market Expansion Develop partnerships with drone manufacturers, technology suppliers, robotics businesses, software providers, engineering firms and systems integrators. Identify opportunities for joint ventures, technology integration and collaborative tenders. Monitor industry developments, regulatory requirements and emerging technologies. Provide market feedback to management and technical teams to support product positioning and future business growth. Minimum Requirements A degree or recognised tertiary qualification in Engineering, preferably Electrical, Electronic, Mechanical, Mechatronic, Aeronautical, Systems Engineering, Robotics or a related discipline. Substantial experience in business development, technical sales, strategic account management or commercial management within an engineering, technology, security, robotics or aviation-related environment. A strong understanding of drone technology, unmanned aerial systems, robotics or related technical solutions. Demonstrable knowledge of the private security industry, particularly the use of drones for surveillance, monitoring and security operations. An established professional network within private security companies, drone operators, security technology providers or related industries. Proven experience identifying business opportunities and converting them into contracts, revenue or successful commercial partnerships. Experience preparing commercial proposals, conducting negotiations and managing senior customer relationships. The ability to engage credibly with engineering teams while understanding customer requirements and commercial objectives. Strong business development, communication, presentation and relationship-management skills. A proactive, results-driven approach with the ability to work independently and achieve agreed targets. Advantageous Qualifications & Experience A postgraduate qualification, MBA, business management qualification or project management qualification. Existing relationships with relevant government departments, public-sector institutions or procurement stakeholders. Experience with drone manufacturers, drone service providers, unmanned aviation businesses or security companies operating drone fleets. Knowledge of thermal imaging, autonomous drone operations, drone-in-a-box systems and integrated security technology. Experience in mining security, critical infrastructure protection, estate security, industrial surveillance or large-site monitoring. Experience in public-sector tender processes and procurement requirements. Familiarity with South African commercial drone regulations and Civil Aviation Authority requirements. Key Skills & Competencies Commercial and strategic thinking. Strong negotiation and closing abilities. Technical credibility and engineering understanding. Established industry relationships and networking capabilities. Excellent stakeholder engagement and presentation skills. Business planning, forecasting and pipeline management. Leadership, accountability and sound commercial judgement. High levels of integrity, professionalism and ethical conduct. A strong focus on measurable business growth and profitability. Key Performance Areas Performance will be measured against agreed business objectives, including: Revenue generation and achievement of sales targets. Development of a qualified business development pipeline. Acquisition of new customers and strategic accounts. Growth of relationships within the private security and drone technology industries. Identification and progression of government and public-sector opportunities. Successful contract acquisition and strategic partnership development. Proposal quality, tender performance and sales conversion. Customer retention, account growth and commercial profitability. Please send your cv to