BD and Sales Leader - Defense Solutions

Company Summary

Echo Star builds solutions that help families and communities stay connected. We’ll launch your career and empower you to change lives.

Our brands include Boost Mobile, DISH TV, Gen Mobile, Hughes and Sling TV. We serve millions of customers with offerings ranging from satellite to streaming services and global to personal networking solutions.

Hughes, an Echostar Company, has an exciting opportunity for a BD and Sales Leader within its Defense and Government Solutions Division (DGSD) to drive strategy and business development activities within the U.S. Department of War (DOW) and Intelligence (IC) markets. Leveraging Hughes’ 50‑year legacy as a global provider of connectivity and satellite communications, DGSD serves as a bridge between commercial innovation and mission‑critical defense solutions.

If selling cutting‑edge connectivity products and services is of interest to you, Hughes is a great place to enhance your career!

The individual in this role will be a seasoned business development professional responsible for developing Hughes’s go‑to‑market strategy within the DOW and IC markets, evaluating potential programs to pursue direct and indirect partnerships to support growth in this important segment of our business. This position is primarily located at our Gaithersburg, MD office, though it also involves work from within our Northern Virginia-based facility.

• Lead business development for Hughes’ hardware, software, and service offerings within the US DOW/IC markets by identifying and developing new customers and partner relationships
• Develop and communicate a comprehensive plan to qualify high PWIN business opportunities both direct and indirect that complement Hughes’s global connectivity strategy and drive revenue growth
• Develop and own the process to track and prioritize initiatives based on the maturity of opportunity, business value, customer impact, and technical feasibility
• Drive all aspects of the capture strategy and execution process in pursuit of the U.S DOW / IC segment, including market analysis, creating a go‑to‑market strategy, identifying potential partners for collaboration, engaging partners to create joint solution sets and drive sales activities
• Leverage knowledge of satellite and terrestrial communication systems to guide product design, development, and integration. Collaborate closely with R&D and engineering teams to ensure technical feasibility and alignment with market needs
• Evaluate emerging technologies, conduct market research, and assess competitive products to inform product selection and ensure our offerings remain innovative and competitive
• Work closely with Marketing on developing and executing marketing campaigns, participating in trade shows and conferences, etc.
• Manage strong relationships with government customers, satellite, launch and aircraft manufacturers and traditional defense contractors, vendors, partners, and key stakeholders, providing regular updates and ensuring their needs and expectations are met
• Ability to travel domestically up to 50%; international travel possible on a limited basis

• Bachelor’s degree in engineering, aerospace, business administration, or a related field
• MBA or other advanced degree
• 12+ years of relevant work experience
• Prior experience with the U.S. DOW/IC entities, funding, and acquisition cycle and processes

• Existing network of senior members of the USSF, NRO, DISA, COCOMs and other Armed Services and IC entities. Experience with DHS is a plus
• Prior experience and/or familiarity with the Defense Telecommunications sector, SATCOM and satellite systems, wireless (5G, mesh, etc), and software‑defined networking
• Proven experience in complex global technology partnerships with a proven track record of delivering revenue growth through partners
• Proven cross‑functional communication skills (verbal, written, visual) across multiple levels of a large, matrixed organization
• Strong analytical skills and ability to take large amounts of data and synthesize into actionable recommendations
• Demon…