About this role.
Echodyne seeks a Business Development Director to develop and manage strategic system-integrator and ecosystem partnerships across the APAC market. The role centers on partner planning, executive-level relationship building, technical product presentations, and coordinating internal support to enable partner success. Candidates need at least five years of complex channel or partner sales experience, technical hardware exposure, and familiarity with the counter-UAS integrator ecosystem. The position requires substantial travel, up to 50%, and benefits from expertise in radar, RF, perimeter security, defense, or UAS solutions.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would segment potential partners by target vertical, technical fit, existing customer access, implementation capability, and revenue potential. I would then build account-specific partner plans with mutual objectives, executive sponsors, enablement milestones, pipeline targets, and regular operating reviews.
I would lead with the operational problem and business impact, such as dependable detection in challenging weather or improved security coverage. I would connect the technical differentiators to measurable outcomes, use relevant use cases, and bring technical specialists into deeper discussions when needed.
Effective channel sales requires mapping all decision-makers, confirming partner incentives, defining joint value propositions, and maintaining a documented cadence of next steps. I use disciplined CRM hygiene and forecast reviews to identify risks early and keep internal and partner stakeholders aligned.
I would first diagnose whether the issue is capacity, technical confidence, competing priorities, commercial misalignment, or weak end-customer demand. I would agree on a recovery plan with concrete actions such as joint account calls, targeted enablement, executive sponsorship, and dated pipeline milestones.
I use defined qualification criteria, stakeholder access, technical validation status, funding evidence, procurement timing, and partner commitment to assign realistic probabilities. I distinguish near-term not-for-resale opportunities from longer-horizon strategic pipeline and clearly communicate assumptions and risks.
Radar Reinvented.
Echodyne offers the world’s first compact solid-state true beam-steering radar for a wide range of industries and applications. Our high-performance radars work in all weather and are designed for autonomous vehicles, uncrewed aircraft & drones, and security of borders, critical infrastructure, and smart cities. The company combines the patented technology of metamaterials with powerful software to create a radar sensor with unprecedented performance at commercial price points. Echodyne offers its radars to companies working in Automotive, Transportation, Critical Infrastructure Protection, Border Security, Smart Cities, Uncrewed Aircraft Systems (UAS), and Airspace Management including Urban Air Mobility (UTM).
Echodyne is seeking an APAC Business Development Director to join our fast-growing team.
The APAC Business Development Director will be responsible for developing system integrator and ecosystem partner business plans, focusing on strategic partner engagements across Asia to support sales teams in designated market segments and ensure partner success
RESPONSIBILITIES
- Find and develop strategic and emerging system integration and ecosystem partners to build, cultivate, and maintain relationships with business partners on all levels
- Identify internal and external support needed to cultivate strategic partnerships
- Conduct high-level conversations with senior executives with prospective partners and customers
- Lead the development of partner profiles, including partner needs, issues and biases
- Build mutually beneficial relationships within the system integrator ecosystem
- Conduct on-site overviews and training of the product and represent Echodyne at conferences and test sites
- Accurate forecasting of Not-For-Resale radar sales and Over-the-Horizon strategic opportunities
- Other related tasks required to fulfill the needs of the business
REQUIRED SKILLS / EXPERIENCE
- 5 years (minimum) of full-cycle, complex partner and channel sales
- 2 years of experience representing technical hardware solutions
- Understanding of and a good network into the CUAS system integrator ecosystem
- Organized and detail-oriented with excellent follow-up skills
- Demonstrated technical acumen and the ability to articulate technical concepts
- Ability to develop a partner plan that aligns with the overall corporate strategic plan
- Experienced in owning meetings/presentations at executive levels
- Ability to work in a cross-functional team
- Ability to travel up to 50%
DESIRED SKILLS / EXPERIENCE (Looking for one or more as a complement to the core skills)
- Bachelor degree or equivalent preferred
- Experience with perimeter security solutions
- Experience working with defence partners/integrators
- Expertise with RF and radar technology
- Experience with UAS solutions and hardware
If your skills generally align but not perfectly, please apply anyway. There may be another role that’s a great fit for you!
We offer competitive compensation and benefits to our full-time, US-based employees, including:
- RSU (Restricted Stock Units)
- Generous Benefits:
- Fully-paid medical, dental, and vision insurance premiums for you
- Choice of PPO or HDHP/HSA
- Virtual Care – 98Point6
- Employee Assistance Program
- Mental Health coverage through Springhealth & Talkspace (Premera)
- Travel Assistance Insurance
- Company Paid Life Insurance
- Company Paid Short & Long Term Disability
- Flexible PTO (exempt) / 15 days per year (non-exempt)
- 401(k) match
- Pet Insurance
- Prepaid Legal Program
- Commuter Benefits
- Paid Company Holidays
All qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, status as a protected veteran or any other characteristic protected by law.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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