Job DescriptionIn Command, Control, Communications, Computers, Intelligence, Surveillance, and Reconnaissance Systems (C4ISRS), you'll help develop systems that sense, control, exploit and disseminate actionable information to warfighters supporting a variety of missions.
BAE Systems' (C4ISRS) is seeking an experienced, strategic Business Development Leader to shape and win new business in our existing and emerging markets. This key leadership position will drive growth though the development and execution of business strategies that span across the C4ISRS portfolio and the creation, identification, and qualification of new business opportunities that deliver those strategies. A key component to success is comprehensive internal and external customer interaction and ensuring alignment with the company's value proposition and the customer's needs. The successful candidate will utilize the full breadth of company resources to solve our customers' challenges and demonstrate the ability to influence BAE Systems and customer stakeholders.
This role reports directly to the Director of Business Development for C4ISRS and will serve as the Product Line (PL) Business Development Director (BDD) supporting the Advanced Mission Solutions (AMS) PL. As a core member of the AMS Product Line Director's (PLD) leadership team, the selected candidate will serve as a primary strategy and growth advisor to the PLD. This role is key in the development of new domestic and international business strategies, execution of multiple marketing approaches, and collaboration on product and technical roadmaps across both AMS and C4ISRS market spaces. It will also require frequent customer contacts and a comprehensive understanding of customer requirements, competitive landscape, and AMS' products, capabilities, and technologies. In collaboration with subordinate Business Development Directors, key program area technical staff, and AMS leadership, the selected candidate will shape and drive our growth & investment roadmaps and develop & execute plans to fill the orders pipeline with qualified opportunities that support the AMS PL strategic plan.
The selected candidate will join a dedicated team, deliver advanced technologies and capabilities and provide the Warfighter a mission critical advantage. "We protect those who protect us®"
This position will be based out of either the Washington DC area or Rancho Bernardo, CA, with preference for Washington DC.
Responsibilities include, but are not limited to:
Grow the orders pipeline within AMS PL market & adjacencies through the creation, identification, shaping and qualification of quality opportunities;
Understand the FAR Part 12 and FAR Part 15 acquisition regulations and how to best position the business to respond to USG acquisition strategies
Support the AMS product line in establishing the product line strategy by providing customer and competitive intelligence and analysis, market trends, and future customer acquisitions;
Aggressively seek new business opportunities that are consistent with both the Business Area and Sector strategies by leveraging current technologies, customer intimacies, and intercompany collaboration opportunities;
Collaborate on the growth of advanced technologies and capabilities to support future customer needs within the AMS product line, C4ISRS Business Area, the Fast Labs Business Area, and the Electronic Solutions Sector;
Establish and execute a customer engagement plan to foster and grow our relationships across our customers' organizations;
Provide the voice of the customer to the business including customer pain points, mission needs, and needed future capabilities; influence requirements to ensure BAE discriminating elements are valued;
Support C4ISRS Business Development requirements through training, development, data requests, strategy meetings, and networking opportunities;
Emphasize mission understanding and drive solutions to provide value to the customer's end user, enhancing mission success
Function as a member of the product line leadership team to develop and implement near-term and long-term business strategies to grow in domestic and international markets, and collaborate on the development of advanced technologies and capabilities to support future customer needs
Function as a member of the business development leadership team and pivotal member of the functional organization
The selected individual will be responsible for leading product line customer engagements, identifying areas where the product line can solve customer problems within product line resource constraints, and driving the creation and implementation of our solutions. This role will also contribute to the development of organizational strategy, the prioritization of new business pursuits, and the development of supporting capture strategies. Must be able to plan, facilitate, interact with senior leadership team for customer engagements and internal meetings (QBR, IBP, senior leadership engagements & updates)
The position will require frequent customer contact and a comprehensive understanding of customer requirements, competitive landscapes, and BAE products, capabilities, and technologies. A strong operational background will enhance the candidate's ability to maintain strong business relationships with key government and industry decision makers
Because this role involves a combination of collaborative/in-person and independent work, it will take the form of a hybrid work format, with time split between working onsite and remotely.
This position will be posted for at least 5 calendar days. The posting will remain active until the position is filled, or a qualified pool of candidates is identified.
Required Skills and Education- Military/DoD/OSD and/or intelligence community experience
- Knowledge and experience with the F2T2EA (Find/Fix/Track/Target/Engage/Assess) cycle including Multi-Domain Orchestration, mission management and autonomy frameworks
- Ability to work within both unclassified and highly classified environments
- Proven ability to grow the new orders pipeline with quality opportunities
- Must be able to quickly and firmly grasp industry trends, in particular acquisition policy and competitive dynamics
- Significant experience in creating, identifying, shaping, and qualifying new business opportunities; able to capture and win new business
- Experience in color team capture events or as a valued member of a capture team
- Depth and breadth of knowledge in product line strategies, products, market assessment, and customer interests and priorities to generate qualified opportunities
- Senior management skills to formulate and create Quarterly Business Reviews and Integrated Business Plans addressing key business development areas of responsibility - voice of the customer, customer priorities, product capabilities, and prioritized pursuits
- Strategic and critical thinking skills to generate customer value propositions that provide insightful understanding of customer intent and challenges beyond stated requirements
- Existing DoD & intel customer and industry relationships
- Must have proven ability to understand the AMS customer organizations and key decision makers and influencers to formulate customer engagement plans. Familiarity with AMS customer organizations and ability to navigate and execute engagement plans to shape and influence future opportunities
- Previous BD experience required; strong understanding of financials, capture, and business acumen (Price-To-Win, business case analyses, market analyses, customer & competitor intelligence), problem solving, critical thinking, and analytical skills to resolve issues in a variety of complex situations without supervision
- Success in leading a business development and/or cross-functional collaboration teams comprised of business development, engineering, and program management to create new business opportunities
- Ability to mentor, coach and train BD team members and business area personnel to support business growth
- Experience in supervising a team of BD managers (mentorship, performance evaluations, provide BD leadership and operational guidance for the effective and efficient pursuit of opportunities that support the Program Area Directors, Product Line Director priorities and objectives). Provide director-level leadership to guide and drive pipeline growth
- Capable of tailoring business winning processes and leveraging business winning tools to ensure lean, effective business winning; Proficient in the use of business winning tools and services - company approved AI tools, opportunity management and search services - SalesForce, DACIS, SAM.GOV, ARC, etc.)
- Ability to establish and foster mutually beneficial relationships with and collaborate/partner with other BAE Systems businesses, industry partners and our customers
- Detailed knowledge of the capture process, and proven ability to expertly apply that knowledge
- Ability to establish and communicate strategic filters for business pursuits based upon strong business acumen
- Knowledge of and experience with obtaining customer and competitive intelligence and developing PTW analyses
- Ability to conduct competitive analysis and develop Price to Wins (PTWs); Develop effective win strategies which include identifying and qualifying new opportunities
- Strategic level familiarity across the AMS breadth of customers - NGA, IC3, Service acquisition commands (USSF, USAF, USN, USMC, USA), FFRDCs, Research Labs, and most importantly mission operators/users across the services
- Active Secret clearance
- Ability to obtain Top Secret Clearance; Special Program Access
Preferred Skills and Education- Active Top Secret Clearance
- Capture Team Lead experience and certification
- Experience with international business development or capture
- Capture lead for large competitive opportunities valued at > $125M
- DOD DAWIA program management qualifications or equivalent
