• Responsible for the sale of all AV products within the Middle East and Africa, including the identification of strategic opportunities, capture plan development and execution, and winning contracts to ensure progressive sales growth in alignment with AV strategic plans • Coordinates and collaborates with GMs and AV leaders to develop and achieve annual regional bookings target; leads a team of Business Development Directors to build, manage, and close a robust pipeline of regional opportunities, exceeding bookings targets to drive multi-year growth • Institutes and manages a strategic review process for identifying, analyzing, and down-selecting major strategic key captures and helps create and manage focused efforts to execute these initiatives • Identifies and develops key "value-add" partnerships that support AV strategic international growth goals and localization efforts • Provides thought leadership and strategic guidance in the following areas: Analyzes current and new markets, develop campaign / capture strategies to grow business • Gathers pertinent information on market, customer structure, and the competition • Identifies funding sources and sales vehicles • Regional impact of USG policies and geopolitical events • Potential customers and technical/operational requirements including identifying influencers and key decision makers to shape requirements towards AV solutions • Builds trusted relationships with senior military and political leaders within the region, organically growing strategic programs for AV to win • Advances brand recognition and thought leadership with senior regional stakeholders • Manage and develop a network of in-country representatives and resellers, who facilitate local BD engagement and data gathering