Director of Strategic , Defense Services

Director Of Strategic Growth – Defense Services

At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety.

Our experts are writing the standards and developing the products that will bring innovation safely into society.

As the Director of Strategic Growth – Defense Services, you will be responsible for leading strategic growth, capture, and market expansion knowledge-based services, to include high-end consulting and engineering advisory services across the Department of War (DoW), with a primary emphasis on Army ground systems, safety engineering, software-intensive systems, mission engineering, and digital engineering.

This role is focused on selling knowledge-based services that enable Army Portfolio Acquisition Executives (PAEs), Program Managers (PMs), and modernization organizations solve highly complex engineering, safety, acquisition, and technical integration challenges.

The ideal candidate possesses demonstrated success selling and capturing Advisory & Assistance Services (A&AS) and/or Systems Engineering & Technical Assistance (SETA) work as both a prime and subcontractor, understands the dynamics of Army contract vehicles, consortiums, and Other Transaction Authorities (OTAs), and has established relationships within Army Ground modernization communities.

This leader will position the company as a trusted advisor delivering differentiated technical consulting and knowledge-based capabilities in:

• System Safety Engineering
• Software Safety
• Independent Technical Assessments
• Mission Engineering
• Systems Engineering & Integration (SE&I)
• Model-Based Systems Engineering (MBSE)
• Digital Engineering
• Verification, Validation, Test & Evaluation (VV&T / T&E)
• Safety Assurance for Autonomous and AI-enabled Systems

The Director reports to executive leadership and partners closely with operations, engineering, and human resources, to shape opportunities, influence requirements, and convert technical credibility into sustained Army growth.

Key Responsibilities:

DoW Growth & Account Strategy

• Develop and execute growth strategies for priority US Army accounts.
• Identify, qualify, and shape new opportunities across DoW mission areas aligned to Edge Case's capabilities.
• Build account plans, relationship maps, call plans, and opportunity strategies for target customers.
• Build collaborative relationships that enhance technical solutions, proposal outcomes, and customer value.
• Build and manage a structured capture pipeline based on quantitative research, market intelligence, federal databases, and industry trends tied to measurable growth objectives.
• Analyze PWS/SOW/RFP requirements to identify key drivers, evaluation priorities, discriminators, and competitive positioning.
• Move Edge Case further left of RFI/RFP by identifying customer pain points, mission needs, funding paths, and emerging requirements early.
• Conduct competitive intelligence assessments, scorecard analyses, pricing insights, and opportunity qualification to drive informed decision-making.
• Translate research findings and market data into actionable capture plans and early shaping strategies.
• Support expansion into adjacent DoW markets where Edge Case capabilities are relevant.

Customer & Partner Engagement

• Ability to establish credibility quickly within operational mission environments through lived experience, mission understanding, and trusted relationships.
• Build and maintain relationships with DoW decision-makers, acquisition leaders, program offices, mission stakeholders, and industry partners.
• Represent Edge Case in customer meetings, industry days, conferences, and partner discussions.
• Identify and engage partners based on capability gaps, competitive needs, and market positioning.
• Support execution of NDAs, Teaming Agreements, and partner coordination with assistance from the Contracts team.
• Develop and maintain strategic teaming relationships with primes, subcontractors, technology partners, and contract vehicle holders.
• Support negotiation and development of teaming strategies that strengthen Edge Case's competitive position.
• Translate Edge Case's capabilities into clear mission value for US Army acquirers.

Preferred Qualifications:

• Preferred candidates will possess prior operational US Army experience, direct mission-support experience, or extensive embedded experience supporting operational US Army organizations.
• Strong understanding of DoD acquisition pathways, including OTAs, SBIR/STTR, and major contract vehicles.
• Demonstrated understanding of US Army missions, operational ecosystems, acquisition pathways, and mission priorities.
• Highly…