Business Development Director - Air Force Programs

Overview

STC, a wholly owned subsidiary of Arcfield, was founded to do systems engineering differently. As an industry-leading solutions provider in digital engineering and model-based systems engineering (MBSE), the company delivers MBSE-as-a-Service, integrated digital engineering environment deployments, training and consulting to both commercial and public sector customers. Every day, STC’s team of expert engineers are unleashing the power of digital engineering to navigate complexity, increase understanding and inform decision‑making.

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We are seeking a highly motivated and experienced Business Development Manager specializing in the Air Force domain. The ideal candidate will have a deep understanding of Air Force operations, strong business acumen, and a proven track record of fostering relationships within the defense sector. This role focuses on driving business growth by identifying and pursuing opportunities within Air Force, facilitating meetings for capability briefings, managing client portfolios, and expanding our market reach through networking and relationship‑building activities.

• Strategic Business Development
  • Identify and pursue business opportunities within the Air Force domain.
  • Develop and execute strategic plans to achieve sales targets and business objectives.
  • Analyze market trends, competitor activities, and customer needs to identify growth opportunities.
• Client Relationship Management
  • Build and maintain strong relationships with key stakeholders within the Air Force community.
  • Manage a portfolio of clients, ensuring customer satisfaction and retention.
  • Act as a trusted advisor to clients, understanding their needs and providing tailored solutions.
• Facilitation of Meetings and Demonstrations
  • Organize and facilitate meetings for capability briefings and product demonstrations.
  • Collaborate with internal teams to prepare presentations, proposals, and materials for client meetings.
  • Ensure smooth coordination and communication between all parties involved in the meetings.
• Expansion of Market Reach
  • Identify adjacent opportunities based on existing customer base and personal connections.
  • Attend conferences, industry days, and networking events to generate leads and establish new client relationships.
  • Represent the company professionally and effectively communicate our value proposition to potential clients.

• Creation and ownership of a formalized “Road Map” that addresses the following
  • Mapping of where we are today and where we need to go.
  • Subsequent tracking and awareness of where we are.
• Enable capture to define “how to win”.
• Development of Account Strategy, which includes:
  • Understanding EDGE’s growth goals and desired trajectory over 2–5 years.
  • Analyzing organic capabilities across EDGE to identify viable business opportunities.
  • Analyzing funded programs across the DoW or commercial customers that align with our capabilities.
  • Understanding on‑contract programs and positioning to win 100% of recompetes.
  • Synchronizing market insights and contract vehicle details to align with buyer habits.
  • Focusing on growing existing contracts and expanding into related new customers.
  • Monitoring behaviors in the marketplace and determining appropriate funding strategies.
  • Inventorying contract vehicles and assessing applicability.
  • Driving alignment to BU structure and ensuring cohesive customer engagement.
  • Ensuring investments, engagements, and pipeline map to real revenue and ROS targets.

• Account Management & Strategy
  • Serve as the single point of accountability for all business within assigned Air Force accounts.
  • Develop and maintain a 3‑year account strategy aligned to customer mission priorities, budget outlook, evolving DoW priorities, and competitive landscape.
  • Identify and prioritize strategic growth areas (programs, tech domains, contract vehicles).
  • Maintain an account plan that integrates BD, Capture, and Delivery.
• Customer Engagement & Relationship Management
  • Build and sustain trusted relationships with Program Managers, technical leads, contracting officers, and flag/SES‑level stakeholders.
  • Lead quarterly strategic engagements,…