Director Business Development - Strategic Partnerships with Security Clearance - Sierra Nevada Corporation
Herndon, VA 20170
About the Job
As the Director of Strategic Partnerships, you'll be responsible for researching and identifying critical new business development opportunities, analyzing market trends and customer needs, and developing and executing growth strategies. You'll influence win strategies, working closely with capture managers and technical directors to identify strategic relationships across industry where we can evaluate joint captures, integrated solutions, and potential iRADs. Technical partnerships range from aircraft providers, sensors, radars, SIGINT solutions, to data and intelligence solutions. Your duties include staying current on market trends, key partner budgets, and future partner needs through independent research, and providing analysis on competitive RFPs to understand partner requirements. You'll work closely with the Vice President of Strategic Initiatives to develop and implement strategies to drive growth and revenue through the formation of strategic partnerships across the business area. This role includes collaborating cross-functional teams across the Mission Solutions and Technologies (MST) Business Area and building a pipeline with partners to meet quarterly bookings and revenue goals. The Mission Solutions and Technologies (MST) business area provides affordable, turn-key command/control, communications, integrated ISR, force protection and security solutions worldwide. The MST team has a long legacy of supporting the Department of Defense, Department of Homeland Security, commercial and international customers with years of experience in platform operations, engineering and full lifecycle management across domains - air, land, sea, space and cyber. Responsibilities Include: * Maintain and expand partnerships, working with Business Development for critical needs/gaps and supporting a market strategy that meets/exceeds annual orders and revenue targets
* Manage all aspects of the planning and execution of executive partner engagements to include calendar and communication management, liaison and coordination, project management, meeting preparation, mediation, and decision support.
* Support the BD funnel with the Strategic Partnerships team to include research, prospect, qualify, design, negotiate, and close
* Build strategic relationships to gain positioning with key decision makers that accelerate partnership acquisitions through closure
* Coordinate understanding of partner technical requirements and collaborate with the internal BD and strategy team to guide the design of our product offerings, technical solutions, and customer delivery
* Share partner insights with business and product teams to drive continuous improvements
* Demonstrate a broad comprehension of partner and end-customer needs and priorities, as well as market trends, major players, industry challenges, and relevant products/technologies
* Identify cross-sell opportunities for SNC solutions within the larger partner relationship, including Channel partnerships Qualifications You Must Have: * Bachelor's degree in Business Management, Business Development, Marketing or a related field * Relevant experience may substitute for required education * Thorough knowledge and understanding of one or more of the following disciplines: Business development, capture management, program management, science and engineering programs, acquisition processes, opportunity identification and qualification
* Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace * Working knowledge and experience with engineering support acquisition organizations * Experience developing account plans and capture plans for new business opportunities * Background in the Aerospace and Defense Industry, the US Department of Defense (Civilian), NASA/Civil or commercial space and/or US Military, with an understanding of defense, aerospace, intelligence, and adjacent markets * An active Secret U.S. Security Clearance is required Qualifications We Prefer: * Typically 10-12+ years of relevant experience; 7+ years demonstrated capture or similar Civilian Department of Defense (DoD) experience * Bachelor's degree or higher in an Engineering, Finance, or Business field of study * Advanced skills in assessing outside vendor competitive analysis and price-to-win target setting, by gathering data from multiple, often disparate, qualitative and quantitative sources and synthesizing it into meaningful reports and presentations * Strong organizational, interpersonal, and communication skills (Oral, written and presentation) and an exquisite attention to detail * Previous management experience; ability to recruit employees; assign, direct, and evaluate their work; and oversee the development and maintenance of staff competence * Demonstrated passion for ideation and innovation, as well as motivating others to act by creating a shared sense of vision or purpose. * Ability to quickly grasp technical concepts and understand complex technical and program interdependencies * Possess a strategic mindset, linking technology and business * Team oriented with the ability to work independently with minimal supervision * Working knowledge of US Government budgeting and DoD acquisition processes * Experience with industry-specific research tools * Advanced skills with the Microsoft Office Suite, to include PowerPoint and Excel functions Estimated Starting Salary: $ 201,369.04 - $ 276,882.42 SNC offers annual incentive pay based upon performance that is commensurate with the level of the position. SNC offers a generous benefit package, including medical, dental, and vision plans, 401(k) with 150% match up to 6%, life insurance, 3 weeks paid time off, tuition reimbursement, and more . IMPORTANT NOTICE:
This position requires current/active Secret U.S. Security Clearance. U.S. Citizenship status is required as this position needs an active U.S. Security Clearance for employment. Non-U.S. Citizens may not be eligible to obtain a security clearance. The Department of Defense Consolidated Adjudications Facility (DoD CAF), a federal government agency, handles the adjudicative aspects of the security clearance eligibility process for industry applicants. Adjudicative factors which affect the outcome of the eligibility determination include, but are not limited to, allegiance to the U.S., foreign influence, foreign preference, criminal conduct, security violations and illegal drug use. Learn more about the background check process for Security Clearances. SNC is a global leader in aerospace and national security committed to moving the American Dream forward. We're known and respected for our mission and execution focus, agility, and disruptive and rapid innovation. We provide leading edge technologies and transformative solutions that support our nation's most critical security needs. If you are mission-focused, thrive in collaborative environments, and want to make our country stronger with state-of-the-art technologies that safeguard freedom, join our team! As an Equal Opportunity Employer, we welcome our employees to bring their whole selves to their work. SNC is committed to fostering an inclusive, accepting, and diverse environment free of discrimination. Employment decisions are made without regarding to race, color, age, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran or other characteristics protected by law. Contributions to SNC come in many shapes and styles, and we believe diversity in our workforce fosters new and greater ways to dream, innovate, and inspire.
* Manage all aspects of the planning and execution of executive partner engagements to include calendar and communication management, liaison and coordination, project management, meeting preparation, mediation, and decision support.
* Support the BD funnel with the Strategic Partnerships team to include research, prospect, qualify, design, negotiate, and close
* Build strategic relationships to gain positioning with key decision makers that accelerate partnership acquisitions through closure
* Coordinate understanding of partner technical requirements and collaborate with the internal BD and strategy team to guide the design of our product offerings, technical solutions, and customer delivery
* Share partner insights with business and product teams to drive continuous improvements
* Demonstrate a broad comprehension of partner and end-customer needs and priorities, as well as market trends, major players, industry challenges, and relevant products/technologies
* Identify cross-sell opportunities for SNC solutions within the larger partner relationship, including Channel partnerships Qualifications You Must Have: * Bachelor's degree in Business Management, Business Development, Marketing or a related field * Relevant experience may substitute for required education * Thorough knowledge and understanding of one or more of the following disciplines: Business development, capture management, program management, science and engineering programs, acquisition processes, opportunity identification and qualification
* Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace * Working knowledge and experience with engineering support acquisition organizations * Experience developing account plans and capture plans for new business opportunities * Background in the Aerospace and Defense Industry, the US Department of Defense (Civilian), NASA/Civil or commercial space and/or US Military, with an understanding of defense, aerospace, intelligence, and adjacent markets * An active Secret U.S. Security Clearance is required Qualifications We Prefer: * Typically 10-12+ years of relevant experience; 7+ years demonstrated capture or similar Civilian Department of Defense (DoD) experience * Bachelor's degree or higher in an Engineering, Finance, or Business field of study * Advanced skills in assessing outside vendor competitive analysis and price-to-win target setting, by gathering data from multiple, often disparate, qualitative and quantitative sources and synthesizing it into meaningful reports and presentations * Strong organizational, interpersonal, and communication skills (Oral, written and presentation) and an exquisite attention to detail * Previous management experience; ability to recruit employees; assign, direct, and evaluate their work; and oversee the development and maintenance of staff competence * Demonstrated passion for ideation and innovation, as well as motivating others to act by creating a shared sense of vision or purpose. * Ability to quickly grasp technical concepts and understand complex technical and program interdependencies * Possess a strategic mindset, linking technology and business * Team oriented with the ability to work independently with minimal supervision * Working knowledge of US Government budgeting and DoD acquisition processes * Experience with industry-specific research tools * Advanced skills with the Microsoft Office Suite, to include PowerPoint and Excel functions Estimated Starting Salary: $ 201,369.04 - $ 276,882.42 SNC offers annual incentive pay based upon performance that is commensurate with the level of the position. SNC offers a generous benefit package, including medical, dental, and vision plans, 401(k) with 150% match up to 6%, life insurance, 3 weeks paid time off, tuition reimbursement, and more . IMPORTANT NOTICE:
This position requires current/active Secret U.S. Security Clearance. U.S. Citizenship status is required as this position needs an active U.S. Security Clearance for employment. Non-U.S. Citizens may not be eligible to obtain a security clearance. The Department of Defense Consolidated Adjudications Facility (DoD CAF), a federal government agency, handles the adjudicative aspects of the security clearance eligibility process for industry applicants. Adjudicative factors which affect the outcome of the eligibility determination include, but are not limited to, allegiance to the U.S., foreign influence, foreign preference, criminal conduct, security violations and illegal drug use. Learn more about the background check process for Security Clearances. SNC is a global leader in aerospace and national security committed to moving the American Dream forward. We're known and respected for our mission and execution focus, agility, and disruptive and rapid innovation. We provide leading edge technologies and transformative solutions that support our nation's most critical security needs. If you are mission-focused, thrive in collaborative environments, and want to make our country stronger with state-of-the-art technologies that safeguard freedom, join our team! As an Equal Opportunity Employer, we welcome our employees to bring their whole selves to their work. SNC is committed to fostering an inclusive, accepting, and diverse environment free of discrimination. Employment decisions are made without regarding to race, color, age, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran or other characteristics protected by law. Contributions to SNC come in many shapes and styles, and we believe diversity in our workforce fosters new and greater ways to dream, innovate, and inspire.
Source : Sierra Nevada Corporation