Business Development Director - Air Force Programs

Responsibilities

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

This person will work with VP Growth, Business Unit (BU) Growth Leads, and BU Ops P&L leads to develop an integrated account strategy, pulling from across the entirety of our internal Enterprise Digital & Global Engineering Sector (EDGE) EDGE BU and the greater Arcfield to deliver the “critical mass” of the company in their respective accounts.

• 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.

• Creation and ownership of a formalized “Road Map” that addresses the following
• Mapping of where we are today. Where we need to go. How we get there.
• Subsequent tracking and awareness of where we are
• Enable capture to define “how to win”
• Development of Account Strategy, which is composed of (not meant to be an all-inclusive list):
• Understanding the Growth goal of EDGE and where we want to be in 2-5 years (from a size and/or revenue perspective, as well as a mission focus area, and type of company). Supports the BU(s) in development and achievement of those growth objectives.
• Conducting an introspective analysis of our organic capabilities across EDGE:
  Modeling and Simulations, Mission Assurance, Systems Integration, MBSE, Cyber, Mission Engineering, PNT, etc. to determine what types business opportunities we are able to purse.
• Conducting an external analysis of the funded programs across the DoW or commercial customers that align with our support capabilities – such as Golden Dome, Air Dominance, munitions, PNT, satellite technologies, submarine alterations, drone & counter-drone, collaborative combat aircraft (CCA), etc.
• Understanding of on-contract programs and where Growth can assist the Business Units with a focus on winning 100% of all recompetes
• Synchronizing with the markets to determine what is hot, what is not, problem areas, contract vehicle details, buyer habits, etc. This is done through B2B & B2G engagements at conferences & individual meetings.
• Focusing on not just growing existing contracts, but also expanding our current footprint or spreading to new…