As the Manager, Defense Applications, you will own the end-to-end customer pipeline for defense programs - from initial engagement through qualification, contract award, and production ramp. You will lead customer relationships across defense primes, OEMs, and government stakeholders, ensuring that opportunities progress efficiently from samples and validation through to long-term supply agreements. This role is responsible for driving revenue growth within the defense segment, coordinating technical and commercial execution across internal teams, and ensuring alignment between customer requirements and Vulcan's manufacturing capabilities. You will serve as the voice of the customer across the organization - translating market and program needs into actionable input for operations, product development, and leadership. This is a highly cross-functional role requiring both commercial ownership and technical fluency. Responsibilities Customer Ownership & Relationship Management • Act as the primary point of contact for all defense customers • Own the full customer pipeline from initial engagement through sampling, qualification, and transition to production • Ensure consistent delivery, communication, and customer satisfaction across all stages of engagement • Coordinate customer engagement activities including site visits, technical reviews, and ongoing communication • Own defense customer programs through all stages, including sampling, testing, qualification, and transition to production contracts • Develop and maintain relationships across multiple levels within customer organizations, including engineering, procurement, and program leadership Revenue Growth & Account Development • Own revenue growth and bookings performance across the defense segment, including pipeline conversion and contract execution • Identify and execute opportunities for account expansion and new business • Maintain accurate pipeline, account status, and forecasts in CRM and internal tracking tools • Drive program capture efforts, including positioning Vulcan for inclusion in new and existing defense platforms and programs Commercial Execution • Own customer qualification processes, coordinating testing, validation, and milestone achievement with internal teams • Lead the quotation process, including pricing, terms, and alignment with cost structure • Monitor account performance and proactively address risks or issues • Maintain clear visibility into pipeline and opportunities • Drive customer opportunities through defined milestones (sample  validation  qualification  production award) • Ensure timely progression of customer programs by coordinating internal resources and resolving blockers Cross-functional Collaboration • Work closely with operations, engineering, and supply chain teams • Act as the voice of the customer, translating requirements into clear technical and operational actions • Ensure alignment between commercial commitments and execution • Align internal teams around customer priorities, timelines, and deliverables to ensure successful execution of defense programs Market Development • Develop deep understanding of defense market structure, key programs, procurement pathways, and competitive positioning • Identify new customers, programs, and partnership opportunities • Support broader commercial strategy and positioning • Identify and prioritize target platforms, programs, and customers where Vulcan's magnet solutions provide strategic advantage Defense Program & Government Engagement • Support engagement with U.S. government stakeholders (e.g., DoD, program offices, national labs) as applicable • Navigate defense procurement environments, including working with primes and subcontractors on qualification and sourcing processes • Support compliance with export controls and handling of controlled technical data (ITAR/EAR, CUI) Responsibilities and tasks outlined are not exhaustive and may change as determined by the needs of the business Qualifications • Bachelor's degree in engineering, materials science, business, or a related field • Minimum 7 years of experience in engineering, technical sales, business development, or customer program management - preferably in defense or advanced manufacturing, materials, or automotive/aerospace sectors • Experience managing long-cycle, qualification-driven sales or program lifecycles • Proven ability to manage complex programs with technical deliverables (e.g., samples, testing, or qualification) • Strong communication and relationship management skills across technical and executive audiences • Demonstrated experience working cross-functionally with operations, R&D, quality, and engineering teams • Must be a U.S. Person due to required access to U.S. export-controlled information or facilities Desired Skills • Experience working with defense primes, aerospace OEMs, or Tier 1 suppliers • Familiarity with U.S. export control regulations (e.g., ITAR, EAR) and handling of controlled technical data (CUI) • Familiarity with defense or aerospace qualification, traceability, and documentation requirements • Experience supporting or capturing programs within defense acquisition cycles (e.g., working with primes, SBIRs, or government-funded programs) • Strong understanding of permanent magnet materials (e.g., NdFeB) and their applications • Familiarity with electric motors, actuators, sensors, or other magnetics-based systems • Ability to read and interpret technical drawings and engineering specifications • Familiarity with quality and qualification processes (e.g., PPAP, first article inspection) • Exposure to manufacturing processes relevant to magnetics or precision components • Ability to obtain and maintain a U.S. security clearance (as required)