Director - Business Development

Oshkosh Corporation•Warren, MI

2d•Onsite

About The Position

Oshkosh Defense, an Oshkosh company, is a leading tactical vehicle manufacturer dedicated to meeting and exceeding customer needs with next-generation defense technologies and advanced systems. The Director of Business Development for Strategic Partnerships and Prime Ecosystem will provide significant input and direction for key strategic questions for Oshkosh Corporation, serving as a strategic thought leader, leading critical strategic projects, and influencing leaders across the company. This role has a meaningful impact on Oshkosh Corporation’s future performance.

Requirements

Bachelor’s degree in Engineering, Project Management, Business Development or a related field.
Demonstrated prime capture experience
Understanding of FAR/DFARS with defense contracting mechanics, experience selling across engineering, contracts, and program stakeholders
Ten (10) or more years of related experience OR Seven (7) or more years of related consulting experience.
Five (5) or more years of management experience.
Ability to travel up to 20%.

Nice To Haves

Master’s degree in the field or in a related area; MBA preferred.
Fifteen (15) or more years of experience.
Prior experience working in or with the Defense and Aerospace industry.
Experience with Non-Disclosure Agreements, Teaming Agreements and Joint Ventures.
Experience with complexity reduction concepts.
Thought leadership, change management, and project management experience.
Ability to influence change and build relationships with other business leaders.
Ability to conduct executive level presentations and facilitate group discussions to tackle complex problems.
Ability to work effectively with all levels of the organization and to impact others to move toward consensus.
Broad cross-functional skillset with Very Strong analytical abilities.
Proven experience managing multiple and competing priorities.

Responsibilities

Own account plans for assigned U.S. primes and key integrators; build multi-level relationships (BD, engineering, program, contracts).
Identify, qualify, and pursue B2B opportunities where Oshkosh platforms enable mission systems (fires, air defense, C2, EW, autonomy, ISR).
Secure capture positions (teaming/sub roles), influence requirements, and drive Oshkosh content into prime and sub proposals.
Maintain a disciplined opportunity pipeline with weekly updates on stage, next actions, PGo/PWin, and blockers.
Lead NDAs, Teaming Agreements, MOUs, and JV exploration in coordination with Legal/Contracts.
Define partner value exchange clearly (scope, deliverables, data rights, IP, responsibilities, and commercial terms).
Establish performance expectations and governance for partners (cadence, outputs, metrics).
Run partner integration workshops and translate them into executable roadmaps to demonstrations tied to active pursuits.
Build a repeatable “integration menu” (standard interfaces, option packs, demo kits) to reduce integration cycle time and proposal friction.
Drive cross-functional execution with engineering, programs, supply chain, and finance to ensure offers are winnable and deliverable.
Lead a cross-functional “Prime Deal Room” cadence for top pursuits; ensure clear owners, timelines, and escalation paths.
Align prime ecosystem work with territory BD leads and Strategy priorities to avoid duplication and improve win rate.