Job Description:
Job Title: Business Development Manager
Reports to: Director, Program Management
Department: Sales & Marketing
Work Model: Full-time, Remote – est. 50% Travel
Schedule: Monday – Friday 8am-5pm
Compensation
Base Salary Range: $96,000–$144,000 annually + Sales Commission
Compensation will be determined within the posted range based on years of relevant experience, demonstrated success, scope of prior responsibilities, education, and alignment of qualifications with the role and Crystal Group’s business needs.
In addition to base salary, this position is eligible for sales commissions under Crystal Group’s Incentive Pay Plan. Commission earnings depend on performance and applicable plan terms.
Job Summary
Crystal Group is seeking an experienced Business Development Manager to drive strategic growth within the defense industry. This remote position, based in Maryland, will focus on identifying new business opportunities, developing relationships with key defense customers, and positioning Crystal Group's rugged computing solutions to support evolving mission requirements.
The ideal candidate brings a strong understanding of the defense acquisition landscape, experience working with or selling into organizations such as the U.S. Air Force (USAF), U.S. Army, Department of Defense (DoD), intelligence community, or allied defense organizations, and a proven ability to identify and shape opportunities before formal procurement activities begin.
This is a highly strategic, relationship-driven role focused on developing new business, influencing future requirements, and building a sustainable pipeline of long-term growth opportunities.
What You'll Do
- Identify and develop new business opportunities within defense, aerospace, and intelligence markets, focusing on early-stage engagement before formal procurement activities begin.
- Build and maintain strategic relationships with government customers, defense operators, and industry partners, including the U.S. Air Force (USAF), U.S. Army, Department of Defense (DoD), intelligence community, and allied defense organizations.
- Engage with end users and mission stakeholders to understand evolving requirements, identify capability gaps, and position Crystal Group's solutions.
- Develop and execute capture strategies, including competitive positioning, win themes, requirements influence, and value differentiation.
- Conduct market and competitive analysis to identify emerging opportunities, assess competitive threats, and support long-term growth strategies.
- Lead strategic partnerships and teaming arrangements with OEMs, prime contractors, integrators, and other industry partners.
- Collaborate with internal engineering, product management, and leadership teams to align customer needs with product development and strategic investment priorities.
- Support proposal and pursuit strategies, including responses to RFIs, RFPs, and RFQs, and executive-level bid/no-bid decisions.
- Represent Crystal Group at customer meetings, industry events, and strategic engagements to strengthen relationships and identify new opportunities.
- Support long-term pipeline development and additional program management responsibilities based on business needs.
Knowledge, Skills and Abilities
- Familiarity with rugged computing systems, embedded hardware, and/or industrial or defense-grade electronics.
- Strong understanding of defense and aerospace acquisition processes, including DoD planning, requirements development, and procurement pathways.
- Knowledge of defense mission environments and the ability to identify emerging capability needs and translate them into business opportunities.
- Strong understanding of capture management principles, competitive positioning, and early-stage opportunity development.
- Demonstrated ability to build and leverage relationships with senior-level defense customers, operators, and acquisition stakeholders.
- Ability to develop strategic partnerships, influence customer requirements, and position solutions ahead of formal procurement activities.
- Strong executive communication, negotiation, and cross-functional leadership skills.
- Ability to work independently, manage multiple complex pursuits, and drive long-term business growth.
Required Qualifications
- Must be a U.S. Person (U.S. citizen, person granted a U.S. Permanent Resident Card, or an individual granted protected-person status).
- Bachelor's degree in Business or a related field.
- 8+ years of experience in business development, capture management, strategic growth, or related roles within aerospace, defense, intelligence, or advanced technology sectors.
- Experience working with or selling into defense customers, including the U.S. Air Force (USAF), U.S. Army, U.S. Department of Defense (DoD), intelligence community, or allied defense organizations.
- Ability and willingness to travel approximately 50% of the time.
Preferred Qualifications
- Master of Business Administration (MBA).
- 15+ years of relevant experience in business development, capture management, or strategic growth.
- Demonstrated success in hunter-oriented new business development, including identifying and shaping opportunities prior to formal RFIs and securing new contract awards.
- Established relationships within the defense industry, including government stakeholders, program offices, and defense contractors.
- Proven track record of leading or supporting major capture efforts resulting in multi-million or multi-billion-dollar contract wins.
- Experience operating in complex defense acquisition environments and influencing senior stakeholders.
- Ability to obtain and maintain a security clearance, if required.
Working Conditions
Work is primarily performed in an office environment. Occasional exposure to manufacturing floor and testing environments. May require lifting up to 25 lbs, standing for extended periods during product testing, and occasional travel (up to 50%).
This position is eligible for a cell phone reimbursement based on the communication needs of the role. Employee owners in this position are expected to maintain reasonable accessibility and responsiveness to support business needs, which may include communication with multiple teams, shifts, locations, customers, suppliers, or external partners.
