Business Development Manager
Remote
Job Summary
Develop and execute account plans to identify, qualify, and mature new business opportunities across DoD, Intelligence Community, and international defense markets. Maintain a healthy pipeline by monitoring acquisition forecasts, budget priorities, and procurement trends while conducting regular customer engagements to understand mission priorities and modernization initiatives. Lead opportunity qualification using established processes, develop Opportunity Briefs, and transition qualified leads to Capture Management with complete competitive intelligence. Utilize AI-enabled tools to enhance market analysis, stakeholder mapping, and pipeline forecasting. Collaborate with Capture Management, Proposal Management, and Engineering to support proposal teams and coordinate executive-level customer engagements. Track business development metrics, develop monthly pipeline reports, and provide regular briefings to executive leadership regarding customer engagements and pipeline status.
Required Qualifications
- Experience identifying, developing, and qualifying new business opportunities
- Ability to develop customer relationships
- Knowledge of DoD budgets, appropriations, POM activities, acquisition forecasts, and procurement trends
- Experience developing long-term customer engagement strategies aligned with acquisition timelines
- Ability to conduct regular customer engagements to understand mission priorities, modernization initiatives, and future capability requirements
- Experience representing a company at customer meetings, industry days, conferences, and technical exchanges
- Ability to maintain customer contact plans and engagement records within a CRM system
- Experience coordinating executive-level customer engagements
- Ability to identify opportunities through customer engagement, market research, acquisition forecasts, and competitive analysis
- Experience leading opportunity qualification using established business development processes
- Ability to develop Opportunity Briefs and recommend Bid/No-Bid decisions
- Experience evaluating opportunities against strategic, technical, financial, and contractual criteria
- Ability to transition qualified opportunities to Capture Management with complete customer, competitive, and acquisition intelligence
- Experience monitoring federal and international defense markets for emerging business opportunities
- Ability to analyze acquisition strategies, organizational changes, budget priorities, and modernization initiatives
- Experience tracking competitor activities, contract awards, teaming relationships, and market positioning
- Ability to develop competitive intelligence products supporting future capture activities
- Knowledge of FAR, DFARS, and evolving acquisition policies
- Experience identifying, evaluating, and cultivating strategic industry partners
- Ability to support negotiation of Non-Disclosure Agreements (NDAs), Teaming Agreements (TAs), and Memorandums of Understanding (MOUs)
- Experience developing relationships with OEMs, subcontractors, and technology partners
- Ability to utilize AI-enabled tools to improve customer research, market analysis, stakeholder mapping, and opportunity identification
- Experience applying AI-assisted analytics to competitive assessments and pipeline forecasting
- Ability to leverage automation to improve CRM quality, reporting, and market intelligence
- Knowledge of responsible use of AI technologies consistent with company policies and customer requirements
- Experience collaborating with Capture Managers to transition qualified opportunities into active captures
- Ability to support proposal teams by providing customer insight, competitive intelligence, and market analysis
- Experience coordinating with Engineering and Operations to understand current capabilities and future investments
- Ability to work with Finance to understand pricing objectives and growth priorities
- Experience supporting marketing initiatives through customer success stories and market insight
- Ability to maintain accurate pipeline information within CRM systems
- Experience developing monthly pipeline reports, account updates, and business forecasts
- Ability to track business development metrics and individual performance objectives
- Experience providing regular briefings to executive leadership regarding customer engagements and pipeline status
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