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Business Development Executive for Cybersecurity and Special Missions

Our client is a major global defense firm with over $25B in revenues.  They are a technology and innovation leader specializing in defense, homeland security and other government markets throughout the world. With a history of innovation, our client provides state-of-the-art electronics, cyber capabilities, mission systems integration and other capabilities in the areas of sensing; effects; and command, control, communications and intelligence systems, as well as a broad range of mission support services.

Position Description

The Business Development Executive (BDE) position for our Cybersecurity and Special Missions (CSM) mission area will be accountable for the strategic vision and growth of new business, competitions and capabilities within the intelligence, Ft. Meade/NSA, DoD, and international market space.  The BDE reports to the Vice President of BD, and supports the CSM mission area Vice President to achieve growth and profit objectives. The BDE is responsible for identifying, developing, and winning new business within both the Intelligence and Defense communities with special emphasis on Information Assurance/Information Operations and International. Cybersecurity is a key growth area for the company.

The role and responsibilities are large in scale, high degree of complexity (technology, customers and international), increase span of control and future financial impact to the company.  Responsibilities will also include market analysis, strategy development, managing proposal and capture activities and overall growth and profit objectives for the mission area.  Growth of new business includes a high volume of acquiring and assimilating strategic technology-based companies.  The BDE leads and participates in marketing strategies and business planning.  This mission area’s expansion will include an increase of global growth in addition to domestic growth, therefore, awareness and hands on experience of International business development is a plus.

The BDE is responsible and accountable for annual bookings in excess of $1Billion.  The BDE is responsible for market analysis, strategy development, managing the execution of the strategy, and monitoring progress toward organizational objectives. The BDE is also responsible for the management of activities including timely management of gate reviews, process compliance and transition to the program execution team.  The BDE oversees teaming decisions, pricing and win strategies.

The position requires a close working relationship with counterparts in other mission areas, as well as, other parts of RTN in a “One Company” environment.  The BDE also represents RTN Company to local and geographically distant government agencies and private firms doing government business.

Other BDE responsibilities include, a) customer focused marketing to develop solutions to customer problems, b) developing technology requirements (IRAD/CRAD) to support new business capture, c) identification of potential merger and acquisition (M&A) candidates, d) ensuring a sufficient cadre of qualified capture and proposal managers, e) win/loss analysis and related process improvements; and e) efficient management of new business investment (NBI) resources.

Customer Engagement

  • Serve externally as the primary interface for the company with its customers and internally as the senior voice of the customer.
  • Identify strategic growth opportunities with industry customers.
  • Socialize the firm’s business interests with customer’s interests. Coordinate and generate interface opportunities between Company Leaders and Senior Level Customers.
  • Identifies strategic company growth opportunities for Cybersecurity and Special Missions and International. Assessment of applicable strategic growth environment for use in the company’s business planning, including the company Strategic Dialogue sessions. 

Strategy

  • Participate in shaping company and business unit strategy with BD Strategy organization. Strategy development includes transformational, fiscal, and opportunity environment of the CSM environment. Integrate DoD budget Program Analysis, and Concept of Operations Development in strategy development.
  • Work with business Mission Areas and BD Leads to provide environmental assessments to senior leaders / management to increase understanding of future buying habits of customer base.
  • Present market assessments to company senior leadership, reflecting knowledge of DoD acquisition rules, customer needs, regulations, trends, budgets, legislation, politics and competitive intelligence.
  • Actively engage the customer community to develop new opportunities and transition them to firm’s Businesses for pursuit. Participate on color teams, strategic capture teams.
  • Identify, support and achieve annual bookings of approximately $1B. 

Capability-Specific Initiatives

  • Identify current company business with these customers, assess future growth opportunities aligned with the company’s strategic direction. Provide recommendations on how to support these customer communities.
  • Identify relationship vitality at executive, program, and operator levels. Recommend and implement enterprise relationship plans where improvement is needed. Engage senior business leaders in identifying needs, opportunities to support with current resources.

Supervisory Responsibilities 

  • Responsible for team of 20 BD professionals
  • Work integration with International BD team on critical international pursuits

Required Skills and Experiences:

  • 16+ years of experience in strategic planning and business development
  • 10+ years of experience managing a business development team.
  • Need to be knowledgeable on cyber and commercial market trends
  • Must be experienced with international business methods
  • Proven record of successfully growing a business with expanded customers and markets
  • Experience working with DoD and Intelligence Community Agencies
  • Demonstrated experience winning multi-million dollar contracts
  • The ability to determine, through experience and professional insight, good business opportunities
  • Experience building and managing customer relationships to seek out and identify new business opportunities
  • Demonstrated knowledge of associate contractors and the competitive landscape
  • Knowledge of System Development processes and Capture and Pursuit processes
  • Excellent oral and written communication skills
  • The ability to make sound decisions in stressful business situations
  • The ability to operate independently but still retain an enterprise focus
  • Demonstrated networking capabilities among various communities, e.g. acquisition officials/leads in the Department of Defense and other government agencies.

Desired Skills and Experiences:

  • Familiarity with company’s businesses, policies, and practices.
  • Senior level military experience or equivalent corporate business experience

Education:

  • 16 years with related Bachelors degree, or 14 years with related Masters degree

Other Requirements:

  • Additional working hours, as required
  • A key requirement is to be fluent in the DoD, Intelligence, NSA, Cyber marketspace and International
  • Positions at the company may require U.S. citizenship for purposes of obtaining clearances.  Additional clearances may also be required from the Intelligence Community and DoD.
  • A TS/SCI clearance will be required