Department and Role Description:
The Director, Strategy & Business Development will be responsible for setting and executing the Salesforce Public Sector business development strategy for Aerospace & Defense Contractors and System Integrators. The ideal candidate will have C-Level or P&L Aerospace & Defense experience with the ability to foster relationships at the C-Level and boardroom leadership level, across Aerospace & Defense Contractors and Government customers. He/She will also have experience selling in a cloud environment, creating the opportunity for customers to transform their businesses and serve as a motivator for modernization.
Set and execute aggressive customer acquisition strategies for Aerospace & Defense Contractors and System Integrators.
Provide detailed business development strategy focused on the top government executives
Manage overall business development process, set appropriate metrics for sales funnel management
Plan and manage at both the strategic, operational and tactical customer-facing levels
Align with Strategic Account Executives, industry leads, and regional sales leadership teams to present a single front to help represent a single vision for our customers.
Interface with the product development and marketing organizations to help guide Public Sector product direction and production of sales plays
Lead initiatives to ensure the continued development of C-Level customer strategic partner talent in the organization, and constantly focus on the addition of ‘A’ players into the team
Experience developing business opportunities within the U.S. Aerospace and Department of Defense communities
Demonstrated experience in the following business disciplines: strategic planning, competitive assessment, development and implementation of strategic and operational plans, and business acquisition processes. In addition, a sound understanding of the government procurement process, DoD contracts, regulations and procedures, and DoD operations and sustainment services
Technical background must be sufficient to develop and provide customer briefings
Strong oral and written communication skills are required to develop external/internal papers, presentations, and business plans
Bachelor’s degree required, advanced degree preferred
Running P&L for a major division hyper focused on innovation
Strong track record of tailoring focused capture plan objectives, strategies and tactics in conjunction with quantifying and qualifying opportunities
Interfaces directly with customer decision-makers to shape market opportunities
Proven experience gaining access to decision makers and establishing strategic relationships and successes for long term partnerships
Business development executive experience in a strategic enterprise sales environment within a highly matrixed, global organization
Proven track record of building satisfied, loyal and referenceable customers
Strong operational and analytical abilities
Previous employment with either Aerospace & Defense Contractors or System Integrators in IT executive positions
Establish and maintain professional relationships with leaders in the public sector space and within industry and be known as a professional resource to the industry
Participate in selected Government/Industry Associations briefings to industry, and industry briefings to government