Oshkosh Corporation

Director - Business Development

Oshkosh Corporation • $136K — $253K *
US-AnywhereRemote in United States
Aerospace & Defense
5 - 7 years of experience
Reposted Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in Engineering, Project Management, Business Development, or related field.
  • Demonstrated prime capture experience in complex environments.
  • Solid understanding of FAR/DFARS and defense contracting processes.
  • At least ten years of related experience or seven years of consulting experience.
  • Five years of management experience leading teams and projects.

Responsibilities

  • Own account plans for U.S. prime contractors and integrators; cultivate relationships across departments.
  • Identify and pursue B2B opportunities leveraging Oshkosh platforms for various mission systems.
  • Secure and influence proposal positions through effective content integration.
  • Maintain a structured opportunity pipeline with regular status updates and action plans.
  • Lead negotiations of partner agreements and define value exchanges, deliverables, and responsibilities.
  • Run integration workshops and develop actionable roadmaps for strategic objectives.
  • Facilitate the cross-functional Prime Deal Room for enhanced collaboration on key pursuits.

Benefits

  • Collaborative and people-first corporate culture prioritizing employee growth.
  • Variety of opportunities for professional development and skill progression.
  • Engagement with cross-functional teams, enriching collaboration and project success.
Full Job Description
The Director of Business Development for Strategic Partnerships and Prime Ecosystem will provide significant input and direction for key strategic questions for Oshkosh Corporation. Serving as a strategic thought leader, leading critical strategic projects, and influencing leaders around the company. This role has meaningful impact on Oshkosh Corporation's future performance.

YOUR IMPACT

These duties are not meant to be all-inclusive and other duties may be assigned.

Prime Ecosystem Growth & Capture
  • Own account plans for assigned U.S. primes and key integrators; build multi-level relationships (BD, engineering, program, contracts).
  • Identify, qualify, and pursue B2B opportunities where Oshkosh platforms enable mission systems (fires, air defense, C2, EW, autonomy, ISR).
  • Secure capture positions (teaming/sub roles), influence requirements, and drive Oshkosh content into prime and sub proposals.
  • Maintain a disciplined opportunity pipeline with weekly updates on stage, next actions, PGo/PWin, and blockers.


Partner Agreements & Deal Structuring
  • Lead NDAs, Teaming Agreements, MOUs, and JV exploration in coordination with Legal/Contracts.
  • Define partner value exchange clearly (scope, deliverables, data rights, IP, responsibilities, and commercial terms).
  • Establish performance expectations and governance for partners (cadence, outputs, metrics).


Strategic Pillar Operating Model
  • Run partner integration workshops and translate them into executable roadmaps to demonstrations tied to active pursuits.
  • Build a repeatable "integration menu" (standard interfaces, option packs, demo kits) to reduce integration cycle time and proposal friction.
  • Drive cross-functional execution with engineering, programs, supply chain, and finance to ensure offers are winnable and deliverable.


Leadership & Cross-Functional Alignment
  • Lead a cross-functional "Prime Deal Room" cadence for top pursuits; ensure clear owners, timelines, and escalation paths.
  • Align prime ecosystem work with territory BD leads and Strategy priorities to avoid duplication and improve win rate.
  • Other duties as assigned.


MINIMUM QUALIFICATIONS
  • Bachelor's degree in Engineering, Project Management, Business Development or a related field.
  • Demonstrated prime capture experience
  • Understanding of FAR/DFARS with defense contracting mechanics, experience selling across engineering, contracts, and program stakeholders
  • Ten (10) or more years of related experience OR Seven (7) or more years of related consulting experience.
  • Five (5) or more years of management experience.
  • Ability to travel up to 20%.


PREFERRED QUALIFICATIONS
  • Master's degree in the field or in a related area; MBA preferred.
  • Fifteen (15) or more years of experience.
  • Prior experience working in or with the Defense and Aerospace industry.
  • Experience with Non-Disclosure Agreements, Teaming Agreements and Joint Ventures.
  • Experience with complexity reduction concepts.
  • Thought leadership, change management, and project management experience.
  • Ability to influence change and build relationships with other business leaders.
  • Ability to conduct executive level presentations and facilitate group discussions to tackle complex problems.
  • Ability to work effectively with all levels of the organization and to impact others to move toward consensus.
  • Broad cross-functional skillset with Very Strong analytical abilities.
  • Proven experience managing multiple and competing priorities.


WORKING CONDITIONS
  • Physical Demands: Frequent Sitting, Standing, Hearing, Talking, Visual, Typing; Occasional Walking/Running, Reaching, Driving, Manual Dexterity; Seldom Climbing, Bending/Kneeling, Fine Dexterity, Upper Extremity Repetitive Motion, and Lifting/Carrying and Pushing/Pulling up to 50lbs.


Pay Range:
$136,800.00 - $253,200.00

The above pay range reflects the minimum and maximum target pay for the position across all U.S. locations. Within this range, individual pay is determined by various factors, including the scope and responsibilities of the role, the candidate's experience, education and skills, as well as the equity of pay among team members in similar positions. Beyond offering a competitive total rewards package, we prioritize a people-first culture and offer various opportunities to support team member growth and success.

About Oshkosh Corporation

Oshkosh Corporation Careers

Join the dynamic team at Oshkosh Corporation, a global leader in the design and manufacture of specialty vehicles and vehicle bodies. With a commitment to innovation, leadership, and excellence, Oshkosh Corporation offers unparalleled job opportunities in a variety of fields. Work You’ll Do At Oshkosh Corporation, you will be part of a team that’s dedicated to making a real impact on the world. Our employees drive our success through their innovation, skills, and leadership. We offer a range of positions across our sectors, providing ample opportunities for professional growth and career advancement. Explore a wealth of job opportunities and internships that allow you to leverage your skills, from engineering to marketing, and beyond. Oshkosh Corporation is not just about hiring employees; it's about nurturing a culture of excellence and diversity. Join Our Market-Leading Team Oshkosh Corporation is renowned for its strong leadership in the industry and a steadfast commitment to innovation and quality. Our team consists of over 15,000 dedicated professionals who lead the way in technology and service. Be part of a company that values diversity and is dedicated to fostering an inclusive environment. At Oshkosh, we believe that diverse perspectives lead to innovative solutions. Our diversity training ensures that all team members are valued and understood. Career Development and Benefits Future-proof your career at Oshkosh Corporation with our extensive professional development and training programs. We support our team members at every stage of their career journey, from internships to leadership roles. Our benefits package is designed to support the well-being and financial security of our employees and their families. Benefits include health insurance, retirement plans, and more, ensuring that our team can grow with us without worries. Networking and Innovation Engage with a global network of professionals that fosters not only career growth but also personal connections. Our collaborative environment encourages networking and teamwork, driving forward our commitment to innovation and excellence. Interview and Resume Tips Prepare for your future with Oshkosh Corporation by utilizing our career resources. Get tips on crafting your resume, acing your interview, and standing out as a candidate. We seek passionate, curious, and solution-driven team players who are ready to take their career to the next level. Stay Connected Join Our Team Search open positions that match your skills and interests at Oshkosh Corporation. We are always looking for innovative and driven individuals to join our team. Explore the exciting and rewarding opportunities that await you. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the diverse, innovative, and exciting world of Oshkosh Corporation. Join Oshkosh Corporation today and be part of a team that is dedicated to making a difference in the world through leadership, innovation, and a commitment to excellence and diversity.
Learn more about Oshkosh Corporation
Size
15,000 employees
Market Cap
$5.7 billion
Industry
Manufacturing & Automotive
Net Income
$318.3 million
Founded
1917
5 Year Trend
-23.5%
Revenue
$6.7 billion
NASDAQ
OSK
* Ladders Estimates

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