Airborne EW Business Development Analysis Sr Mgr

Lockheed Martin•Columbia, WA

10d•Hybrid

About The Position

As a member of Sensing, Electronic Warfare, and Anti-submarine Warfare Systems Strategy & Business Development (S&BD) team, the Airborne Electronic Warfare (AEW) S&BD Sr. Manager will lead the strategy and pursuit of new business opportunities for the AEW sub-market segment. This leadership role will lead the AEW Domestic and International pursuits. Responsibilities include developing strategy, growing the pipeline and capturing new business in the Domestic and select International customer segments. The candidate will be responsible for the following areas: Lead the pursuit of Airborne EW opportunities to grow the domestic and international pipeline - Serve as the BD lead for the AEW Submarket Segment P&L Director - Execute New Business Updates that align with the Sensors, EW and ASW Systems higher-level New Business Reviews (NBR) - Long Range Plan (LRP) Orders understanding, co-development with Finance & Business Operations (F&BO), updates, and execution as coordinated with P&L (PMs & Director) Industry interface for Teaming strategy development with Small and Large business; lead and execute Teaming Process actions IAW established LM legal policies & procedures Represent AEW on numerous IPTs, Working Groups, Campaigns, and/or other Cross-BA BD synchronization efforts Collaborate with Engineering & Technology and Program Director to drive common architectures that drive synergies across product lines Lead integration and partnership with the other LM Business Areas: Aeronautics, Missiles and Fire Control, Rotary and Mission Systems, and Space, to develop focused market strategies and support the development of the respective long-range plans. Partner with LMGA, Global Business Development & Strategy, CE&T, Corporate Treasury, and others as required Continue to evolve BD organization and develop leaders to support business area growth Measures of effectiveness of the individual in this position will include: - Ability to identify, qualify, shape, and win new business opportunities - Ability to establish market focused growth strategies - Developing and growing the new business pipeline - Capturing profitable and strategic new business - Building strong internal and external teams - Ability to penetrate new and adjacent markets - Ability to establish strategic customer partnerships The focus of this position is on managing the CAEW portfolio and associated personnel and supporting customer engagement (establishing and executing contact plans, conducting customer workshops and demonstrations, and understanding customer requirements), keeping current business sold, identifying and qualifying new business opportunities consistent with our growth strategies, responding to proposals and closing on new business orders. This individual will be responsible for supporting the growth of our annual orders and sales with specific focus on the Intelligence Community and DoD. Provide conference and trade show leadership. This will entail collaboration and working with Lockheed Martin Communications, Washington Operations, Corporate Business Development, Corporate Strategic Development, Corporate CTO, Corporate Treasury and others as required Establishing and executing win and growth strategies and investment plans.

Requirements

Candidate should have insight into the DoW market and demonstrated ability to assess approaches and candidate strategies.
Prior experience in business development, an active Secret clearance (minimum), DoW experience and prior experience managing people and resources.
15+ years of business development and/or operational experience.
Strong technical and operational experience and understanding electronic warfare across fixed / rotary air platforms and munitions
Understanding of US Intelligence Community & military strategy and select allied countries
Must be self-motivated and able to operate with minimal guidance and succeed in a highly competitive arena.

Nice To Haves

Domestic experience –US Navy, Missile Defense Agency, US Air Force, U.S. Army and Space Command
International experience – Japan, United Kingdom, Canada, Korea, Australia, New Zealand
DoW Acquisition experience
Significant experience in RF domain to include Passive sensing and electronic attack capabilities / technologies
Strong understanding of LM/RMS Win Plan
Competitive Source Selection Experience
OTA and FAR competitive source selection experience
Successful leadership of cross functional capture teams
Broad strategic thinker with strong understanding of the Airborne markets with established customer relationships in the US Service components and key international partners
Advanced business acumen including the ability to investigate, comprehend, and interpret complex business challenges, and think and act both strategically and tactically assess and build effective customer relationships both externally and throughout the organization
Ability to bridge from strategy to actionable objectives, actions, and progress metrics though critical thinking
Advanced leadership and relationship building skills with the ability to manage through influence and form creative partnerships to identify issues, drive innovation and obtain consensus, and effectively to achieve business objectives
Ability to work across a geographically dispersed organization with demonstrated ability to work in a team environment.
Exceptional communication skills (verbal, written and presentation) to all levels in the corporation, including an ability to prepare and present concise oral and written reports, briefings, updates, and other documentation, and represent the organization on significant matters
Secret clearance (required); Top Secret (Preferred)

Responsibilities

Lead the pursuit of Airborne EW opportunities to grow the domestic and international pipeline
Serve as the BD lead for the AEW Submarket Segment P&L Director
Execute New Business Updates that align with the Sensors, EW and ASW Systems higher-level New Business Reviews (NBR)
Long Range Plan (LRP) Orders understanding, co-development with Finance & Business Operations (F&BO), updates, and execution as coordinated with P&L (PMs & Director)
Industry interface for Teaming strategy development with Small and Large business; lead and execute Teaming Process actions IAW established LM legal policies & procedures
Represent AEW on numerous IPTs, Working Groups, Campaigns, and/or other Cross-BA BD synchronization efforts
Collaborate with Engineering & Technology and Program Director to drive common architectures that drive synergies across product lines
Lead integration and partnership with the other LM Business Areas: Aeronautics, Missiles and Fire Control, Rotary and Mission Systems, and Space, to develop focused market strategies and support the development of the respective long-range plans.
Partner with LMGA, Global Business Development & Strategy, CE&T, Corporate Treasury, and others as required
Continue to evolve BD organization and develop leaders to support business area growth
Provide conference and trade show leadership.
Establishing and executing win and growth strategies and investment plans.