We are seeking a
Business Development Manager for our expanding Aviation vertical to join our Security & Electronic Systems (SES) Strategic Business Unit. You will be part of a team that designs, engineers, integrates, operates, and maintains electronic security systems, including intrusion detection, access control, biometric authentication, video surveillance, audiovisual, IT/OT/IoT/cyber systems, perimeter defense, and command and control systems. This role is dedicated to the aviation sector, supporting airports, airlines, airport authorities, and related federal and commercial aviation organizations.
This is a unique opportunity to play a pivotal role in growing our aviation security services, contributing directly to the company's success by acquiring, expanding, and retaining significant aviation clients. If you are passionate about delivering innovative security solutions and improving security and operational performance across aviation environments, we'd love to hear from you.
Responsibilities
We are seeking an experienced, enthusiastic, and results-driven Business Development Manager to lead the acquisition and growth of aviation clients requiring integrated security solutions. This role is critical to expanding our aviation client portfolio and will oversee the full client lifecycle-from initial engagement through seamless transition and integration-ensuring high levels of client satisfaction and exceptional delivery by M.C. Dean. A key focus will be advancing our Managed Services offerings, supporting airports and airlines with complex, large-scale security systems that require continuous optimization, reliable support, and scalable solutions aligned with aviation operational and regulatory requirements.
Key Responsibilities- Lead the acquisition of new aviation clients, targeting airports, airlines, airport authorities, and related federal organizations with complex integrated security needs, including video surveillance, access control, intrusion detection, security operations, and managed services beyond the scope of traditional integrators or OEMs.
- Travel extensively throughout the United States, and at times internationally, to engage customers, present M.C. Dean's capabilities and services, and deliver corporate and executive presentations that clearly articulate the company's value proposition for aviation.
- Maintain deep, active participation in leading aviation industry conferences, trade shows, and association activities. Represent M.C. Dean through customer engagement and, as appropriate, speaking opportunities, panel discussions, and industry working groups.
- Drive structured collaboration and ensure seamless transition of new clients to operational teams, supporting implementation within active aviation environments and alignment with applicable security, safety, and regulatory requirements.
- Maintain strong client engagement throughout the transition process, building long-term relationships while partnering with operations teams to deliver consistent, high-quality service.
- Identify and execute growth opportunities within existing aviation accounts by introducing capabilities such as system monitoring, cybersecurity, and advanced analytics, and cross-selling complementary services, including fire alarm and other security disciplines.
- Accelerate the adoption and expansion of managed services across new and existing aviation clients.
- Enhance client productivity through continuous system optimization, remote monitoring, maintenance, and troubleshooting, supporting efficient scaling across airports, airline facilities, and distributed operations.
- Contribute to the company's broader growth strategy by driving aviation client acquisition, retention, and expansion, working closely with senior leadership to align initiatives with business objectives.
- Utilize managed services to improve integrated security system performance and efficiency, ensuring solutions evolve with client needs across multiple sites and operational environments.
Qualifications
Bachelor's degree and 10+ years of experience in direct or indirect sales to end users, including a minimum of five years of direct experience in the aviation sector, including airports and airlines.
- Deep experience working with federal aviation stakeholders and navigating aviation security, operational, procurement, and regulatory requirements, including those associated with TSA, FAA, and other relevant authorities.
- Proven success in aviation client acquisition and relationship management, with an understanding of airport and airline operations and integrated security requirements.
- Strong ability to sell value-driven solutions, including ongoing support, optimization, and maintenance for complex, large-scale aviation security environments.
- Demonstrated track record of acquiring, managing, and expanding aviation accounts, consistently meeting or exceeding ambitious growth targets.
- Excellent project management capabilities, with experience ensuring smooth client transitions from sales to operations and successful system integration throughout the lifecycle.
- Ability to develop and execute strategic plans that enhance client satisfaction, drive service expansion, and support organizational growth.
- Strong communication, presentation, negotiation, and problem-solving skills, with the ability to engage aviation executives, security leaders, operational teams, and federal stakeholders.
- Proven ability to collaborate across cross-functional teams to deliver customized, scalable solutions within active aviation environments.
- Experience with integrated security systems and managed services, along with established aviation industry relationships and the ability to represent M.C. Dean effectively at major conferences, trade shows, and industry events.
