Defense and National Security Market Development Manager

Introduction

Cambium Networks has developed a respected and rapidly growing global defense and national security product practice through a disruptive commercial off-the-shelf (COTS) product strategy, leveraging our commercial scale.  Cambium Networks’ core point-to-point wireless backhaul product (PTP 700) is established in US and NATO military theatres.  Our success is driven by exceptional product performance and compelling value brought to market with a highly focused and capable specialist sales management team.

In 2018 we introduced our PTP 700-based Microwave Line of Sight (MLoS) Connectivity Kit, a turn-key tactical wireless communications system designed to deepen Cambium Networks’ penetration into the US and global tactical defense market.  The Connectivity Kit has received significant commercial success on a global basis and is propelling Cambium Networks’ Defense and National Security market segment to rapid growth.  In 2025 we introduced our beam steering outdoor unit, providing unmatched cost/performance leadership and simplicity for the war fighter.  The beam steering technology provides a competitive advantage that is already resulting in competitive wins and accelerated growth.

The Market Development Manager is chartered with the execution of Cambium Networks’ Defense and National Security market strategy; including day-to-day product management of the existing solution portfolio, solution development, market development, liaison to the broader Cambium Networks team, establishing the Annual Operating Plan, Five-year Solution Plan of Intent, and Business Plan; as a core member of the Global Defense and Security (GDS) Team.

Job Description

The Defense and National Security Market Development Manager, interlocking with the Global Defense and Security Sales Team, is responsible for aggressively driving the growth and profitability of the Defense and National Security Market.  The Market Development Manager will do so by identifying and defining new disruptive solutions to take to the global defense and national security market, driving the adoption of assigned products and services within the market segment, and coordinating and focusing the various corporate disciplines on the market segment.

Reporting directly to the Senior Vice President of Product Management, the role includes establishing and executing strategies and plans to grow Total Available Market (TAM) and Served Available Market (SAM) for the assigned product(s) and market(s), gathering and prioritizing industry and customer requirements, communicating the product and solution vision, opening new markets, supporting ecosystem partners, and working closely with product management and development engineering, system integration and test, program management, and supply chain to deliver winning products.

The role will have direct product management responsibilities for the PTP 700, and associated accessories.  Responsibilities include monthly demand planning, quarterly business reviews and annual planning, maintenance of part numbers, oversight of ecosystem providers of accessories, pricing strategies, support of customer support, development of tactical and strategic product plan of intent/roadmap including product requirements documents, and other associated tasks and activities.

You must possess a unique blend of business and technical savvy, a big-picture vision, and the drive to make that vision a reality. You must enjoy spending time in the market to understand their problems and find innovative solutions for the broader market.

You must be able to collaborate with all areas of the company. You will work closely with the Global Defense and Security sales team, Regional Go-to-Market teams, Product Management, Marketing, Supply Operations, Finance, and Development Engineering to define market problems and requirements, advance product and solution development, open new market segments, expand the ecosystem, and most importantly accelerate revenue.

You must have 5-7 years of direct and recent experience as a Program Manager (or similar function) with a Department of Defense system integrator, OEM supplier, or federal agency. It is preferred that you have US military service with a specialization in contracting, logistics, signals, or tactical communications, or similar civilian or industry experience.  You must have proven technical aptitude, ideally with direct experience in the telecommunications, RF/wireless communications, or networking industries. And you should have an entrepreneurial drive and an intent to take ownership of our product and market strategy, and execution of same, to achieve our growth goals.

We are looking for a market-facing defense communications leader who has an understanding of where the defense communications market is, where it is going, and how we can differentiate our product.  Who can collaborate with the Global Defense and National Security sales team, product management and development engineering to justify and prioritize development projects; and can deliver motivating call to action presentations to end customers and channel partners.  Who can work not only the internal teams but work effectively with channel partners and end customers globally.  A team member who can set the course of our product roadmap with a keen focus on market problems, dynamics, and the key feature(s) that set us apart.

Desired Skills and Experience

Position Responsibilities:

·       Establish and execute Cambium Networks’ Defense and National Security Market Strategy; including the Annual Operating Plan, Five-year Solution Plan of Intent, Business Plan, Market Development, and Solution Development.

·       Identify opportunities to exploit, document market problems, develop business cases, manage solution development from market and product management perspectives, and directly support development engineering efforts, and go-to-market strategy and execution.

·       Provide market-specific requirements and guidance to Cambium Networks product line managers regarding defense and national security problems, requirements, and supporting business case contributions.

·       Manage Defense and National Security dedicated cornerstone products, e.g., PTP 700.

·       Collaborate with sales, product management, supply operations, legal and finance regarding commercial deal assessment, response to tenders including proposal strategy, competitive positioning, pricing models, authorship of responses, and negotiations as required. 

·       Obtain and analyze competing solutions, and utilize this information to construct competitive positioning, influence product roadmaps, and educate the go-to-market team.

·       Work with development engineering in assessing and choosing third-party technology solutions to meet business case and time-to-market requirements.

·       Collaborate with marketing communications to drive an effective marketing strategy, and new product launch collateral development in support of the market segments and regions.

·       Collect, monitor, and analyze sales trends, making recommendations to improve the financial performance of the Defense and National Security market.

·       Directly or indirectly author white papers, media pieces, and other sales tools and collateral material supporting the assigned product(s), market(s), and or the business as a whole.

·       Participate in industry working groups such as the National Spectrum Consortium and Army Technical Exchange Meetings.

·       Conduct other duties as assigned.

Position Requirements:

·       5-7 years of direct and recent experience as a Product or Program Manager (or similar function) with a Department of Defense system integrator, OEM supplier, or federal agency

·       A BA/BS degree; preferably in engineering, marketing, or business; MBA a plus

·       US citizenship

·       Proven technical aptitude, ideally with direct experience in the telecommunications, RF/wireless communication, or networking industries

·       Entrepreneurial drive to take ownership of our product and market strategy, and execution of same, to achieve our growth goals

·       Self-directed and motivated with demonstrable ability to work with minimal day-to-day instruction and execute new assignments with general direction

·       Ability to synthesize information and present a succinct position

·       Strong verbal and written communication skills; and the ability and confidence to present to small and large groups in public forums

·       Ability to travel, including Internationally, ranging from 20-40%

·       Experience with strategic planning, business forecasting, and financial modeling, with proficiency in Microsoft Excel

·       Experience with 4G/5G cellular and/or IEEE 802.11 wireless networking standards and markets

·       Experience working with Classified or Controlled Unclassified Information, and US export controls

·       Experience with US government procurement tools, processes, and regulations, including SAM.gov and the Federal Acquisition Regulation (FAR)

·       International business experience

·       Experience with global government security and defense standards such as FIPS 140, MIL-STD, and DEFSTAN