Unmanned Systems Segment Manager
Description -
HP Additive Manufacturing Solutions is looking for an Unmanned Systems Segment Manager to grow production adoption of HP Multi Jet Fusion (MJF) across the unmanned systems industry. This includes unmanned aerial vehicles (UAVs/drones), unmanned underwater and surface vehicles (UUVs/USVs), unmanned ground vehicles (UGVs), and the defense, commercial, and industrial companies that build them.
In this role, you will be the industry voice for unmanned systems inside HP and the HP voice for additive manufacturing in the unmanned systems community. You will define the segment strategy, identify and qualify high-value production applications, support sales teams on strategic accounts, and represent HP at industry shows and events. You will turn customer insight into value propositions, campaigns, and sales tools that move customers from prototyping to scaled production.
Responsibilities:
Segment Strategy & Market Understanding
- Defines and manages the unmanned systems segment strategy, including sub-segments (Group 1–3 UAS, FPV, fixed-wing, VTOL, UUV/USV, UGV, counter-UAS), target customers, and priority applications.
- Tracks market size, growth, funding, defense procurement programs, and regulatory changes (e.g., NDAA/Blue UAS compliance, export controls, domestic sourcing requirements) that shape demand.
- Builds a clear view of customer pain points: weight, endurance, cost per airframe, ruggedness, supply chain resilience, speed of iteration, and scaling from hundreds to tens of thousands of units.
- Shares voice-of-customer input with Product, R&D, Materials, and Professional Services to close gaps in the solution.
Customer & Sales Engagement
- Partners with Account Executives, Field Sales, SDRs, Application Engineers, and channel partners (resellers and service bureaus) to build target account lists and accelerate opportunities.
- Leads technical and business discussions with OEMs, defense primes, startups, and government stakeholders, from first meeting through application qualification and production ramp-up.
- Supports strategic accounts with application screening, part-cost and business-case modeling, and design-for-AM guidance, bringing in Professional Services and Application Engineering as needed.
- Builds and nurtures relationships with key industry players, investors, integrators, and ecosystem partners (materials, software, post-processing, service bureaus).
- Influences funnel growth and tracks impact on hardware placements, usage, and new applications won.
Shows, Events & Thought Leadership
- Plans and runs HP presence at key unmanned systems and defense events.
- Owns booth strategy, application showcase, talk tracks, staffing, and pre-/post-show customer meetings and follow-up.
- Delivers presentations, panels, webinars, and customer workshops; acts as an HP spokesperson for the segment.
- Hosts customer visits, open houses, and solutions summits at HP sites.
Marketing & Sales Enablement
- Works with Marketing to define and run segment campaigns, account-based marketing, and lead generation programs.
- Creates segment content: pitch decks, one-pagers, case studies, customer success stories, application guides, videos, and social posts.
- Develops and maintains technical resources such as the UAV/drone manufacturing guidelines, design best practices, and showcase parts.
- Trains sales teams and channel partners on the segment, applications, value proposition, and competitive positioning.
Education & Experience Recommended:
- Bachelor's degree in Aerospace, Mechanical, Materials, or Manufacturing Engineering, or a related technical field. MBA or business degree is a plus.
- Typically 5–8 years of experience in segment/industry management, business development, product marketing, technical sales, or application engineering.
- Strongly preferred: direct experience in the UAV, unmanned systems, aerospace, or defense industries (e.g., at a drone OEM, defense prime, Tier 1 supplier, or UxS integrator).
- Preferred: experience with additive manufacturing, especially HP Multi Jet Fusion, SLS, or other polymer powder-bed fusion technologies. Not required for strong unmanned systems candidates.
- Experience representing a company at trade shows, conferences, and executive customer meetings.
- Experience working in a global, matrixed organization across Sales, Marketing, and Engineering.
Knowledge & Skills:
Unmanned Systems Domain Knowledge
- UAV design fundamentals: airframe configurations, weight and balance, endurance and payload trade-offs, aerodynamics, and structural loads.
- Knowledge of UUV/USV design needs: pressure housings, buoyancy, sealing, corrosion and saltwater resistance.
- Familiarity with drone sub-systems: propulsion, batteries, avionics, sensors and payloads, communications, and enclosures.
- Understanding of the defense acquisition landscape: DoD programs (e.g., Replicator, Drone Dominance), Blue UAS, NDAA sourcing, ITAR/EAR, and CMMC/CUI requirements.
- Awareness of the competitive and industry landscape, including major OEMs, emerging startups, and global supply chain trends.
Additive Manufacturing & Technical Skills
- Understanding of polymer additive manufacturing processes, materials (PA12, PA11, PP, glass/fiber-filled), and post-processing.
- Understand Design for Additive Manufacturing (DfAM): lightweighting, lattices, part consolidation, and packing density.
- Ability to compare AM to injection molding, composites, and CNC on cost, performance, and scalability.
Business & Commercial Skills
- Strategic market analysis, segmentation, and opportunity sizing.
- Value proposition development and competitive positioning.
- Consultative, solution-based selling with technical and executive audiences.
- Funnel and opportunity management using CRM tools (Salesforce/Dynamics).
- Campaign planning and event management.
Communication & Leadership
- Excellent presentation and storytelling skills; confident on stage, on panels, and with media.
- Strong written communication for marketing and technical content.
- Able to influence without authority across Sales, Marketing, R&D, and Professional Services.
- Self-starter who thrives in a fast-moving, high-growth market; willing to travel (approximately 30–50%, including international).
- Eligibility to work on U.S. defense programs and obtain a security clearance is a plus.
Impact
Drives growth of HP MJF in the unmanned systems market by turning segment insight into production applications, new customers, and higher printer usage. Shapes how the unmanned systems industry manufactures at scale and positions HP as the production standard for the segment.
Complexity
Works on complex problems where analysis requires evaluating technical, commercial, and regulatory factors. Uses judgment to prioritize sub-segments, accounts, and investments. Builds strong working relationships across a global matrix organization and with external partners.
Success Measures
- Influenced opportunities and pipeline growth in the unmanned systems segment.
- New production applications and customers won.
- Hardware placements and usage growth across installed-base customers.
- Event impact: qualified leads, meetings, and follow-on opportunities.
- Quality and use of segment content and sales enablement.
Disclaimer
This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (Spain)
Travel -
Relocation -
Equal Opportunity Employer (EEO) -
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