Vice President, Aerospace Systems Growth

Description
The Aerospace Business Operation in the Defense Systems Sector is focused on several critical areas of growth including Space Systems & Sensors, Hypersonic systems, Cyber and IT solutions, multi domain Intelligence analysis and Foreign Military Exploitation. Aerospace BA delivers primarily government contract systems’, both developmental and programmatic, work for customers in Defense, Intelligence, and Civil areas.

In this role, as the Vice President for Business Development for the Aerospace Business Area in the Defense Systems Sector, you are expected to thrive in an environment where you are responsible for the management and execution of the full BD life cycle process across multiple simultaneous pursuits and proposals in a high-paced environment. You will manage a team of business development professionals, including capture managers, BD leads and BD analysts, in achievement of Aerospace Business Area’s short and long-term business development goals. You are expected to identify gaps and emerging program requirements, perform market and economic analysis, conduct business intelligence, design, and execute formal capture plans, and monitor competitor activity.

You will develop the overall BD strategy, as well as internal and external partnerships, campaigns, and associated marketing within the BA. You will maintain a healthy pipeline of opportunities and execute cost-effective win strategies to achieve annual financial objectives. You will also support collaborations with the other four Sectors as well as the broader Defense Systems Sector to bring the best technology and discriminators to bear in large captures and, where practical, bring mature technologies to establish game-changing growth to the enterprise.

Primary Responsibilities
Partner with the Aerospace Business Area SVP to support Business Strategy and pipeline development, customer relationship management, capture and proposal leadership, intra and inter-sector collaboration, IR&D development and execution and NBF investments consistent with the business area’s overall strategy in order to achieve top and bottom-line growth objectives.

• Lead the growth team to create synergies with the program and technical teams on Space systems, Hypersonic systems, multi-domain intelligence analysis, Foreign Military Exploitation and other aerospace programs building strategy, roadmaps, opportunity pipelines and capture campaigns.

• Identify, develop, and implement strategies in new areas that provide the business opportunities new “white space” growth.

• May have other business development activities, such as investigating and evaluating potential mergers, acquisitions, divestitures, geographic expansions, licensing, partnerships, joint ventures, new business/market opportunities and sustainability to determine if such activities are in line with the organization's overall strategy and vision.

• Continuously monitor the market to keep track of competitor developments and their impact on market share.

• Lead business planning activities, to include biweekly pipeline reviews, bid agenda development, opportunity collaboration sessions and gate reviews, black hat sessions, win theme and discriminator workshops, and proposal writing and reviews.

• Lead the development and maturation of the BA pipeline, establish BD priorities and recommends the allocation of resources. Manage a team of up to 12 business development and capture professionals.

• Support the Sector Strategy & Business Operations Manager in developing the annual operating plan, developing quarterly forecasts and participating in Monthly Operating Reviews.

• Establish and measure progress against sector and BA priorities and annual operating plan targets for qualified pipeline growth, win rates, submits and awards.

• Assist in development and implementation of the business area strategy and based on market research and corporate direction.

• Coordinate with organizations who develop emerging technologies in other markets.

• Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.

• Develop and support strategic partnerships with industry leaders, driving innovation and new business opportunities.

• Represent in the industry through participation in industry-related organizations, conferences and panels.

Basic Qualifications

• Bachelor's degree and at least 15 years of related experience or Master’s degree with 6+ years of relevant experience

• 6+ years of experience supervising or leading business development teams or programs

• Proven track record of successful capture and pipeline management across multiple Defense and Intel customer R&D and S&T organizations and program offices at a variety of acquisition sizes

• Proven success in developing and implementing growth campaigns delivering successful outcomes.

• Experience with maturing and transitioning prototypes to spin offs or Programs of Record (PORs) and keep it sold strategies

• Demonstrated access to key government customers such as DARPA, IARPA, DoD and national labs, the 5 major IC customers as well as industry partners

• Ability to travel as required: approximately 25% per month

• Demonstrated working knowledge of the Federal Acquisition Regulations (FAR)

• Ability to use automated tools such as Microsoft Office to present ideas, information, and reports and a customer relationship management to track opportunities and manage pipeline

• Candidate must be able to work onsite in Huntsville, AL; San Diego, CA; or Reston, VA

• Active Top Secret/ SCI level clearance

Preferred Qualifications

• Experience with Government/DoD budget, investments, and acquisition processes

• Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, to respond to and win business with new and existing customers

• Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with senior management, technical staff, division managers, and peers in the sector and across the enterprises

• Management of a pipeline of opportunities with a value of $1 billion or greater. Management of a pipeline of opportunities in DOD or Civil preferred.