Aerospace Requirements & Capabilities Account Executive

SEAKR Engineering•Centennial, CO

1d•$185,000 - $275,000•Hybrid

About The Position

The Requirements & Capabilities (R&C) Account Executive (RACE) is responsible for growing SEAKR’s business at named accounts. This role involves growing SEAKR’s pipeline and converting it into bookings, mapping customer organizational structures, building customer relationships across all levels, and meeting face-to-face with customers. The RACE will also be responsible for solutioning and shaping new programs to "design-in" SEAKR capabilities, crafting and leading campaigns for targeted capabilities and programs, accurately documenting and updating opportunity metrics in a detailed forecast, supporting Capture and Bid & Proposal activities, initiating and negotiating engagement documents, documenting customer engagements and tracking opportunities, preparing and presenting key gate review briefings, and capturing and reporting competitive intelligence. The ideal candidate will have an established history of success in the space/aerospace community with the desire to join a fast-paced, multitasking, innovative team. Knowledge of the industry, customer engagement, and a desire to create something new will be the hallmarks of success. SEAKR empowers its employees. As a key member of the R&C team, you will be able to pursue ideas you’re passionate about and drive them to completion. You will be collaborating with company stakeholders as the team lead on campaigns and be responsible for the identification of new business opportunities. Deep knowledge of the space industry, customers, competitors, missions, systems, and supporting technologies will be critical. Your primary focus will be on National Security Space but will also include commercial and Federal Space programs. The ideal candidate will have experience in engineering, sales, negotiations, finance and growth, and possess an entrepreneurial mindset. This is a full-time exempt position, that will be “the face of the company.” Your work will be performed under limited supervision by executive management and is evaluated on results obtained. Additional Duties/Responsibilities include establishing and nurturing relationships with customers to understand their current and future needs and promote alignment of our current and future capabilities to meet these needs. Formulating capture strategies and providing leadership in support of the capture teams. Leading or providing support to the capture team in defining technical, strategic, and business insight for RFI, ROM, white paper, and proposal responses. Coordinating with executives to define and execute business development strategies to grow product segment market share and profitability, through market opportunity evaluation and segmentation, value proposition development, product positioning, pricing strategy, and communications strategy development. Contributing to and informing marketing execution which includes product & marketing literature, trade show presence, trade journals articles, white papers, press releases, presentations, and datasheets. The ideal candidate will also be proficient in Capture Management including contributing to technical volumes, developing program schedules, contributing to cost volumes, and pricing. Must be available to travel for business 25% - 50% of the time depending on location. This position can be remote/hybrid.

Requirements

An understanding of proposal processes and tools, including how to convey messages and discriminators, use of a common voice and past performance, and ensuring responses to evaluation criteria are clearly met.
Strong written and verbal skills
Proficiency in MS Office Suite including MS Project, and proposal writing tools
Experience writing, evaluating, and/or managing proposals
Developing and adhering to a schedule
Driven to achieve results, solve problems, and remove obstacles
Ability to balance interpersonal skills and project management skills
Excellent interpersonal skills (good listening, coaching, presenting, motivating, problem solving)
At least 12 years of business development and/or related space/aerospace industry experience with a proven track record of success
Must have the ability to obtain a TS/SCI clearance.
US Citizenship Required

Nice To Haves

An active TS/SCI clearance with Polygraph is a plus.
Undergraduate/graduate technical degree is preferred

Responsibilities

Growing SEAKR’s pipeline and converting that pipeline into bookings
Mapping and documenting customer organizational structures at the enterprise, business unit, division, and program level
Initiating, building, and documenting customer relationships across the enterprise; from individual contributors up to and including the VP/GM level
Meeting face-to-face with customers, decision makers, and key influencers on a regular basis
Solutioning and shaping new programs to “design-in” SEAKR capabilities at both the business and technical level
Crafting and leading campaigns for targeted capabilities and programs
Accurately documenting and updating opportunity metrics including value, P-Go, P-Win, PTW, Win Themes, and timing in a detailed forecast
Supporting Capture and Bid & Proposal activities to close business
Initiating and negotiating engagement documents such as NDA’s, Teaming Agreements, PIA’s, BPO’s, press releases, etc.
Documenting customer engagements and tracking opportunities in SEAKR back-office tools
Preparing and presenting key gate review briefings
Capturing and reporting competitive intelligence
Establish and nurture relationships with customers to understand their current and future needs and promote alignment of our current and future capabilities to meet these needs.
Formulate capture strategies and provide leadership in support of the capture teams.
Lead or provide support to the capture team in defining technical, strategic, and business insight for RFI, ROM, white paper, and proposal responses.
Coordinate with executives to define and execute business development strategies to grow product segment market share and profitability, through market opportunity evaluation and segmentation, value proposition development, product positioning, pricing strategy, and communications strategy development.
Contribute to and inform marketing execution which includes product & marketing literature, trade show presence, trade journals articles, white papers, press releases, presentations, and datasheets.
Proficient in Capture Management including contributing to technical volumes, developing program schedules, contributing to cost volumes, and pricing.