About the JobThis Senior Director owns Parry Labs' growth and capture for the SOCOM UxS and autonomy common control campaign. The focus is common control and integration of UxS systems across the special operations enterprise. Primary acquisition offices include but not limited to PEO Fixed Wing, PEO Rotary Wing, PEO SOF Digital Applications, and PEO SOF Warrior. Requirements and user representative organizations include Army Special Operations Aviation (Systems Integration Management Office, Air Force Special Operations and concepts and initiatives like the Adaptive Airborne Enterprise and SOF Digital Ecosystems that includes the common ground control station work at PEO Tactical Information Systems, and the SOF mission command and common operational picture programs. Parry Labs currently delivers open mission systems and command and control software on SOF UxS systems supporting PM MALET You will grow that position into new task orders and build the first SOCOM position for FUSION, Parry Labs' product family for the integration and control of autonomous systems, as a conformant implementation of SOCOM's open control architectures. You will own a slate of pursuits from the first customer conversation through award, and you will carry a qualified pipeline target in your first year and a bookings target after that. This is a senior field role for someone who has closed SOF deals, is known across the SOCOM acquisition community at MacDill, and can sell an open integration layer to the SOCOM community.
Duties & Responsibilities- Own the number and the pipeline for SOCOM. Build and carry a qualified pipeline target, then a bookings target. Identify, qualify, and prioritize pursuits across PEOs SOF AT&L, SOFWERX, and the component commands.
- Grow the position Parry Labs holds. Capture the next task orders on the existing IDIQ with PEO Fixed Wing, expand Parry Labs' open mission systems and command and control work across the SOF enterprise, and shape what follows the current vehicle.
- Open SOCOM for FUSION. Position Parry Labs' control systems and integration layer as a conformant implementation of SOCOM's open control architecture, integrated with the government's autonomy and battle management baselines and publishing to the SOF common operational picture. Win the first funded task order or OTA that names common control.
- Shape opportunities early by engaging program offices, SOFWERX, and the operators before requirements and acquisition strategies are written. Use SOFWERX events, vendor capability submissions, and industry days to put Parry Labs in front of the program office ahead of the competition.
- Build and maintain relationships across the SOCOM acquisition enterprise, the SOF component commands, the platform primes, and the autonomy and uncrewed systems vendors that field with SOF.
- Lead captures from qualification through award. Own the win strategy, customer call plans, teaming, and price to win, and present each pursuit at gate reviews. Proposals and Capture runs the gate process and proposal production.
- Structure and close deals. Match each opportunity to the right vehicle and funding source (task orders on existing vehicles, SOFWERX and other OTAs, CSOs, SBIR Phase III, broad agency announcements, and subcontracts under primes), then negotiate terms with customers and partners.
- Connect customer needs to Parry Labs capabilities across FUSION, STRATIA, and edge compute hardware, working with Product and Engineering to turn them into priced, repeatable offers.
- Drive proposal content with the solution narrative, win themes, discriminators, and customer intelligence.
- Represent Parry Labs at customer engagements, demonstrations, SOFWERX events, and industry events, including SOF Week.
- Maintain CRM discipline and deliver an accurate monthly forecast of bookings, award timing, and probability of win to the CRO.
- Other duties as assigned.
Required Qualifications- Bachelor's degree or equivalent experience.
- 10+ years of defense business development, capture, program management, or acquisition experience focused on SOCOM, including at least 5 years carrying a bookings target or leading captures.
- A record of closed SOF deals you can walk through in detail: the contract vehicle, the value, the funding source, the acquisition strategy, and your role in the win.
- Working relationships across the SOCOM acquisition enterprise at MacDill, including PEOs SOF AT&L, and SOFWERX, requirements and user representatives supporting SOCOM service commands, primes and vendors that team on SOF programs.
- Experience selling, architecting, or managing mission systems, uncrewed systems, common control, or command and control software for SOF, and working knowledge of open mission systems standards (OMS/UCI) and SOCOM's open control architectures.
- Practical SOCOM acquisition experience with task orders on IDIQ vehicles, SOFWERX and other OTAs, CSOs, SBIR transitions, and prototype to production transitions, including how budget lines and continuing resolutions shape award timing.
- Clear, concise briefing skills: able to present a pursuit, its value, and its risks to senior SOF leaders and Parry Labs executives in a few minutes. Willingness to travel about 40%.
- Active Secret security clearance (U.S. citizenship required) and the ability to obtain TS/SCI.
Preferred Qualifications- Prior service in the special operations community, or SOCOM acquisition experience as a program manager or product lead.
- Experience at a defense technology company that sells commercial uncrewed systems, autonomy, or mission software to SOCOM.
- Familiarity with modular open systems approaches (MOSA and OMS/UCI) and with the government's autonomy and battle management baselines for SOF.
- Established teaming relationships with SOF platform primes and integrators.
- Active TS/SCI clearance.
- Experience with SOFWERX collaboration events, SOF Week, or SOCOM's small business and industry outreach.
