Manager, Business Development Critical Infrastructure Protection; CIP

Manager, Business Development Critical Infrastructure Protection (CIP)

Join to apply for the Manager, Business Development Critical Infrastructure Protection (CIP) role at Terma Group
.

Location: Preferred Arlington, VA / Atlanta, GA / Warner Robins, GA or possible remote.

The Challenge: Lead the end‑to‑end business activities for identification of new opportunities while also supporting existing customers and contracts in North America for Critical Infrastructure Protection and Counter‑UAS.

Markets:

• Bases
• Energy
• Transportation
• Shipyards/Ports

Essential Job Tasks:

• Develop, implement, and execute detailed business development efforts to include requirements shaping, customer engagement plans, teaming assessment, win strategy/win themes, and building customer relationships to help Terma position to WIN.
• Actively engage with potential customers to understand their security challenges and requirements. Develop and present tailored, integrated solutions leveraging our command & control systems (C2), radars, surveillance solution, perimeter intrusion detection systems, and other sensors.
• Develop and maintain strong relationships with system integrators (SIs), positioning Terma as a key strategic partner for solution deployment and sensor provider.
• Conduct regular status and strategy meetings with customers’ senior management to understand their needs and link them to the organization’s product/services strategies.
• Maintain strict compliance with company policies and procedures relating to Business Ethics and Code of Conduct, and specific procurement regulations established by the Federal Government and other customer communities.
• Coordinate closely with the Senior Director, Business Development & Sales, to manage, identify, and pursue potential expansion and/or follow‑on business activities within existing and developing business areas. Evaluate business opportunities and recommend pursue/no pursue and bid/no bid positions.
• Assess and report on competitor activities, capabilities, perceived strategies and new developments.

Qualifications

Minimum

Education and Experience:

• Bachelor of Science degree in a technical field (engineering or applied science) plus 7 years Sales and BD experience working with DOW, DHS, DOT or associated commercial equivalent for critical infrastructure protection and Counter‑UAS.

Required

Skills and Experience:

• Proven track record in solution sales, preferably within the security or energy industry.
• Strong understanding of command & control systems (C2), radar technologies, and perimeter intrusion detection sensor applications.
• Experience working with critical Infrastructure, homeland security, and maritime ports security and protection.
• Demonstrated experience in strategic planning, capture planning, competitive assessment, development and implementation of strategic and operational plans, market analysis/assessment, and executing winning proposal efforts. Understanding of government procurement processes for relevant agencies and the CIP market for private industry.
• Technical background sufficient to develop and provide customer briefings on Terma’s product portfolio as it relates to the CIP and C‑UAS markets.
• Excellent oral and written communication skills to develop external/internal papers, presentations, and business plans.
• MS Office experience (Word, Excel, Outlook, PowerPoint, etc.).
• Self‑driven:
  Ability to work independently or as part of an international team.
• Good interpersonal skills and ability to navigate complex organizations and markets.
• Demonstrated ability to communicate effectively with customers and team members.
• Willingness to travel 50% domestically and internationally.
• US citizenship with ability to obtain and maintain a Department of Defense Security clearance.

Preferred Experience:

• Formal capture training.
• Winning $5M+ opportunities in CIP and C‑UAS.
• Technical/Hands‑On experience with radars, system integration, C2, and security solutioning.
• Experience/Knowledge with Terma products or similar products.

Terma Inc. is an Equal Opportunity Employer, including disabled and veterans.

Final date to receive applications: February 2026.